How do you market your company? You probably try to optimize your site for search engines, try some content and social media marketing, test out a few paid ad sources, and maybe even focus on conversion optimization.
Although those tactics can help you boost your sales, you shouldn’t focus all of your time on traffic generating strategies. One of the most effective ways you can boost your sales is to integrate psychology into your marketing.
But before I get into how you can leverage psychology, lets first define it:
Psychology is the scientific study of the human mind and its functions, especially those affecting behavior in a given context.
Now that we are all on the same page, here is how you can integrate psychology within your marketing:
Tactic #1: Get people to commit before committing
Let me explain what I mean here. There are two ways to think about a commitment within your online business. The obvious one is a customer buying your product or service. The less obvious one is to get the customer to be mentally prepared to buy from you.
If you get your visitors mentally prepared to make a purchase on your site, they are much more likely to complete the purchase. And the easiest way to do this is through their website copy.
A good example of this is Unleash Your Thin. Dr. Jonny Bowden uses this copy on his checkout page to get you to commit to the purchase:
Jonny is really smart because not only is he getting you in the mindset of buying, but he is getting you to grasp that there is little to no risk committing because he will refund you your money if you are unhappy. Plus he added a “check box” to give you the feeling that you’ve already checked the box and approved buying the product.
Unleash Your Thin isn’t the only company that is doing this, Gym Junkies, used similar messaging with their software application and were able to increase sales by 16%
Tactic #2: Future pace
The real estate industry is well known for future pacing their customers. Real estate agents will constantly drop lines like “when you have a BBQ in your new home, make sure you invite me”… even before you make an offer on a home.
What they are trying to do is have you focus on the future outcome and not the purchase. Once you get hooked on all of the things that will happen if you go through with the purchase, you will be more likely to make the purchase.
You can also do this online with your marketing copy. Here’s a good example of how we do this at Crazy Egg:
Your comments on this?
Amadou M. Sall