What makes people buy?
It's an interesting question but just imagine if you had
the answers. How would you market differently? For
starters, you'd save a lot of money because you'd know
exactly where to spend your advertising budget.
Knowing just what lies behind people's decision to buy,
instantly puts remarkable power into all of your marketing
communications. Knowing what how to inspire and convince
your prospects and customers to purchase ANY product or
service you sell, at anytime... and as often as you want,
is the ticket to a long term, highly profitable business.
There are two words that describe what we are talking
about. Those words are
** Psychological Tactics **
Two of the world's top online marketers narrowed down the
list to the Top 21 Psychological Triggers that make people
want to buy. It's a fascinating analysis of over 89 case
studies of these powerful tactics in action. This report
can be read online for your information.
So once you know what makes people buy, how can this help
you make more sales? There are some techniques that work
very well which are mentioned below.
People would much rather think they have 'bought' something
than think they were 'sold' something and there is a big
difference between the two. Giving away free information
which in turn leads to a sale is a way of getting your
customers to buy from you instead of you selling to them.
Although the end result is the same for you, you have a
much more loyal customer who, over time and with good
customer service, will buy from you again and again.
If you break down the reasons why people buy, it has been
said that there are just two very basic reasons why people
buy anything. Fear and greed. Fear is a very powerful
motivator behind a purchase. For example, people buy life
insurance as they are worried that if they die, their
family will not have enough money to live on. Another
example of fear is when an offer has a limited time. The
fear is that if they don't buy now, the offer may expire
with them missing out, so to avoid that, they buy on the
spot.
These two angles can help you in your sales message. Make
sure your prospect is made fully aware that they do not
want to risk their families happiness if they don't buy
now, or drive home the fear that if they don't buy now, the
offer will expire and so miss out on the chance to get the
product at the right price, before the expiry date or with
the added bonuses etc.
Greed is the other factor and can be just as powerful. For
example, if there is an offer of investing a small amount
of money and in a short period of time that money could be
doubled, then greed would be the motivator behind any
potential purchase.
However, it is well worth pointing out that people are much
more savvy now and will not fall for something that sounds
too good to be true, but greed is a powerful emotion so can
be used to help sales.
Please make sure though, that with both of these thoughts
in mind, you keep your product, service and sales message
ethical, legal and moral. Just because you have an idea of
how to press the 'buy' buttons, never scam anyone, never
lie, never mislead and never do anything you would not like
done to you. Always aim everything you do to building a
quality, long term business. If you behave in any kind of
underhand way, your customers will realise and never come
back to you. Also remember that bad news travels much
faster than good news and before long, your website will be
ousted and you will not have a business worth marketing.
That said, there are many people out there who want to buy
what you are selling. As long as you can get in front of
those people with a legal, ethical and moral sales message
which is effective and helps your prospects make the
decision they want to make, you and your customer will both
be happy.
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To read the Psycological Tactics report, please visit
http://psychological.generatorsoftware.com/x.php?af=426480
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