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How to Use Psychology to Boost Sales, Part 2

January 30th, 2013 ::
This entry is part 1 of 2 in the series Using Psychology to Boost Sales

psychologyIf, like me, you didn’t major in psychology, then we’re in the same boat: running a small business and doing our best to understand our customers and prospects.

I always thought I should have taken at least one psych course, so I got super excited when I saw an infographic on the SocialFresh blog called “10 Ways to Convert More Customers Using Psychology.” No need to take a course, just read an infographic!

In the first blog post in this two-part series, I detailed the first 5 ways to turn a no (the problem) into a yes (the solution). Here are 5 more ways to do so:

Problem: Customers hate waiting

Solution: Provide instant gratification by pointing out how your product or service will solve their problems quickly

Example: Fast shipping, quick turnaround times, very short learning curve

Problem: Distinguishing yourself from competitors

Solution: Instead of slamming the competition, label your customers (see my previous blog post)

Example: Because you’re a Mac person, you’ll love my product; If you want to travel the world, my photography class is perfect for you

Problem: Unclear company values

Solution: People love brands who share the same values as them, so clearly state your values and weave it into your messaging.

Example: Donating a portion of every sale to a specific charity; only selling products made from sustainable or recycled materials

Problem: Customer is not completely confident in decision

Solution: Play the devil’s advocate and lay their concerns to rest with stats, information, examples, and case studies.

Example: “93% of our business is due to referrals from happy customers.”

Problem: Customers get bored

Solution: Surprise your customers when they least expect it.

Example: Handwritten thank-you note, box of samples, free product or service.

What have you learned about customer behavior over the years?

Image courtesy of psy.ed.ac.uk

Series NavigationHow to Use Psychology to Boost Sales, Part 1
The views expressed here are the author's alone and not those of Network Solutions or its partners.

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