Success in business and life in general requires understanding how people make decisions. This will give you an idea of how to get them to do what you want. Here are some awesome psychological tricks which will make you more persuasive:
See Also: How to be Persuasive
Everyone would want to be given special treatment. Therefore, you need to make your customers and prospects feel that you recognize them as individuals; for example, when sending emails, avoid using the generic ‘Dear customer’ salutation. Instead, address recipients by their names. This will make them feel valued and it will enhance their chances of reading your email.
2. Risk reversal
Many people base their decisions on the element of risk involved. The higher the risk, the less likely they are to take action. Therefore, you need to find a way of lowering the risk for your customers and prospects. The most effective way of doing this is by offering a ‘money-back guarantee’. Here are some examples:
- If you don’t make any money 6 months after taking this course, we will give 100% of your money back.
- If your complexion does not change after using our product, we will return all your money.
However, the downside of this tactic is that some people could try to rip you off. Therefore, it would be advisable to try it with your first few customers to see if it works or not.
In many cases, people want what they cannot easily get. They want to enjoy products and services that are not readily accessible to many others. Therefore, when marketing your products and services, be sure to create an impression of exclusivity. Let your prospects and customers know that your offer is not for everyone. Mention in your copy who SHOULD NOT buy your product. For instance, if you sell watches, you could say, ‘If you are looking for cheap watches, you are in the wrong place. We are looking for people who appreciate fine Swiss timepieces.’
When an offer is only available for a limited time, people are more likely to take action. Therefore, you need to give your customers and prospects a reason to act NOW! Here are some examples of statements which give an impression of scarcity:
- This offer expires on Tuesday.
- 80% of the houses have been sold.
- I’ll take only two students this month.
- Only 3 pieces left. Place your order now!
5. Higher prices
It is generally assumed that customers will go for the lowest priced option when choosing between different products and services. However, there are customers who would prefer to pay more. For instance, someone would rather buy a shoe for $500 in one store than spend $200 on a similar shoe in a different store. Charging higher prices creates the perception that what you are selling is better than the cheaper options.
6. Social validation
When people buy a product or service, they want to feel that they have made a smart decision. In addition, they would want to get approval from others. Therefore, when promoting your offers, let people know why buying your product or service is a wise choice. This will make them feel good about their purchase and reduce incidences of buyer’s remorse. In addition, be sure to provide statistics which show the number of people that have used your product or service.
7. Smart pricing
Many retailers use clever pricing as a tactic to manipulate consumer psychology. For example, if your product costs $200, you could put a price tag of $199.99. This way, the price will appear to be less than $200 to customers. Alternatively, you could create great offers which appear very attractive. For instance, if you are selling one product for $50, you could offer a bundle of four at $150. This is likely to attract even more buyers.
See Also: The Golden Key to Effective Persuasion
What other strategies have you used to be more persuasive? Share with us in the comments section below.