Have you ever considered how the inner workings of the human mind could be affecting your company sales? Businesses who ignore human psychology may be missing critical factors in their campaign to drive sales. Below are six different ways that you can exploit human psychology to drive sales in your line of business.
The idea of reciprocity means that humans feel obligated to treat others as they treat us. This idea of human psychology can be used because customers feel obliged to make purchases after they have accepted a gift. This can be anything from a discount on their purchase to a free gift in the mail. While not every person will reciprocate, many will- and if they are satisfied with the sale, they may even become repeat customers.
Many human minds are wired to follow through with their intentions once they have started something. This is also known as consistency. Therefore, if you can get a customer to commit to at least accepting your catalogue or coming to a consultation about your services, you are much more likely to end up driving sales than if you were to go straight for the sale.
#3: Social Proof
The principle of social proof is along the lines that if other people are doing something, it is okay. This means that it is more likely that new customers will use your services if friends, coworkers, or family members are already using your product or services. This is especially true in cases of people who feel uncertain when trying new things. Social media can play a large factor in driving sales with this principle because social media lets people know when their friends like your company’s page, have a good experience with your product or service, or are satisfied in general. This can really help to drive sales.
How likeable you are has a huge influence on how well you can sell products or services to customers, especially in a world where social media is so prominent. This means that if you are trustworthy, relatable, or even just compliment your customers, it can go very far to help drive company sales. You can use this principle of persuasion by hiring a sales team that your target market can relate to and making sure that your company performs in a likable manner (potential customer shy away from business that support something they are against, whether politics or animal cruelty, have a high rate of layoffs, etc.).
People are more likely to try a product if it is endorsed by a doctor, manager, or another figure of authority. Even making simple changes like requiring your employees to wear a business suit can go a long way to help drive sales at your company. Another way to use this technique is to be an authority in your area of business- make sure your customers know what you are talking about.
When the availability of a product or service is limited, people are more likely to want it. If you sell products online, you can include a ticker that indicates when stock is low for a certain item. You could also use this technique by offering discounts to the first 100 customers that mention an ad. When customers believe what you have is scarce, it is likely to influence their decision to make a purchase.
The human mind is a complex web that psychologists have only been able to scrape the surface of. What is known, however, is that these psychological principles can really help you drive sales by affecting how you persuade people to make the purchase. Using some of these tactics can really boost sales, so don’t be afraid to give them a try!
Lautaro Martinez is a freelance writer and small business owner. With the help of fattmerchant, and his own straetgies and techniques that he’s learned through owning a busines, he has been very succesful. Along with growing his business, he writes articles providng tips and advice in running an effective company. If you would like to learn more about Lautaro, check out his Google+ profile.