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5 Psychology Tips to Persuade a Purchase
VeInteractive | September 26, 2012
In order to market to someone well, you have to understand your buyer’s mind and what they want from your business. If your business is too big to know your customers on a personal level, social psychology research can be helpful in appealing to emotional intelligence that can help persuade your prospects.
Although all human’s are wired in a unique way, there are certain parts of our brains that are prone to response in a very similar manner. That said, understanding these common components in the human mind can help you utilize them to your advantage – ethically encouraging your customers to buy.
1. Play the Devil’s Advocate
Taking a skeptical view of someone’s decision (without creating dissent) inherently entices them to better-understand their perspective and, in turn, get defensive about their opinion. In other words, initiating opposition can fuel the fire of certainty in an interested buyer – ultimately increasing their resolve in their decision. The best way to harness this method is by recognizing common objections and then offering your own solutions.
2. Create a Sense of Urgency
This is one of the oldest tricks in the book, yet still one of the smartest. Scarcity is one of the six pillars of influence – and we all know that great demand leads to great sales. That said, the human mind is actually inclined to ignore information with a sense of urgency if there aren’t any instructions involved. Therefore, the best way to take advantage of urgency is to create it and then identify exactly what to do with it.
3. Create a Sense of Belonging
It is human nature to want to feel like we belong. That’s why labeling your customers can actually help their brains sense consistency. If your customer feels desired and important in a special way, they are more likely to take action in order to maintain that consistency. After all, everyone loves to be loved – so harnessing the power of connectivity is a powerful strategy for your social media.
4. Confess to Your Shortcomings
Owning up to your weaknesses is the best way to subliminally showcase your strengths. People look for a company they can trust – so admitting to your shortcomings actually shows that you are honest, aware and in control, despite any faults. In addition, trying to pass the buck and make excuses can make you look irresponsible and even in denial about your company’s ability to succeed.
5. Timing is Everything
The human brain loves instant gratification. Customers are heavily influenced by turn around time – sometimes it matters more how quickly they can receive their desired income than how much it costs. To harness the power of immediate reward, use words like “instant”, “immediately”, or “fast”. They are known to turn up activity in the mid-brain, the part that actually makes you anxious to purchase. If you have a product or service that has the ability to satisfy your customers immediately, make sure to capitalize on that opportunity – it will entice them to eliminate “pain points” and buy right away.
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