If you want to know how to sell more, then you better know why customers buy
Is there anyone in the room who, yet, doesn’t want to expand its business in these challenging times? To reach success in business, every marketer should know the basic ingredients of a buyer’s psychology.
Are you interested in the choices customers make while purchasing products? Did the media pop-ups inspire you by evoking shopper’s need for the products? If so, then you must be learning the art of consumer psychology.
To this purpose, it is imperative for businesses to wheeze around their buyers, their choice of products, attitude, desires, or persona.
That’s where LaGrasigns come for the rescue of their readers, to strive for wise plans in understanding customer behavior and psyche.
Buyer Psychology Insight
Consumer psychology is a field of study rested on many disciplines, like behavioral economics, social psychology, marketing, and other fields to retain consumers.
The precise concept aims to evaluate and understand the choices of the buyers. Psychological factors of the customers such as attributes, lifestyles, personality, and behavioral shifting all carried immense value for the marketers to construct a marketing game plan.
Psychology of Buyers in the Usual Affair
Business owners and marketers should hold a great understanding of the psychological factors which affect consumer behavior when they’re online. As per the former trend, psychology’s day job in consumer culture may be hard to predict, even for the seasoned player in the field.
But, now things have been transposing with the study of ethnography and consumer neuroscience. They are turning it easy to understand how consumers make choices and the intention-action gap i.e. the contrast between what customers like and what they actually buy.
To alter your thinking, we’d like to point that social influence, customized marketing, brand status, and even customer’s consciousness of the price all play a vital role to grip buyer attitude and price variation.
Besides, it is quite beneficial to craft a healthy relationship with your audience for your brand. Nothing to shy away from the physical factors of brand management such as the product or service, its looks, price, and packaging, etc.
The intangible factors also consist of a vital spot in consumer psychology, such as brand experiences and fondness they have with the product or services. These all behavioral variables can combine to build a brand power and marketing strategy.
Psychological Tactics for the Marketers
Marketers don’t look like psychologists neither they think of themselves. But they always try to insert a psychological theme in marketing to indulge customers. Here are some cool tactics which you should use to compel customers to buy.
Tactic #1: Target the Impulsive Reactions
The neocortex section of the human brain is responsible for the impulsive purchasing of the customer; we should be targeting that.
According to creditcards.com survey:
84% of customers have carried impulse purchases
54% spent 100$ or more on impulse purchases
15% spent approx 100$ on impulse purchases
ADD-ON TIP: Use the word “NOW” in your sales post as it can drive maximum impulse purchasing.
Tactic #2: Apply Foot-in-the-Door Tactic
By meeting the small request of your customers, open the doors of big opportunities for your brand.
ADD-ON TIP: Try to retain buyers through email sign-ups and free trials.
Tactic #3: Use Powerful Visuals
- A human brain is attracted to visual images faster than text.
- As per the study, social media images drive 650% higher engagement than text posts.
ADD-ON TIP: Attract the audience by using creative visual images inside your posts.
Tactic #4: Psychology of Color & Human Behavior
Quite surprising but 60% to 90% of impulsive purchases are based on colors.
ADD-ON TIP: Blend your designs with the most consumed colors
Tactic #5: Promote Exclusivity
- Motivate your consumers’ self-esteem by evoking their fantasies.
- Use slogans like “We’re not for everyone”, make them feel special and excited.
ADD-ON TIP: Greet them with a free membership, cheap start-ups, or exclusive deals
7 Amazing Ways To Win Buyer Psychology
If you think you are a raw champion in addressing the customers’ choices, you might have taken Hollywood films dreadfully. Since many psychological facts are adjacent to buyer’s choices, we must look forward to fraternize these in our sales.
1. The Magic of Words
You can behold the chances of buyer’s gaze through best copywriting. LaGrasigns certainly has the best copywriter team to share a glimpse of your sales endeavor.
You might think, can a tiny twist to words in sales banners can make any difference? Yes, it does and results in a surplus of dollars, also fruitful for your staff management statistics.
Who’s on this planet which doesn’t like appreciation? Of course, every one of us! But obviously, this blog is earmarked to the buyers, so use the words which excite them. For instance, the content marketing institute roll in that great content can charm the buyers three times more than paid advertising.
Isn’t what you might be chasing for? So, play your best stroke of words to engage your potential audiences.
2. Win Buyers with Rewards
When you indulge psychological concepts into your sales efforts, that’s where you shift the momentum into your favor. Don’t underestimate the power of rewarding your buyers as this would be your best move to retain them.
Discounts, offers, promotions, or hello deals run best, but the rewards are super-duper joy you can share with your buyers while offering them to buy.
As per Cialdini’s laws of persuasion; people enjoyed flip love in return when something amuses them. You can use it to pull success into your business and create a rich pool of satisfied customers.
