6 psychological sales tips that will help you to sell more |
There is no need to employ an entire sales force to market more of your digital offerings. Discover the ins and outs of psychology in sales by following these strategies.
You've developed a digital service that you are proud of and you're ready to share your work with everyone in the world. You know that it can aid your users in reaching their objectives and conquer challenges.
Enter sales psychology.
In this post we'll provide six psychological sales tips to aid you in the sale of more of your digital offerings. If the term "sales psychology" is a thought that brings up images of fraudulent salespeople or other tricks do not fret. This is the first step about keeping away from the trap.
Create an amazing base for your digital products by using . It's free!
1. Be human
When you think of the typical salesperson, it might bring you to a familiar sales stereotype: The used automobile salesman. (It definitely used to for me.)
If you feel that way, you're not alone.
In the New York Times Business Bestseller to Sell is Human The writer Daniel Pink recounts asking a group of people what word immediately comes to their minds when they are prompted to think of "sales" as well as "selling".
Here's an example of a word-cloud of the answers. (The dimensions of every word reflects the frequency with which it appeared in the answers.)
Although only 17 percent of salespeople think of themselves as pushing, over 50percent of customers who are interested say otherwise.
Be yourself. Take on the role of an individual.
It might sound like a funny motivational print however, it's actually an effective method for selling.
Here's why: Customers want to shop with a person who is open, honest, and authentic.
86% people mention authenticity as the most important element when they decide what brands they like and support.
56% of clients stay loyal to companies that "get the message".
89% of consumers are loyal to companies that share their beliefs.
Being authentic also makes you more relatable. Human nature tends to accept what's similar to us more easily than things that are different from us. (Plus that being transparent with your audience is the correct thing to be doing.)
Video is another method to let people get to know you.
45% of users believe that videos are the most captivating type of content, so consider including an introduction video that introduces you as well as your company and your product. Just keep it short: 60% of viewers would watch a film until the end, when it's shorter than 60 seconds.
Overall Being authentic and relatable is a useful sales tactic that is better when you offer your clients something they're looking for.
2. Make a trade
The concept of reciprocity is a Psych 101 classic: When you provide something to a person it's more likely that they'll return the favor.
It's the golden rule: Treat others the way you want them to treat you.
Marketing and sales among the top examples of reciprocity principles are lead magnets.
Once a new lead opts in, they enter your sales funnel, and you begin to establish a relationship with the lead. Later on you'll be able to turn to a client.
To allow the reciprocity principle to work here the company must provide lead magnets that your audience considers worthy of handing over their email address to:
70% of users would give a brand their email address in exchange to receive exclusive information.
Two-thirds of customers would be willing to divulge their personal information with companies in exchange for perceived value.
People are willing to exchange their personal information in exchange for actionable, informative material including whitepapers, as well as ebooks.
And when you offer potential customers that material, the signups you get will be worth their weight in gold. The email marketing industry offers an R.O.I. of $42 for each one dollar invested .
In addition to growing your email list, giving away a free digital download can make people more inclined to buy your products. A study has found that customers are more drawn to free bonus items than to discounts.
As an example, Marketing Showrunners provided an ebook written by co-founder Jay Acunzo for those who had enrolled early in their Showrunner Sessions Course:
3. Tap into FOMO
Sure, the prices are very low. However, urgency and scarcity are strong motivators, especially when it comes to buying behaviors.
The sales holiday season is a time to tap to our "fear of being left out" a.k.a. FOMO. and FOMO is a powerful tool:
60% of consumers make purchases because of FOMO.
89% of Americans think they would prefer an offer that is exclusive to make them likely to shop for a specific brand.
48% of respondents say the exclusive deal will make them purchase sooner.
Scarcity is one of psychologist Dr. Robert Cialdini's universal rules of persuasion. The author of Influence: A Psychology Study of Persuasion ,Cialdini discusses the psychology of FOMO.
"Our common reaction to shortage hinders our ability to think. When something we want become less available an emotional agitation kicks into. Particularly in cases that involve direct competition, the tension rises, the focus narrows, and emotions rise."
In other words that, if we don't have enough of something we like in the world, we want it more.
A research conducted by Wageningen and Tilburg Universities on product scarcity revealed that consumers preferred the item with a limited supply in preference to the other because they thought that items with limited supply were more popular.
Try these tactics to leverage your viewers' FOMO
Make a promotion that runs for a limited time, then add an countdown timer to your page for products. Based on one study, it could nearly triplicate your conversion rates .
If you aren't looking to reduce your prices make sure you offer a certain amount of discounts or products.
The Workshops Collective uses that last technique on the landing page for The Space Camp workshop.
Through letting them know there are only four slots left as well as announcing the importance of such a small group the workshop's leader Erin is able to make her "Join the Adventure" call-to-action (CTA) much more appealing.
The urgency and scarcity strategy works because FOMO is an emotion-based thing. And our next sales strategy is all about the power of emotion.
4. Speak an interesting story
If you've got a product you're extremely happy with, it might be tempting to include every single product detail in your description. In the end, having a thorough information about the product is among the main reasons customers complete their transactions.
