Did you know that when people make a purchase, they generally buy with their emotions and then justify their decision with logic later on Benefits of Using?
What? You didn’t know that? If you truly want to succeed in business, you need to learn and understand how using psychology can set you apart from the rest of your competition and take your business to the next level.
Psychology can be applied to all aspects of your sales and
marketing efforts and will give you that all important “edge” over your competitors.
When you write an ad or sales letter, seek first to understand, then to be understood. In other words, first strive to understand what’s going on in the readers mind, and attempt to allay any fears or doubts.
When you do this, the reader will have the perception that you understand and care about him and he in turn will begin to care about and understand you–thus greatly increasing your chances for making the sale.
People desperately want to feel cared for and understood more than anything else, and the businesses that understand this vital pyschological factor will gain a major advantage over their competitors.
Also, when writing your marketing materials, bear in mind, people respond more to what they are going to lose than to what they are going to gain. It’s called “fear of loss.”
Ask yourself: What will my customers stand to lose if they
do not buy my product or service?
In your sales letter, mention to your readers that it will only take a few minutes, to show them how they can benefit from what you’re offering. This will mentally slow them down and partially alleviate any hesitation on their part.
In addition, reward them for taking the time to read your letter. Offer to give them a free gift. For example: free reports or gift certificates work extremely well as freebies. Why? Because they’re low-cost with a perceived high value–and perception is reality.
Did you know you can increase your sales by using pictures of attractive people using your product or service? It’s true.
Why is this? Well, first of all, it humanizes your product or service and prospects perceive you to be more professional and trustworthy. Again, perception is reality.
Secondly, people like looking at attractive people. Big business has known this for years. Just look at how attractive those people are in magazine ads and on television commercials.
You can also use this knowledge to your advantage on your business cards, brochures and website. This is especially true for small “mom and pop” businesses. If you’re reasonably attractive, always include your photo on your website and marketing materials.