Psychology & Marketing are interrelated for a profitable business. Understanding what the customers want is crucial to flourishing in selling the business. It would be a win-win situation when you can make them like you and your products. So it is essential that, as a seller, we understand the psychology of customers and work accordingly. However, if you are in the selling business, you know how difficult it is to sell a pen. So what specifics can be done, and what does it take to sell your product?
The things we will be looking for in a customer are:
- What do they think?
- If they like the products, or is it useful?
- If they want our approach?
- The reasons behind their liking or disliking.
When we try to find out the answers to all these questions, we are working on the term ‘sales psychology.’ Specifically, sales psychology means when you intend to under customers the psychrometers and act according to that.
With this article today, we will discuss sales psychology broadly. So, stay tuned if you want to know the crucial details on understanding the consumers and acting appropriately to thrive in your business plans.
- HarperBusiness
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Cialdini’s Seven Principles on Psychology & Marketing
1. Commitment.
2. Consistency
3. Reciprocity
4. Liking
5. Authority
6. Scarcity
7. Social Validation
1. Commitment and consistency
It is a fairly easy term to understand. So through commitments, you must be committed to your customers and consistent with your actions.
Also, try to gain your customer’s trust and expect commitment from them. You can make your customer purchase from you repeatedly by following techniques that exhibit commitment. For example, arrange to send a newsletter through email and request them to sign in. This way, they will easily get greetings, updates, and offers from you in regular terms.
2. Reciprocity
The reciprocity technique makes a seller offer their customers something; in return, the customers feel compelled to buy their products. However, this is done in a very subtle way.
For instance, we buy things that are not on our list whenever we go shopping, such as groceries. Maybe we buy a bulk of noodle packets just because of an offer or we have a coupon.
So if you are in the selling business, don’t forget to provide offers or small gifts to your customers.
3. Liking
So what do we understand by liking? Simply it means that your buyers approve of your products. No doubt, the term liking is crucial.
When your customers like you and your products, they regularly purchase from you and wait for the upcoming products you launch.
One trick that the brands apply to like their products more is hiring celebrities. The people who love a specific celebrity would most likely buy products the celebrity is endorsing.
4. Authority
As a seller, when you hire or evoke figures such as celebrities or experts or a memory, people tend to relate your product or company to that person or the experience.
So, when you connect your brand with an authoritative figure, you can expect buyers who follow that person or that event. This way, you would also create an authoritative entity for yourself.
5. Social validation
Social validation makes your customer believe the other person or authoritative figure that uses your product. When we buy things, we tend to look for reviews and proof from others to buy your product or use your brand.
We even act biased in buying a product if we find enough validations or observe a famous person using that.
6. Scarcity
You could easily guess that the term implies a shortage of products. Well, not technically! People usually tend to fall into this trap where they feel that the product may go out of numbers and they won’t be able to get their hands on it.
As a result, the buyers usually rush to get the product. We can see its use in many shops and retails as they clearly state that only a few products are left.
| # | Preview | Product | Rating | Price | |
|---|---|---|---|---|---|
| 1 |
| Way of the Wolf: Straight Line Selling: Master the Art of... |
$18.99
$9.39 | Buy on Amazon | |
| 2 |
| The Psychology of Money: Timeless lessons on wealth, greed,... |
$19.99
$10.99 | Buy on Amazon | |
| 3 |
| The Psychology of Selling: Increase Your Sales Faster and... |
$19.99
$9.93 | Buy on Amazon | |
| 4 |
| Influence, New and Expanded: The Psychology of Persuasion |
$35.00
$23.93 | Buy on Amazon |
Techniques for grabbing the trust and attention of your consumers (Both offline and online)
- Show your enthusiasm. Don’t act in a way that shows you are not interested. The buyers would certainly love your approach if you could show your interest.
- Discuss in detail the product. This not only gives insight but shows your enthusiasm as a seller.
- Response quickly if you are using an online retail shop. You do not want your customers waiting for hours to reach you.
- Show your gratitude. A simple thanks, gift card, or even a thank you note would impose a positive impression on you.
- Know your customers as a person. Make sure when they are available to discuss this with you. So don’t end up calling your customers at odd or inappropriate hours.
- If your customers are unhappy with your service, try to get to them or address their issues as soon as possible.
- Display attractive deals on different occasions.
- Set up email and other online media to connect to your customers regularly.
- Don’t confuse your customers with too many options. They may end up not buying anything.
We will show you 5 popular sales and marketing psychology books that you can buy from amazon.
- Ideal for Gifting
- Ideal for a bookworm
- Purple Cow by Seth Godin
- Likeonomics by Rohit Bhargava
- Brainfluence with Neuromarketing by Roger Dooley
- Understanding Customer’s Brain by Patrick Renvoise and Christophe Morin
- How to Attract & Engage More Customers by Lee Odden
To conclude, knowing your customers’ preferences is the best way to know your goals as a seller. By using sales psychology techniques, you understand your consumers better and work according to their needs. Hopefully, our article on sales psychology has given you enough insights into how you can know your customers and listen to their needs and preferences.
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- Reverse Psychology: Is it Manipulative or Not?
- Top Psychological Warfare and Tactic
- Dark Psychology | How to manipulate people’s minds?
Last update on 2024-12-05 / Affiliate links / Images from Amazon Product Advertising API