Are you a business owner?
Do you selling products through an ecommerce website?
You want to increase your sales and grow your business?
Read this article, it will give you the psychological tricks which you can use to selling more and boosting your sales. These mind-tricks used by many successful online retailers. Now, we’re going to the first one!
Human nature means we are easily influenced by peer groups. This is why successful online retailers use the “social proof” technique.
- Well-placed revews: strategically place reviews and testimonials around your website. This will show the prospects that other people like you.
- USP bar highlighing how others have been happy: place this on your homepage and watch your sale rise.
- Endorsements from friends: show your customers what their connections have recently purchased.
- Ego identification: appeal to their sense of identity and place them in a certain social strategy. Give them something to aspire to. They will read on and buy your product to help them reach that goal.
- Allow a few negative reviews: this can actually increase trust. Especially if you respond to the review. Shows you go out of your way to satisfy customers.
- Social sharing: get your existing customers to share your content with their network. Display these shares in a counter. This adds extra weight to your claims.
There are certain pricing triggers that either put people off or cause them to click. However, not all target audiences are the same, so it’s about finding what does and doesn’t work for different segments.
- Use .97 instead of .99: this is an improvement on the left digit effect. Most retailers will use $9.99 to make the customer think it’s cheaper. But as customers get more savvy and shop around, you can get ahead by making it $9.97
- Show the price-saving next to the product: put the old price next to new price, and include the percentile saving.
- Use numerical digits instead of words: it takes less time for the brain to process. The typical internet user has a low attention span. So it’s important to help make their mind up quickly. Half-price becomes 50%.
- Offer incentives to buy more: for example, free shipping on order over $50. They will be tempted to chuck a few more items.
- Less syllables make the price appear smaller: the brain assciates the number of syllables with quantity. The more syllablees in a price, the more expensive it seems. So three hundred and ninety nine pounds become three-nine-nine.
- Mould people’s perception of value: you can do this by placing the ideal purchase in the middle.
- Use price anchoring technique: this is where you have 3 product options. The cheapest acts as an anchor. The middle is what they’re after. But the most expensive is better value because if they spend an extra few pounds, they get twice as much.
Scrarcity, Fear of Missing Out (FoMO) or Loss Aversion
We are hardwired to fear scarcity. In nature, scarity means the difference between life and death. As an online retailer, you can take advantage of this psychological factor.
- Only a few left in stock: this adds urgency to it. Makes them think that if they don’t act now they will miss their chance.
- Be careful: by law you can’t lie to people about scarcity. But you can get around this by saying things like “only five left at this price”. Then periodically adjust the prices by a small amount.
- Limited time remaining: this can be a good way to urge people into a buying decision. Use a real time countdown to hammer home the point. Good for special offers.
- Develop seasonal product ranges and have seasonal limitations. This creates a continued sense of urgency that can increase your overall sals throughout the year.
Site layout and colours
The way the site is laid out can have a dramatic effect on a person’s psychology. These tips will help you get it right.
- Don’t be quirky with the layout: people don’t want to waste time learning how to use your website. Use established template strandards to win their trust and loyalty. You can still imbue it with your unique brand identity.
- At the checkout page, offer additional, relevant products they might need. This is a great way to upsell.
- If your target market is male, use the red CTA buttons. Men are attracted to red because of its strong sexual associations.
- But for a mixed audience: use a neutral colour like orange.
- If targeting a specific country: research their cultural attitudes to colours. Find ou what is positive and vice-versa, and tailor the site to the findings.
- The less-is-more technique: don’t overload the prospect with too many opions. This can actually have a paralysing effect on potential customers. Help them narrow their choice. They’ll be grateful
- Place related items close together: it might tempt them to buy a cheese knife to go with their cheeseboard. It’s about connecting things in the mind of the shopper.
- “Buy now” button on the right: we read from left to right, psychologically associating the left with the past, and the right with the future. Put it on the right so they see it as a part of their destiny.
Photography and Video
The problem with online shopping is that you can’t touch and smell the product. You can, however, artfully recreate that sense of “real-world shopping”.
- Use Hi-Def photography, full of texture. This is like art: it creates the illusion that you’re buying something tangible and not just a bunch of pixels on a screen.
- Take plenty of “detail shots”: online shoppers like to zoom in and see all the little details to reassure themselves that what they’re buying is worth it.
- Boost sales and reduce return rates by featuring videos of the products. People need the onscreen product to match up with the actual receiving of it. The best way to do this is show a video of someone using the product.
Reciprocation and Commitment
Recirprocation is the idea that if you give something to a prospect they’ll give you something in return. Similarly, if you give away something for free with “no-strings-attached” they’ll tend to feel committed and will actually stay with you. These techniques predate ecommerce. But are still relevant. Make use of them and give your conversion rates a boost.
- Give them a free trial: by doing so, you tap into their innate sense of wanting to commit to something.
- Offer a free gift before or with purchase: most people are good by nature. They’ll feel inclined to give something back.
- Content marketing: provide great value content that provides needed information to searchers. From a psychological point of view, this is a form of bonding. They’ll be more likely to reward you with a sale.
- Expert endorsements: people are conditioned to seek authority for guidance. By getting experts to endorse your product, you craft a positive perception in the minds of the audience.
- If you have accreditations from regulatory bodies and the like, display the badges. This adds weight to the authority.
- If you work with partners that have a high-level reputation, display their logos. For instance, if you use a highly-trusted payment portal that everyone loves and respects, display their logo for instant trust.
- Why Online Shoppers Abandon Their Carts at the First Step of Checkout Process?
- Interesting Ecommerce Trends and Predictions for 2016 and Beyond
- 7 Simple Marketing Strategies For Acquiring More Customers
- How To Personalize Your Design for Different Types of Customer?
- How Delivery Service Impact Your Business?