What has influencing customer’s psychology got to do selling a product? Well, you will find out further down this article.
The whole concept of marketing and sales is to positively toy with the psychology of your customers with the aim of selling more products. Influencing your customer’s psychology and selling your products fast begins with knowing your customer’s soft spot and your product’s selling edge. When developing a marketing campaign around a product, attempts should be made to make it highly influential, so that the decision making of the customer will totally be in favor of your company.
“Stop talking about your products and services. People don’t care about products and services; they care about themselves.” – David Meerman Scott
Everyone loves to receive something for free especially when there’s no condition attached to it. When it comes to marketing, the word “free” is a very powerful term. So in this article, I will be sharing with you few tips and tricks you can utilize to influence the mind of your customers. I will be telling you how to practically make your customers fall in love with your products and stick with your company even in the face of stiff competition. Ultimately, I will be teaching you how to use the word “free” to increase brand awareness and customer’s loyalty. These strategies are not only applied by the super successful salespeople but also by larger companies.
One of the aims of an organization is to outperform the competition not just by increasing sales but by selling more products than the competition in less time. Without wasting much of your time, below are strategic steps to influencing your customer’s psychology and selling your products fast.
“We want to be able to sell you anything, anywhere, anytime you want it.” – Barry Diller
Please before attempting to apply any of these strategies, you must ensure that you have a quality product that satisfies a need or solves a problem. If your product doesn’t fulfill the criteria above, don’t bother promoting it because it will be a waste of resources.
How to Influence Your Customer’s Psychology and Sell Your Products Fast
1. Offer Your Customers Something Valuable for free
Call it the mutual exchange principle or anything you deem fit and you won’t be wrong. Your company can start off on a good note by giving away something valuable for free to the customer. Whether it’s a free gift or anything valuable, your aim here is to allow the customer have a taste of your company’s product or services risk free.
Your customer is bound to take your offer the first time, but when next you repeat the offer (this time with a price tag); he/she will feel obliged and try to return the favor. If the customer finds satisfaction with your product, he/she will definitely buy it next time.
Sales professionals sometimes get confused with this principle. For instance, they claim it is ineffective and wrong to promote a product according to this principle. So they use the “Spend over $25 and get a free T-shirt” approach. But in retrospect, the offer is not totally free. The customer has to spend to get the free product.
The principle of mutual exchange states that products to be used as incentives must be given totally free without any condition to be fulfilled. For example, “Get the latest lipstick shade absolutely free” will do the trick. If the shade is really good, they will buy it when next they need it and might even end up buying other shades of lipstick.
Software companies use this tactic a lot. They produce quality software and give them away for free with the hope of building brand trust. Afterwards, they sell upgrades to the same customers that downloaded their free software.
Giving customers your products initially for free helps to build trust; It gives customers the opportunity to feel your company’s standard and most importantly, it gives them the confidence to patronize your company and refer others.
Another trick is to come up with something of high value, while making sure that your company incurs only small or no cost in producing it. A good example of such is information products. I personally use this tactic a lot. For instance, my blog provides you free business ideas and advice on how to start a business without obliging you to buy anything from us.
Another tactic to employ while giving your customers free gift is to influence your customer into making a commitment; this can prove profitable for your business in the long run. The trick is to make the customer take small steps toward the goal, without them realizing it.
For instance, when a customer requests for some information, provide them with relevant information for free and make them fill a form or give you their contact information. This is like getting them to make a commitment to get offers and information about your products in future.
You can also tempt the customer by saying that the information made available to them is a big time secret and is not known to anyone at all but please, make sure your information is truly valuable. Some marketers mess this strategy up, by claiming they are providing very valuable information. But in the end, it turns out to be another piece of advertisement.
2. Give out Free Samples to Targeted Customers
“I use nothing but the best ingredient. My cookies are always baked fresh. I price cookies so that you cannot make them at home for any less and I still give cookies away.” – Debbi Fields
Giving away free samples of your products to your targeted customers is an effective targeted marketing strategy. Most companies find it difficult to give something away and those who dare to give away something make the mistake of distributing samples of poor quality or rejected products.
This certainly will hurt your credibility and reduce the customer’s trust towards your company and your product. They will assume that the product you are selling is actually of poor value and won’t go ahead to buy it.
Mrs. Fields Cookies, a company that does millions of dollars in sales annually started out using free samples as a marketing strategy. When Debbi Fields launched Mrs. Fields Cookies, she had no marketing budget, no sales experience and no business skills. All she had was her baking skill. So how did she breakthrough? She simply loaded her tray with some cookies and resorted to giving away the cookies to pedestrians.
Today, her company still gives away cookies whenever they penetrate a new territory because the founder has discovered a strategy that works; the strategy of giving away free samples. At this stage, let’s look at another strategy that can help you influence your customer’s psychology and sell your product fast.
3. Create Artificial Scarcity
Direct mail marketers are excellent at using this strategy; they have mastered the art of causing a buying frenzy by creating artificial scarcity. When developing or sending out a marketing campaign, be sure to use words which stimulate immediate action. Words such as “Limited time offer” or “Offer ending soon” or “Offer open while stock lasts” are really motivating.
The trick here is to create artificial scarcity in the mindset of your customers; that’s why I titled this article influencing your customer’s psychology. The customer is left with the impression that the offer will end soon, so they will buy it at the very first chance. This trick works well especially with customers who have an interest in antiques, collectibles, information products and anything which is not easily available.