Why and how do people buy over and over again. Let’s look at psychological persuasion techniques and how you can use them to get more online sales for your internet marketing business.
Purchase decisions made by your customers are impacted by both rational and emotional motives. Whether a decision is made based on emotional or rational factors, is highly individual and depends on the person making the decision, the product, and other circumstances.
More often than not, customers buy on emotional triggers, which is why learning some psychological persuasion techniques is valuable if you do any type of marketing online.
Psychological Persuasion Techniques
Before we start, remember that with anything you are trying to sell, you need to put yourself in your customer’s shoes. You need to tap into what they want, need, and desire.
Next, you need to find what people are already buying online.
People mostly buy on their emotions, so you should know what emotions your customers are feeling.
Criteria that impact emotional purchase decisions are very personal:
- Love or sentiment
- Pride
- Envy
- Vanity
- Entertainment
On the other hand, rational purchases are those purchases that are mainly based on objective criteria:
- Profit
- Security
- Health
- Utility
- Caution
The better you know your customers, the more successful your product or service will be. Many essential products or services are sold using rational means, and in most cases, the customer will need it.
Emotional selling requires a bit more skill, as you need to tap into your customer’s emotions and how they are feeling and what they desire. These types of products are usually not essentials, but rather classified as luxuries that the consumer doesn’t necessarily have to have, but desires.
Tons of businesses and IMers spend way too much time thinking of what they themselves want to sell and what they want to do rather than what their customers want and need.
Questions to ask yourself when selling a product:
- what are your customers interested in?
- what is important to your customer?
- what problems do your customers have?
- what desires do they have?
- how do they feel?
- why do they buy or not buy?
- what makes them tick?
The product you sell must be something your customers are interested in – more than what you are interested in. Whether you are creating your own product or you are selling someone else’s, you need to have a clear picture of your customer’s wants and needs first.
To understand your customer, you need to become them. If you know your market well, then you can better provide. That is why it is often better to stick to the markets you are passionate about.
When researching your customers, you must focus on their emotions and hot buttons. People buy on emotions more often than not therefore you need to learn to tap into them.
Here are some of the reasons people may have for buying things:
- to make money
- to save money
- to save time
- to make work easier
- to be unique
- to avoid trouble
- to avoid criticism
- to avoid effort
- to get more comfort
- to get better health
- to escape physical pain
- to gain praise
- to be popular
- to avoid trouble
- to gratify curiosity
- to have something beautiful
- to be in style
- to protect their family
- to increase enjoyment
Ask yourself about your customer’s problems, frustrations, fears, anxiety, or stress.
If you are unsure, try sending out a survey to help you gauge how you can further service your existing customers.
If you can identify those problem areas, then you can create stellar products that sell like hotcakes or know what types of products to look for.
This requires reading between the lines and finding what your customer’s true problems really are.
A great idea, as I have mentioned before in one of my other articles is to make a list of qualities of the person that you are selling to. The article is entitled How To Sell With Words.
List what your customer likes or dislikes, where they live, what they do, what they need etc. The more detailed you make it, the easier it will be to see the type of person you are targetting, and the easier it will be for you to write your ad copy. You need to keep your customer profile in mind while you are working on your psychological persuasion techniques.
Adopt a customer satisfaction mentality, focus on them, be them and tap into their emotions and there is no limit to how much you can make in any niche. The trick is to give your customer more perceived value to keep them happy.
Remember to sell products and services to specific groups of people who are already buying similar products. There is no need to reinvent the wheel.
Knowing why your customers buy, and then buy over again is KING – Let’s get to it.