If you post a log of earned reviews of loyal customers, a rare hit of 270% will be shown to your business. Don’t forget, if your customers are using a loudmouth to market your services it will surely expand your range.
As in the case of “Uber”, they usually offer referral codes or coupons to the customers to get discounts or paybacks. This is an ideal way to score big at shoppers and build a staunch customer base.
3. Genre of Buyers
Neuroscientists believe that the human pattern of spending is a mimic of pain means “spending till it starts hurting”. To spread your brand magic, it's recommended to know the genres of buyers and design your strategy respectively.
There are three classes of buyers—average spenders, spendthrifts, and frugalists. Average spenders always prefer to lean onto their most favored brand—they are confident of what they buy.
Spendthrifts are the ones who spend recklessly until they reach their “buying pain”. Yet the frugalists are separate from the above two. They try to remain mild on spending before they hit their “buying pain” slot. Just so you’re aware, 24% of shoppers out there are frugalists.
Since, they are the tougher ones to bring down, with the firm strike of strategies, it becomes easy to win them.
You can line them up with many tricks like— offering discounts, free trials, bundle packages, and more. Your business needs support from an expert salesperson that shapes your conversion rates easily.
4. Creating a Halo Effect
As we all know, the first impression will be a make or break many times for someone’s character. But if we’re discussing buyer psychology, then the term” Halo Effect” tugs great importance.
If your brand logo has a color of red with a combination of orange on it or a location of some down street Manglahar, witch valley road, then your impression will be sabotage for sure.
If you want to grow as a brand, offer an excellent user experience from the first glance. This effort leads to a strong chain with your customers also builds a loyal customer base in the market. But be mindful of any errors will narrow your chances of becoming a priority of the buyers.
5. Feed Buyers With Learning
This feature should be added to your to-do list to retain the buyers for shopping. One impressive study revealed that learning causes changes in your hippocampus.
As physiology says, exposure to new things is good for your brain. According to CCSU Business & Development, learning a new skill improves the density of your myelin and helps your mind to grow stronger than ever.
So, if you teach, tell, guide, give insights, or suggest a new idea to your buyers, this involves their minds. Once you have caught their buying emotions, they’ll re-evaluate your brand before turning their eyes to other kinds.
Be smart and educate your buyer on the value of the product, not the price. Guide them with deep care about how to use your product, how to upgrade or downgrade, and affect their choices in the buying patterns.
6. Real-Time Personalization
Personalization can even be flavored like a “hygiene factor”: if a business gets it wrong, customers may rush onto the opposite shop.
Big bosses such as Tesla let customers design their inventory of cars. Fashion stalwarts like Fame and Partners or Gucci allow buyers to customize their bags, wears, and more. “Nike by You” lets you design your solo customized shoes. Etsy has the power to let buyers customized their vitamin pills, the best trait we all love.
However, not all customers want similar stuff. The ability to customize or personalize their experience or service inevitably boosts customer satisfaction.
It will be a treat to watch when your buyer tastes delight over their engraved initials in the mailbox or their most loved product in the best packings. This causes your brand a force of most worthy and loyal customers upfront.
Let’s do it if you’ll face a chance of customization into the products. There are plenty of ideas to customize your efforts in the product or services, even if your business doesn’t have a physical face.
Be artistic in your best interest, and look for ways that can boost the brand exposure for each of your buyers or clients.
7. Social Proof Psychology
As we all heard, humans are social animals who cannot live apart. You may feel like you’re a noble creature, but the fact is it’s tough to go against the instinct and ignore what others around you are doing. Stepping with others is a good way to keep moving.
Bang with the social proofs to mobilize the human psychology in marketing. Social media has served as a torchbearer as we can view a whole set of routines of the users worldwide. Marketers can use this flux of users for their marketing cause.
One mild instance of social proof in action is when “influencers” hit artificial impact to bump their followers count. This blind shot may not only impress the brands but also deceive them to advertise with fake influencers.
Naturally, if you see a top banana with millions of followers, you’re more likely to follow him too, despite the quality of the content posted.
Besides, the question still lingers, how can we use social proof in our marketing plans? Create bespoke content and show the number of likes and shares on your articles.
Promote user-delight content, reviews, and testimonials. Use influencer marketing, but make sure to only open windows for those who speak your brand’s real spirit.
Psychology Matters
Customer or Buyer psychology can be a spearhead for a marketing plan, or sometimes for a business as a whole. Being able to engage buyers and speak to their needs has an impact on sales, marketing, product, even your managerial duties.
Psychology is a kind of art and to eject its cure you must start to speak your buyers’ language. Give respect to the voice of your buyers, chance to speak– knowing that by using “positive language”, you create positive spirits.
In the end, we hope that we have shown the best ways of how to win your buyers’ psychology.
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