Since the early days of brick and mortar shops, psychologists and marketers have worked together to undergo extensive research into figuring out what makes us want (or need) to make a purchase. What are the triggers that influence us to purchase one product over another and what sways our decision making process? After all, by understanding what goes into a purchasing decision, it becomes simpler to manipulate your advertising or messaging to gain better results in the future. By mastering some of these sales tactics, you will be able to understand the psychology of your customers and gain control over their purchasing decisions. In this article we are going to go through five of the first ten psychology tips to make your customers buy more from you!
Insight #1: Give something free to your customers when they make a purchase - When you give a customer something free like a coupon with their purchases, a psychological trigger occurs. It is the same case when someone does anything nice for us, we feel almost obligated to return their generosity. With the use of personalized coupons, it psychologically makes your customer feel more attached to the brand and will increase the likelihood of becoming a returning customer.
Insight #2: Use Customer Reviews to create envy for your consumers - Customer reviews help to create some jealousy with your potential customers. Positive product reviews help make potential customers feel envious towards other customers and fuel their desire to obtain the product. Reviews also provide an immediate benefit to your future customers; that is the customer feels much more confident purchasing a highly rated product. The more reviews you have, the more convinced a shopper will be that they’re making the right decision.
Insight #3: To drive traffic & engagement make sure your customers stay curious - Curiosity is the strong desire to learn or to know something. It is an itch that just needs to be scratched. A great way to add curiosity to your marketing strategy is to be creative with the review request email titles you use. For example you should put in your email header “I have a favor that I’d like to ask you?” instead of just asking for a review. That way the customer feels accomplished and satisfied with helping instead of feeling like they are being begged to help.
Insight #4: Use Photos to Help Customers Visualize - When setting up your product listing, you should strive to use lifestyle photos instead of just the basic product shot against a white backdrop. Show a picture of your product in action! For your online store, it is important for your customers to visualize themselves using/wearing the product in order to convince them to make the purchase. If the supplier doesn’t have these, consider buying a test product and taking your own photos.
Insight #5: Use Photos to Create Emotions in Customers - If you run an online store, be sure to include pictures of people using the product and more importantly, enjoying themselves using it too! When the users see other people enjoying the product as well, they are more likely to buy since they can see proof that the purchase brings “joy.”
For next week's blog we will be going over the remaining five triggers that you can use to help sway your customers to make that purchase. If you are looking to have a site designed or redesign an existing site, see what Covenant Web Design can do for you here.