|
|
| Others |
| Online
Sales Psychology That Works (1) |
|
So you have a Web site. No matter what it is all about, your site was
built to be used by people. The good news for you today is that people,
no matter how complicated they may all seem, run on a common psychological
framework. They use this framework to do just about everything, including
use and buy from your Web site. Let us look at seven standard psychological
phenomena that work beautifully when it comes to online sales. Learn and
apply these and your online success will definitely soar.
Conforming to groups
Peoples' judgement is highly influenced and dependent on the collective
judgement of groups. What this means is that you will often make judgements
that you believe are entirely your own but in reality they are based on
what other people are doing! For example, you may go out and decide to
buy something or take a trip somewhere but that decision is most likely
highly influenced by your observing or reading about or hearing about
other people doing the exact same thing. And you will often avoid things
that most other people avoid. In fact, there are very many instances when
you will adopt a group's judgement over your own! What this means is that
you should have as many features within your site as possible that allow
users to contribute to, feel and be influenced by group opinions. For
example, you must have testimonials. Have one testimonial on every page
placed well, and have a testimonials page holding a bunch of them. Depending
on your site, other things you should consider adding are voting, forums,
statistics and surveys. All these allow users to contribute to the group
thought and be influenced by it. Very powerful.
|
|
Sponsor:
Want to make real money?? Join Commission
Junction's affiliate program. You can re-sell products and services
from over 1000 merchants. Commission Junction pays your aggregrated
commission monthly. Find
out more..
|
|
Listening to authority
We all know it - people listen unquestioningly to authoritative figures.
If you even hold anyone in high regard as an authority, you will usually
unquestioningly listen and do as they say. Think about your doctor, lawyer,
and sports coach. These people can tell you to do what most people can't
and you will almost always do it without questioning it. This means that
your site should have someone or some organization of recognized authority
in that field saying something positive about your product or service.
It doesn't have to be famous people, just authority heads. For example,
a travel service can have a review by some magazines and a vitamin store
can have some comments from some doctors.
Small agreements lead to bigger ones
If someone came up to you and asked you for your agreement on some major
issue, they are more likely to get a no from you than if they came up
to you and led you on with a series of much smaller issues that you can
easily agree on, building to the major issue. Getting people to agree
to a major issue is a lot easier if you first give them related but smaller
issues that they can automatically agree to. One way to use this in your
business is to provide a free trial. It is easy to get someone to try
something free. After that, it is much easier to get them to upgrade to
a retail version. Another thing you could do is to ask questions that
most people will answer yes to spread out within your sales pitch. They
must be questions related to the product or service. That build up of
several related but easy yes answers make it much easier to get the final
yes to buy. [cont...]
Read part 2, click here
|
David Gikandi is CEO at SearchPositioning.com.
PositionWeaver.com features
tools and resources that get you top positions for your Web site on AltaVista,
Excite, HotBot, Infoseek, Lycos, Northern Light and other search engines.
It also has forums, articles, links, and other resources useful for the
Website owner and marketer. You can also download free trial copies of
the PositionWeaver Gold and PRO software packages for Windows 95/98/NT
from this site.
|
|