A listing of features is not as compelling as copy which taps into the viewers' emotions.
A study conducted by the neuroscientist Antonio Damasio discovered that emotion is the primary factor in virtually all human decisions which includes buying choices.
The customers want to feel a bond with you as well: 65% of consumers say that being emotionally attached to a brand makes them feel like the brand cares about them.
People who feel connected to a brand experience a 30% higher likelihood of staying with the brand for a longer time and tend to stick to the company for a longer time.
Natalie knows her target audience's issues -- wanting more joy, money and the freedom to live life -- and uses kind, validating words. She appears to be aware of the struggles her clients go through and makes her advice much more believable.
One of the easiest ways to tap into the customers' feelings is by telling a narrative -- making them the central character.
Joe Lazauskas, Head of Content for Contently and co-author of The Storytelling Edge, notes that stories offer more than only entertainment. They light up our minds :
"Essentially brains operate on electrical pulses, and when we hear stories, our brains are lit up. Neuroscientists say that "neurons that are firing together, connect.'
When we're listening to an audio story, and our brain is lighting up, we have many neurons which connect that triggers us to recall additional details we're receiving."
When you create your client the hero of your brand story It helps them imagine themselves using your products and services.
At a neuroscientific scale the brain is programmed to narratives that we see ourselves in, Lazauskas explains .
"When you're talking to your public, you'll either need to present a main protagonist in the story It may be a customer, an individual customer, an thought-leader, or someone who did something super cool in a different company that they can see them in.
As the writer, you want to speak with them directly."
In one instance, mindfulness as well as coaching for business Becky Mollenkamp sells a Money Mindset course which helps freelancers and entrepreneurs change the way they think about money. Money can be a personal and emotional subject which is why Becky's sales text doesn't shirk from this.
Instead, she utilizes emotion-driven language as well as the third person is to give viewers with a vision of what they will accomplish by completing the training. If the narrative Becky tells connects with readers, they know that the product she offers is suitable for them.
Final word:
No matter what product they sell Salespeople who are the most effective use storytelling as a powerful method to aid customers in making purchase decisions. For making those choices more simple, take a look.
5. Do not overwhelm them with choices
This advice is simple and sweet: Don't give your clients too many choices to pick from.
Hick's Law states that if we eliminate stimuli and choices and stimuli, we make choices faster.
Also, the more options that you offer someone and the more time it takes for them to choose one or more -- and the possibility that they will choose not to take a final decision in the end.
64% of global consumers have said they feel there's too much choice online.
Help potential customers overcome the dread of analysis and make their purchase decision simpler by focusing on just one CTA.
6. Use social evidence
Coined by the Dr. Robert Cialdini in Influence the notion of social proof implies that "we believe a particular behavior to be appropriate in a particular context if we see others performing the behavior".
What is that referring to what does that mean in the field of sales?
In terms of building credibility, reviews from customers and testimonials can be your best sales instruments. They can be more effective than the most stunning sales page copy.
The reason is that only a third of people say they trust the brands they buy from. Yet, 72% of consumers believe that positive reviews or testimonials help them trust a business more.
Across industries, potential clients who visit the content of users, such as reviews and testimonials convert to a 161% higher rate as compared to those who don't. And conversion rates increased by 380 percent in the event that a product's site's page featured reviews.
As an example, an online coach for startups and entrepreneurs Shalena D.I.V.A. shares client testimonials via her About page. :
Review such as Dr. Dardello's emphasize the benefits of Shalena's coaching services as well as courses. The company also explains to potential clients what they will get from taking a course.
It is more important for those products that provide particular outcomes.
Austin from The Impeccable Investor helps clients to understand the basics of the stock market so that they are able to make more informed investments. His students' results on his testimonials pages:
The testimonials from Austin's intended clients that they could realize real gains by studying the stock market with Austin. Potential customers can feel confident purchasing Austin's courses because people like them have seen real results.
Science-backed tips to make more sales
There is no need to feel insecure to be an effective salesperson. Instead, apply these sales psychology techniques in a way that feels true to your brand.
To recap, here are the six sales psychology tactics we covered today:
Be human. Customers buy from those they can relate to, and buyers value authenticity.
When you ask your customers to buy something, offer them something worth their time to exchange.
FOMO is a natural feeling. Utilize limited time or bulk discounts to access the emotion.
Make a story, and you can let your audience be the primary storyteller. Stories help build bonds with your audience and makes information more memorable.
Be sure to give your customers as little as many choices. Make sure to stick with just one CTA to prevent analysis paralysis.
Enhance your credibility by incorporating social evidence. Review and testimonies can make potential customers more confident in their purchase.
Whatever sales strategies you choose to implement, be aware that "honesty is the most effective policy" is cliche advice for reasons.
When you are able to lead your company with integrity and respect for your customers, you'll create relationships that last much longer than a clever sales trick could create. And those customers will help spread the word about your business, which could bring in even more customers who value that authenticity.
This is a very powerful cycle- and you can start immediately.
Join NOW!
Get your free account
Join over 150,000 creators who use to create websites, sell digital products and create online communities. Start free to get started