The human brain is so incredibly and wonderfully complex. Within seconds he gets stimuli, reacts, creates emotions, processes data and makes decisions. You are still wondering why the whole branch has been developedI sales psychology; Read below what exactly means sales psychology and How to make use of it to increase your sales.
It is extremely important to understand sales psychology so that you can use it effectively for your business as it will help you not only to develop sales techniques, but in essence get to know your audience deeper and login with him. And as we have said infinite times Understanding our audience is the one that leads to sales.
What is sales psychology;
Simply put in sales psychology you are invited to understand Who are your customers, but also What motivates them to spend their money. Sales Psychology focuses on emotional needs of the client and to What is ready to do to cover them. The most important…no, does not emphasize the value of a product!
Most people buy with emotion and not with logic. They buy because they want something and not because they need it. Take example from yourself: What was your last purchase; The last month's purchases; Why did you buy all,What did you buy; You really needed it;
On these psychological motivations you can apply strategies for the benefit of your business and of course increase your sales.
To help you, Below we gathered 20+1 Psychological stimuli that will lead you to develop appropriate tactics for your business to increase your profit in a time when everyone competes for attention:
1. Offer something free
Who doesn't love free stuff;
To offer something free makes the unknown look less scary. DiminishI effectively Customer's mental obstacles and objections to try something new. The only sure thing is that he has nothing to lose, so it gets more easily in a process of acting quickly. From there on It is up to you to spark his interest and excite him with your product to make further purchase.
For example, How much more easily do you enroll in an mail list when they give you a freebie; Even in the products we see that. How many times did you bought a shower gel, shampoo etc because they were 1+1 gift;
2. Use innovation
People are willing to pay for new and improved versions. In fact, are more than willing – they want it.
When we try new things in our brain is released dopamine, something that gives us a sense of pleasure. Y’ this and People love upgrades, the improvements, new features and new innovations.
Innovation does not need assumptions to sell. Gives a psychological trigger in itself to the customer to buy it.
It is not even necessary to make something new. Update the old version or add a new feature. When you already have satisfied customers, that were users of the old version for sure, They will also buy the new. Also those who left because they no longer covered the old version/product may be enticed to try the new.
3. Utilize customer reviews
We have mentioned infinite times that Customer reviews are one of the strongest sales tools and many times determine the completion of a sale.
About it 95% of users find that reviews are reliable source of evaluation of a product. Therefore, It is obvious how much they have impact on the purchasing decision.
You can place strategic comments and reviews of satisfied customers almost everywhere: on your website, In social media even in e-mail marketing. If you haven't got into the process of gathering criticism and customer reviews do it immediately. If you have gathered but have not yet exploited them you miss important opportunities to increase your sales.
4. Use curiosity
People are so inherently curious when they only have little information. If this information They are quite proud of the interest their, can only want more. So give them an item, a small bouquet to open their appetite. Start a story, But don't finish her, leave them on the best! Let their curiosity motivate them to look for more for the product, your service or brand.
5. Add a sense of urgency/uniqueness
People love to be the first or the only ones to try something. We love selfishly, and subconsciously, to have only us something and to enjoy it. So, If you can view something in a way that shows that only a few will have access to this, you will sell more.
also, the Limited -time offers increase this feeling of urgency. Use these techniques and you will push your customers to make some purchase or action.
6. Use discounts
Nothing activates conversions as much as a good discount! Subconsciously draws attention and motivates us to action.
It has even been observed that people best respond to discounts in € than to %. You can consider both ways and see what is most advantageous to you. Another discount technique is the visual piece. For example if the price is 39.99 € refers more to 30 € instead of 40 €. Theme of psychology!
7. Use loud graphics
We are humans visual beings That is why the images you use are very important. A strong image motivates the customer emotionally, helping him to connected to the product or service increasing you at the same time brand awareness.
Choose images that create intense feelings so even if he doesn't just remember the picture the potential customer, to remember the feeling. also, use images with which he can and wants to identify. For example, If you are in Greece to put a picture with skyscrapers probably not reflecting Greek reality. End, make sure it is a image or graphic of good quality As you want to create the best impressions of your brand.
8. Find a common 'enemy'
As an enemy we horizon anything that does not bring the results we want and prevents us from succeeding or getting something. Can be anything: a product, an idea or company, a situation - whatever!
For example, If your business is a gym, The common enemy may be laziness, time, The sofa. Focus on dealing with 'enemy'!
9. Use influencers
Use people who trust your audience to sell more. You want people to trust your customers and say: "After the Tade says it is good, Then it's definitely good!». These people have the power to determine the purchasing decisions of their audience. Influencers can be famous faces, which are dear and affect the public or may be ordinary people who have their own audience on social media.
A basic prerequisite for this collaboration is that Influencer is addressed to your ideal audience. Beyond that the ways of cooperation can be many. You can make a paid lump sum or by rates on sales, with a discount code etc..
Read also: 18+1 questions to discover the Ideal Audience of your business
10. Use storytelling
It is a term used very lately, nevertheless not new. Stories are a great way to activate the minds of your customers that will help you sell more.
Why; Because stories trigger feelings. The stories They create images and help the customer to be driven from the point where he is at the point where he wants (and you want) to reach. That is to say in the story, identify and say "Yes, so it is, And I want it ». A good story can increase perception, trust and connection with your business.
11. Use numbers and statistics to create reliability
May people work emotionally nevertheless They also need arguments to be convinced. So using very specific claims makes you look more credible. The numbers override skepticism. So show statistics about your product. For example how many sales has it made; What percentage of people do they suggest; etc.. In general you keep in mind that Numbers draw attention. If they are reliable even more.
