We have reached a point where creativity to make a hole in the mind of the viewer is increasingly important.
What has marketing had to do to survive in this scenario? The need sharpens the ingenuity, and now the e-commerce and other websites have decided to bet on psychology to convince the reader.
Do you want to know how they do it? Know the strategies to apply them also in your company?
Well here are the 4 most important strategies still those are very little known to most of the marketers.
1. Decoy Effect
This psychological trick is related to the comparison effect, but it goes beyond that.
You can use it if you want a user to buy you a particular service, within all the possibilities that you are giving him. For this, what you have to do is add an additional version with a terrible price-benefit ratio for the user to compare and opt for the most profitable version of all, which you want to buy.
For example, let’s imagine that you sell two versions of your product or service:
- Version A: $ 59
- Version B: $ 119
By having two alternatives to choose from, it is likely that, although the greatest benefit is in “Version B,” many people will choose “Version A” because it is cheaper than B.
Now, you want to buy the higher price version so you could add a “Version C” that is practically the same as “Version B” but at a much higher price:
- Version A: $ 59
- Version B: $ 119
- Version C: $ 279
By doing this, you will compensate the balance in your favor and get that user to compare and see “Version B” as the most profitable of all.
2. Psychological Trick Of Scarcity
One of the best psychological tricks to sell is that a user has the feeling that if you do not buy “that” now, you can not buy it later (either due to lack of stock or because the price will be higher).
The reason for this psychological trick is very simple: people place a lot of value on things that are scarce due to time, demand, or few units.
Therefore, there are tools that you can use to give this feeling of scarcity:
- Units available
This is what many e-commerce do and that, undoubtedly, we see regularly in relevant pages like Amazon.
Hence, scarcity is one of the psychological tricks to sell more cash. And, who has not opened the portfolio in one of these situations?
3. Tricks Of The Social Proof
This psychological trick to sell refers to the fact that people tend to do, think, or believe in something simply because many people already do it.
An excellent example of this is that before buying a product or service, what we do is look for the opinions of people who have already purchased that product or have hired that service.
Why? Because it gives confidence.
Who likes to leave money in something that does not know if it will meet their expectations? I do not know about you, but not me.
This bias is called “Social Proof” in Marketing.
In this way, if you have a website where you offer services, you could include:
- Use testimonials from clients who have already tried your service
- Make events, record them and upload them to your web page
On the other hand, if you have an online store, it would be advisable to:
- Show customer reviews that have purchased your product
- Show a score based on the number of stars
Finally, if you plan to do a webinar with which, after providing valuable content, you want to offer something, what you can do is:
- Use PROOF tools to let users see who is buying the product/service you are offering
4. Ikea Effect: Involves The User In The Purchase Process
This effect tells about how people usually give more importance to things done by ourselves.
Therefore, an excellent way to have a greater possibility of sales is to involve your target audience in the process of creating your product/service.
The idea is that the user has a leading role before making the purchase. In this way, you can use this psychological trick if you are in any of the following situations:
- You are going to launch a new product/service in which you are hesitating between several options, and you want the help of your users so that they are the ones who choose
- You offer a product with the possibility of personalization, such as the design of shoes, watch straps, product packaging
- You look for new ideas to create content and questions to your target audience what they want to see
To achieve this user intervention, nowadays, you can rely on tools such as:
- The Instagram stories surveys
- The reactions of Facebook
- Contact forms
Regardless of the situation and the tools you use, remember that you will have more chance of having sales if you make your target audience feel involved with what you are offering.
As you can see, these little psychological tricks to sell are easy to implement, and if you do it correctly, it will surely increase your sales. Now it’s your turn to tell us, do you use some of these psychological tricks to sell? Which one did you find the most exciting and compelling?