Psychology & Marketing are interrelated for a profitable business. To be able to flourish in selling the business, understanding what the customers want is really crucial. When you can make them like you and your products, it would be a win-win situation. 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 would know how difficult it is to sell a pen. So what specifics can be done, and what it really takes 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 like our approach?
- The reasons behind their likings or disliking.
When we try to find out the answers to all these questions, we are working on the term ‘sales psychology.’ To be specific, sales psychology means when you intend to under customers the psychrometers and act according to that.
With this article today, we will discuss on sales psychology broadly. So, stay tuned if you want to know the crucial details on how you can understand the consumers and act appropriately to thrive in your business plans.
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Last update on 2021-01-23 / Affiliate links / Images from Amazon Product Advertising API
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 have to be committed to your customers and be consistent with the actions.
Also, try to gain the trust of your customer and expect commitment from them as well. You can actually make your customer purchase from you repeatedly when you follow techniques that exhibit commitments. For example, arrange to send a newsletter through email, request them to sign in. This way, they will get greetings, updates, and offers from you easily in regular terms.
2. Reciprocity
The technique reciprocity makes a seller offer their customers something, and in return, the customers feel compelled to buy their products. However, this is done in a very subtle way.
For instance, whenever we go shopping, such as for groceries, we buy things that were not on our list. Maybe we buy a bulk of noodle packets just because there was an offer on it, 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 as a company and your products, they would regularly purchase from you and wait for the upcoming products you would launch.
One trick that the brands apply to like their products more is they hire celebrities. The people who love a specific celebrity would most likely buy products that the celebrity endorsing.
4. Authority
As a seller, when you hire or evoke figures such as celebrity 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 approach 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 as well.
6. Scarcity
By the term, you could easily guess that it implies the 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 the use it in many shops and retails as they clearly state that only a few products are left.
| # | Preview | Product | Rating | Price | |
|---|---|---|---|---|---|
| 1 |
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Influence: The Psychology of Persuasion, Revised Edition | 6,456 Reviews | $18.99 $10.59 | Buy on Amazon |
| 2 |
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The Psychology of Selling: Increase Your Sales Faster and... | 823 Reviews | $16.99 $14.89 | Buy on Amazon |
| 3 |
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Way of the Wolf: Straight Line Selling: Master the Art of... | 3,066 Reviews | $16.99 $8.99 | Buy on Amazon |
| 4 |
|
Sell the Way You Buy: A Modern Approach To Sales That... | 74 Reviews | $15.95 | Buy on Amazon |
Last update on 2021-01-23 / Affiliate links / Images from Amazon Product Advertising API
Techniques in grabbing the trust and attention of your consumers (Both offline and online)
- Show your enthusiasm. Don’t act the way that shows you are not interested. If you can show your interest, the buyers would love your approach for sure.
- 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 or gift cards or even a thank you note would impose a positive impression on you.
- Know your customers as a person. Make sure when he or she is available to discuss with you. So don’t end up calling your customers at odd or inappropriate hours.
- If your customers are not happy 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 books on sales and marketing psychology that you can buy from amazon.
- Housel, Morgan (Author)
- English (Publication Language)
Last update on 2021-01-23 / Affiliate links / Images from Amazon Product Advertising API
- 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 get to 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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