Triggers to Increase Sales CRO (Conversion Rate Optimization) & To Make People Buy From YOU

Hey hustlers, hope you all are doing great. Today in this article I woul be giving you all a secret edge over your competitors. I will be giving you proven psychological triggers which will get customers to convert at higher rates and to spend more money. Sale psychology is like having a secret weapon and I have found that most online sellers completely neglect this. I find a lot of them like to focus on numbers and technical things like the best Facebook ad bidding strategies while completely neglecting why people choose to click on ads in the first place. So in this article I will be giving you 10 psychological triggers that you can use.

Trigger 1: Customers like to buy if they are provided any Freebie. So obviously giving a customer a 20% off discount coupon, encourages them to buy more from you because they're now getting items at a discounted price. But that's not the only reason, when we give customer a freebie like a coupon especially if they weren't expecting it and it felt like a personal gift then we trigger the social norm of reciprocity. The norm of reciprocity is simple, when someone does something nice for us we feel a strong obligation to return the favor. If you move to a new house and a neighbor came over to bring you cookies as a welcome gift you would feel obligated to bacon in something in return.

So how can you implement this. A really great way to do it is to add personalized coupons to your website/store. For example the spin2win coupon pop-up boxes. By spinning the wheel they will get a random discount & the customer feel more personal since he/she gets their own exclusive discount. Also they are engaged with your website and had a fun experience & they now feel indecent to you. And if you're selling on Amazon, customers almost never expect to receive anything with their order. So a really great idea is to include a note and a discount coupon inside the product packaging, this will encourage them to buy again from your website/store.

Trigger 2: To create envy with Customer Reviews. so let me ask you a question, why do you think it's a good idea to encourage customers to leave reviews for the items that they've purchased. Well the obvious answer is that it provides social proof for potential customers. They see that other customers have liked it and so now they trust you more. However that's the?obvious answer. The other side to customer reviews creates envy in your prospective customers. Have you ever heard the phrase "keeping up with the Joneses"? It refers to the idea that, if we see our neighbors buy a car and that too bigger than ours, then it makes us feel jealous and makes us want to buy a car to match if not beat them.

So that's what positive product reviews do. We see that other people are benefiting and enjoying a product which we want to buy then we also want to get that same benefit in our lives. So if you've got an online store, then a great way to do this is to add a plugin to your store that automatically sends the customer an email asking them to leave a review.

Trigger 3: Use Curiosity to drive traffic and engagement. Curiosity can be used to drive direct sales but more often it's not used by marketers and advertisers to drive clicks to websites and products or to increase engagement. Curiosity can be described like a niche that you need to scratch. Once we become curious we are driven to find an answer to it. So how can you create curiosity. When we know nothing about something we are not very curious but when we know a little bit about something then we become very curious. The more we know the more curious we become.

So how can you implement this to make more sales online. The spend to win discount coupon pop-up boxes are another great example of this. The customer knows a little bit, they know that they can win a potential discount if they play the game but they don't know what they will win. This curiosity drives them to take action and sign up so that they can find out the answer.

Trigger 4: Use Photos to help customers visualize. When you're selling items online on Shopify or Amazon photos are the most important part of your product listing. Yes, Amazon has tested this and photos are the number one conversion factor as to whether a customer buys a product or not. And one of the most powerful things that you can therefore do is, include a photo in your product listing that shows the products being used in a real life context because this helps the customer to visualize themselves.

When customers can visualize themselves actually using a product then they are far more likely to buy it. Listing photos results in a lot more engaging and if your drop shipping from online retailer than don't just include the basic photos of a product against a white backdrop. Instead look for photos that the supplier has provided showing it in a real-life context and if the supplier doesn't have these, consider buying a test product and taking your own photos. When most people try to sell things online they take a very dry approach to marketing. If the product is solving the problem in an effective way then it triggers emotions. Emotions are integral to decision making. Words can create emotions but photos are some of the most effective ways to do that.

Trigger 5: Use Price Anchoring to push prices higher. So here's a question, which of these eCommerce giant Amazon or Flipkart do you think is more valuable than the other. Well unless you know anything about these giants, that's a very difficult question to answer. We the customer are regularly put in situations like this in life. We're presented with the products that we would like but we have no idea what the value is and it's not your fault. Why should you know that you want something but you don't know anything about them. How are you supposed to know which one to choose. Well there is actually a way that most people choose between two different options and they do it without even realizing. It's called price anchoring and a study on purchase can show us how it works.

Let's look at a study. In phase one of the study, customers has two choices of shampoo a standard one, one for Rs. 200 and a premium shampoo for Rs. 300. Around 80 percent of people chose the more expensive shampoo. In phase two of the study, customers were given a third choice a cheap shampoo for Rs. 100. Nobody bought the cheap shampoo in the phase one but now 80% of people were choosing the Rs. 100 shampoo instead. And in phase three of the study, the cheap shampoo was removed and replaced with an expensive Rs. 300 shampoo. The result was that people went back to buying the premium Rs. 200 shampoo. Basically price anchoring is when you place multiple products side by side and it's usually most effective if you've got at least three pricing tiers most people will choose the middle option it. It looks cheap compared to the expensive option but they assume that it's higher quality than the cheaper option. Of course the study also shows us that there are some people out there who will always choose the premium product. Often the most safest pricing strategy to follow is to price your items somewhere in the middle of your competitors. Don't be the cheapest option but also don't be the most expensive.?

Trigger 6: Pain is more motivating than pleasure. When most people try and sell a product online they simply list the different features which of course is huge mistake. You should be explaining how this product benefits and improves someone's life. What's better focusing, on how a product adds some pleasure into someone's life or on how a product solves a problem. It has been studied and found that usually people are more motivated by avoiding short-term pain at the expense of both short-term and long-term pleasure. That's why everyone procrastinates so much. Our aversion to pain is very real and very strong. So how can you implement this.

Take this little tool here, this inconspicuous little tool sounds like crazy because it actually solves a problem of chopping vegetable like onions, carrots etc. in a very easy way. If I was selling this in my product description I would be emphasizing how frustrating and how slow it can be to chopped onions and how much this little thing solves the problem. Of course the honest reality is that some products dirt solve any problems. Yes pain is the biggest motivator but we still chase after pleasure and that is still a strong motivator.

Trigger 7: Phrase your items low. I have another question for you, why do you think that "free just pay shipping" promotions work. Well the answer of course is that there are many reasons and one of them is that you get to take advantage of possibly the most powerful word in marketing and that is the word FREE but?there is another word in there that you may have not considered and that is just pay INR 999 for shipping. Yes if you were phrasing your offer as "this item is free and shipping is just INR 999" that would be far less effective than saying this " the item is free you just pay INR 999 for shipping". So when you're phrasing your pricing and marketing materials don't be afraid to minimize the price.

So these were my 7 triggers and if you want to strike gold every year online then create optimized product pages and start using these triggers.

All the best and Thank you for reading.