12. Make your customer feel unique
Love is one of the main motivations that motivate people and their choices. We all want to feel valuable and important, therefore will We make choices that make us feel beautiful, recognize our value and uniqueness. No man is the same as someone else. Show this through your product or service and make your customers feel unique.
13. Contact your authority
While people usually follow the crowd, they may follow an individual person or company if they perceive them to be an expert in that area.
You can either promote yourself as expert to sell more (mentioning for example your honors and awards), or present reputable people or companies who support your knowledge and authority in your field. If you have famous customers and general customers with social displacement, Use them to support your dynamic. Is incredible, but projecting authority ranks you higher in the minds of the buying public.
14. Color psychology
Did you know that the colors they evoke more emotions and influence decisions; In fact, an entire industry has developed that deals with the effect of colors on the psychology of buyers.
For example, the color red is associated with energy and passion, orange with fun, positivity and good health, yellow with optimism and joy and blue with trust. Colors determine our mood and have the power to influence our decisions, so you should use them to convey your message effectively.
The brain processes visual information 60.000 times faster than text! Color psychology is a great way to help you predict and guide choices that your customers will do, so you can sell more. Have you noticed that most prompt buttons (CTA) available for purchase in red or orange;
15. Harness the pain
As you probably already understood emotion plays a dominant role in our decisions.
Did you know that pain is stronger than pleasure?; Find customer pain points you and show them how they can overcome them giving them solutions. Where do they hurt?; Where is your client lagging behind and what impact is the pain having on their life and daily routine?; You will see that it is incredibly efficient and your sales will grow.
16. Sense of belonging
We all have one Inherent desire to exist in a society, in a whole. We want to belong somewhere, as very well pointed out by Maslow in the hierarchy of human needs. Y’ this, making your prospects feel like part of a larger team, You can make them open their ears to your message. Build communities and groups, Show you are working as a team and Create excellent customer support before and after the sale.
17. Use reciprocity
People do not like to feel that they owe someone! If you give them something, they will want to get back to you. You can increase your sales by giving your potential customers free tools first, resources, samples or gifts.
18. Sell the benefit, not the features
Companies tend to advertise their product characteristics. Moreover, Because of these features people will see results, correctly; Error!
Features lack emotional connection, they are inanimate, it makes perfect sense. People care about their own problems and how you can solve them. THE sale of advantages It is what helps people to understand How your product would improve their lives.
For example when a woman buys an anti-wrinkle cream she doesn't care if this cream has the super formula, hyaluronic acid, peptides or whatever. She cares that it will eliminate her wrinkles and make her look younger.
19. Use the PAS formula: Problem, urge, solution(Problem, Agitate, Solve)
This formula is a good storytelling. You start identifying the problem and then You stimulate it by indicating the points with which your customers identify. Do not rush to give the solution. Twist the knife into the wound so they can experience the situation you describe, which(what a coincidence) it is the situation they experience themselves! Enough tension must first be created. If the story has been structured correctly, The solution comes as a redemption. Customer will say "Yes, This is the solution to my problem!» and once everything will come to the plate, The sale will be very easy. PAS is one of the most classic sales techniques.
20. Build anticipation
We are sure that many times you are eagerly waiting for the next episode of your favorite series. Or the new episode cycle of next season. This is what you see in the episode but the developments are cut in the middle and the dishonest "to be Continued ..." appears ..., AAAAAA! Just like the trailers for the next episode at the end of the episode you just watched, you can build excitement for your new release.
People need that wait to excite them and keep them interested so they come back for more and of course to buy.
This phenomenon has a name and is called Zeignarik effect. It states that people are more likely to remember incomplete information than complete information, because the missing piece stays in their mind. But this missing piece should create them upheaval and impatience for what is to come. In order to create such expectations, you need to think a few steps ahead in your campaign, so you can plan how to create it. It will be with a teaser; Online tutorials; Count down; Email marketing; Anything that can activate the mind to want to come back to learn more and buy more!
21. Keep it simple
The easy ones, quick and effective solutions suit all people in whatever audience they belong to. Psychologically speaking, the human mind tends more toward simplicity than complexity, .’ this is what people tend to avoid because it stresses or confuses them.
According to the Simplicity Theory (ST), people's interest is sparked by simple situations. This theory can be put to good use in sales and marketing. Whether it's the product itself or the experience you offer. Customers are looking for minimalist situations.
This simplification can be the language you use, Eliminating steps on the completion page, the simplified menu on your site. It is essentially about mapping the customer journey, identifying pain points and addressing them with a user-friendly solution that makes life easier. Simplification is also about creating a holistic, seamless experience, which customers can easily navigate on their own, without encountering obstacles. THE customer experience (User Experience ή UX) this is of great importance and we have pointed it out many times.
Conclusion
The human brain is so complex that there are so many different ways to "exploit" it to sell more. We only mentioned 20+1!
Sales psychology plays an essential role in the marketing strategy you will follow and you should not ignore it! Experiment with some of these tactics, use different approaches and mix them up to see what works best for you.
If you use these tactics and sales psychology, to the right audience, in the best possible way, It is one way to increase your sales. Even if you already make sales you can do more!
Read also:
18 smart ways to promote your business online
Customer satisfaction: The A and the Z for small businesses
You find it difficult to apply sales psychology to your business's marketing strategy; We can help you! Don't hesitate to contact us and follow us on Facebook and Instagram to learn techniques that will increase your sales and grow your business.
