It’s hard to make a business succeed online without understanding the psychology of selling. Without knowing how to sell a product effectively then the words will fall on deaf ears if a brand doesn't use them in the right context. Similarly, if an online business doesn't use the right emotional triggers at the right time, then conversion rates won’t be nearly as good as they good be. Get more sales and subscribers by understanding why customers act the way they do. Play detective and find out what they’re thinking, and how you can get them to make a purchase, click on an ad, or learn more about your product. We discuss this more in depth in our free webinar training and how to use psychology sales tricks to your advantage. Below are a few ways to effectively do that:
Provide Customers With Fewer Options
Sometimes the strategy of less is more is the way to go. Propeller CRM argues that offering customers fewer products or services to choose from makes it less overwhelming. If a customer gets too overwhelmed, they may abandon their cart or decide not to make the purchase. Providing fewer online options helps solve that problem.
Sometimes, less really is more.
Providing your prospect with too many different options makes it harder for them to make a decision – which increases the odds they’ll walk away without buying anything at all.
If your company sells a large range of products, there are a few ways you can prevent decision paralysis from blocking your next sale. For example, research your prospects ahead of time so you know which products you should pitch to them and chunk products into categories to simplify your offering.
Rather than pitching every single product you sell to every prospect, learn what you can about their needs before you call or email them. Once you’ve made contact, ask qualifying questions to build on this knowledge and narrow down the type of product they’re likely interested in. Then, only pitch solutions that match their needs.
Better yet, package select products together so your prospect understands what solutions work well together. This allows them to make one large purchasing decision, rather than multiple smaller purchases.
If what you’re doing is working, continue to do what works! Similarly, if your helpful videos and blog content is working, as Thrive Global Medium discusses below, then that’s an excellent way for readers to stick around, hopefully, click on your ads, and help you make a better profit.
The largest and most effective sales psychology strategy you could ever accomplish is to continue on the path.
Keep producing great content which helps your audience achieve their goals. Keep producing helpful video’s, blog content, and social curation which does the same.
You may think having this business mindset doesn’t affect your community in any way, but in reality it is the most abundant way to create trust, build relationships, and play the long game with your customers.
This is your brand image at it’s best and when you’re continually helping and being consistent with it, you are solidifying your image within your audience which makes them know, like, and trust you more each time you produce something.
Don’t knock the effectiveness of always being top of mind within your congregation. This is hard core marketing and only the strong survive in this type of ocean. While many come and go, you will show your audience you’re here to stay when you are consistent.
Make a Potential Customer Curious
One of the biggest and easiest ways to unlock your site’s online potential is by piquing a customer’s interest. You can do this by making them curious about learning more about your products or picking up a free product, such as an ebook, for example.
Curiosity is a powerful motivator. That’s because when you inject it into your content, it’s like creating an itch that your readers need to scratch. And the only way they can scratch this itch is by taking some specific action (such as joining your list or buying a product).
Do you ever remember the original BluBlocker sunglasses and their advertising? Marketing expert Joseph Sugarman eventually took over the marketing for these glasses, and they sold tens of millions of pairs. One thing Sugarman did was create curiosity in the original TV ads.
By showing the reactions of real people as they looked through the sunglasses for the first time. They usually exclaimed, “Wow!” And then they’d go on to talk about how everything looked so amazing, and how they’d never worn sunglasses like this before.
Sugarman admitted that they could have slipped a BluBlocker lens over the camera lens to show the home audience what it’s like to look through those sunglasses. But they didn’t do it, because they wanted arouse the home audience’s curiosity about what it’s like to look through those glasses.
The only way to scratch that curiosity itch was to order the sunglasses by mail. It worked! The BluBlocker company sold millions of pairs of sunglasses in their first few years.
Now you too can use curiosity. Let me give you a few examples…
Example 1: Use curiosity to make sure people keep reading.
Whether it’s a blog post, email, report or even a sales letter, you can evoke curiosity in the beginning or even the middle to keep people reading until the end.
Let me give you a few specific examples:
Build anticipation in the introduction. This works really well for content such as blog posts, newsletter articles and reports. Simply tell people what they’re going to learn in the report or article, and arouse curiosity in the process.
For example: You’ll find out what exercise the world’s most élite militaries have used for 500 years to train their best soldiers!
Tell a story, but don’t quite finish it. This arouses emotion, which is a good thing. But if you don’t finish the story right away, it also arouses curiosity.
For example: So you’re probably wondering if Jane met her goal and lost 50 pounds. You know what? I think the results are really going to surprise you. I’ll tell you all about them in just a few minutes. But first, let me share with you the #1 mistake dieters make that stalls your progress…
Whet their appetite for what’s coming. You can do this anywhere in a sales letter, article or report.
For example: Jane got amazing fat-loss results using the same secret your favorite Hollywood celebrities use when they need to shed the fat fast.
You’ll discover this secret in just a moment. But first…
Example 2: Make people curious about a product.
Let’s say you’re selling a book about how to get traffic. You might arouse curiosity by saying something like this:
You’ll discover the closely guarded traffic source that’s never been revealed before – just wait till you see how much traffic it brings!
You can bet anyone who is interested in getting more traffic will be a bit curious about this little-known traffic source.
Here’s another example that would make a great benefit statement in a bulleted list:
You’ll find out which common herb reduces fine lines and wrinkles – you may already have it in your cupboard! (See page 15 to find out what it is.)
So you can see how this all works. Make people curious, and you’ll keep them hooked on your content, joining your list and buying your product just to satisfy their curiosity.
Be an Authoritative Seller
According to Propeller CRM, being confident of what you’re selling and how to sell it will help you establish authority and keep customers around. For example, if you are selling an ebook that supports your blog message on how a diet transformed your life, the more knowledge you have about the diet, the better. Tell your audience why you’re the go-to guy or gal on the topic and how they too can succeed on a diet.
The more authoritative you are as the seller, the easier it is for potential customers to trust your sales pitch. If your prospects are skeptical or don’t fully trust you, they won’t be eager to buy.
So, how can you establish authority – especially if you’re doing cold outreach?
First off, tell your prospects about the years of experience and expertise behind your product or service. If you sell software, boast about your visionary developers and engineers; if you sell a physical product, talk about the research behind your solutions. Has your brand or product won any awards or received high praise from an industry expert? Work that into your pitch, too!
If you learn what’s going on in your customer’s mind, you’re more likely to get their attention online and make money. Once you have your audience’s attention the ability to grow your online business increases tenfold. Check out our free webinar training to learn how to you can apply more sales tricks to unlock your true earning potential!