Would you like to convert the customers who visit your online store into someone who actually buys them? Well, it’s a lot simpler than you might imagine. And the best part is that you don’t need to manipulate or hypnotize them into buying. All you need to do is give them what exactly they want or rather make them think that they want something that you offer. The key to success in online stores is understanding the psychology of the buyer. All human beings are essentially triggered by the same mental triggers that drive actions. In order to impact the decision of your customers, you need to know the common aspects that trigger them and how to use them effectively in your marketing strategy.
Why? “Because it is the mind that decides whether your customers goes for your product or not,” said Issa Asad Florida businessman and entrepreneur. Mr. Asad is also the CEO of 2 companies in South Florida: Quadrant Holdings and Q Link Wireless.
So, by knowing how the mind functions, you assimilate the power to impact and influence the decision your customer is going to make. Here are 3 psychological triggers to convert customers that you can start using right now and enhance your sales.
1. Scarcity
The principle of scarcity is one of the most important and widely used strategies to influence the decision of the buyer. It states that people are more likely to be motivated by the notion that they might lose out something if they don’t act quickly. Marketers trigger this effect by using various statements which say that the products are soon going to be out of stock, or that it is going to be off the market after a few days.
These include:
– Deadlines for Sales: Announcing a deadline and displaying a timer on the main page that refers to the time after which the reduced/discounted prices will be unavailable.
– Out-Of-Stock Announcements: Want to purchase a trimmer from Amazon? You better hurry because, there are only 4 of them left.
2. Liking
The principle of liking says that people are more likely to accept a request provided they feel a kind of connection with the person asking for it. That’s the prime reason why companies hire celebrities to endorse their products – so that their fans will relate the love they have for Roger Federer to the watches he endorses and eventually buy them.
When you try to sell your product by hiring models, you need to create a kind of bond between your customer and the model who displays them. So, if you are looking to sell cool and casual stuff, you better hire a model with a teenager like looks and a smiley face. This triggers the mind of your customer into thinking that he/she would look as cool as the model in those clothes and eventually buys them.
3. Authority
I presume that you are aware of the famous Milgram experiments where volunteers continued to deliver painful electric shocks to the hidden subjects elsewhere even when they could hear screams of pain(of course faked!) What made them do this?
Well, they were accompanied by a man in a lab coat who was constantly assuring them that it is fine and asked them to continue. This shows that people are more likely to respond to the appearance of authority and react positively to their recommendations. You can make use of this fact and trigger the minds of your customers by displaying content from professionals who are confident about your product. Big names always create a positive impact in the mind of the buyer.
