|
|
| Others |
| Online
Sales Psychology That Works (2) |
|
Incomplete tasks
Most people are quite disturbed by tasks or events that are incomplete.
You know how you hate it when those TV shows stop somewhere in the middle
of a juicy plot, only to tell you that they will be continued same time
next week? It disturbs your mind so much that you make it a point of catching
the next show. And on the next show they do the exact same thing! Even
in your life, when you have incomplete tasks, you keep thinking about
them until you complete them. It is easier for people to remember and
stay focused to incomplete tasks. There are many ways you can apply this
to your marketing. Your Web pages could lead people from one page to the
next using this phenomenon. Your banners could start to give a series
of 10 tips, only to stop after the third and ask the viewer to click on
to get the remaining 7. Use your imagination!
A bonus use of this phenomenon is that you can figure out ways to get
people coming back to your site. You need this to happen because most
people only buy something after the fifth to seventh time that they get
in contact with it. Therefore, getting repeat visitors is the most important
thing you can do for your online business. As a matter of fact, you should
use as many tactics, freebies and technologies as possible to get repeat
visits.
Cognitive dissonance
In plain English, this means that people hate it when their beliefs
are inconsistent with their actions. They won't rest until they resolve
that conflict by changing their thoughts, beliefs or actions. One way
to use this in marketing is to get someone to make an easy decision, and
then get them to take actions on their own so that they can prove to themselves
that they made the right decision. People usually want to validate that
they made the right choice. Another way to work this is to give them that
validation early on so that when it came to the sale, they will have already
eliminated their dissonance and they will buy to reinforce their belief.
|
|
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..
|
|
Conforming to group emotions
In a happy room, most people get happy. In a sad room, most people get
sad. People conform to the emotions of the group or environment. That
is why casinos and top retail outlets try so hard to create an emotional
atmosphere of carefree spending or something similar that will cause emotions
that lead to spending. Have a look at your site. What emotion does it
convey? A site's text, prose, colours, graphics and quality can make or
break an online business just from the emotional angle. Same thing with
banners and other ads that you do.
Needs satisfaction
Whenever people buy something, they do it to get some need fulfilled
and/or to eliminate some problem. Simple. Even if you go out to buy a
boomerang, the principle is the same. There is a need you wish to fulfil,
such as exercise, amusement, discovery, fun. You may also be looking to
eliminate something else such as boredom.
Examine your products and services and forget all the hype that you
enjoy about your product. Forget the way you love that super-cool feature
you built in. Just think on the needs level and find out what needs a
buyer wants to fulfil and what they would want to eliminate. Needs are
not features. Needs are things like saving time, spending time with the
family, knowing something, or achieving success. That is what you will
be selling all along. You only mention the features as a side item to
seal the decision logically, but the decision to buy will be based on
emotions and needs. [cont..]
Read part 3, click here, Wow, final piece!
|
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.
|
|
