So here’s the thing.
Sales is really about knowing how to usepsychology.
As in… you need to get people to think, “I have to buy this product”, and the reality of the matter is that youcan’tforce people to buy your products.
You can however get them to actually buy your products using scientifically tested mindset triggers.
Let me explain how mindset triggers work:
If you want someone to do X for instance, do Y (mindset trigger) and you can make them do X.
They work because our brains have been wired to act in a certain way, when we see certain things.
PS: I’m not talking about manipulation. This is scientific research that is out there. Tons of people have written books and articles about it. Many advertising companies already use this in their work, but many a time we are not even aware that we are being programmed.
We just find ourselves desiring to buy certain things and we think that we are the ones who want to buy it… the truth is, some smart companies have made us want to buy it through their marketing activities.
The big question today is… how can we also apply these mindset triggers so that people can buy from us too.
If you want to be a successful entrepreneur, you have to know the mental triggers that make people buy.
Here are some of them.
When someone gives us something or does something nice for us, we feel compelled to return the favour.
It’s almost instinctive.
We don’t even think about it.
We want to give a gift to return the favour.
I get all sorts of gifts because of the work I do.
I’ve gotten earrings, customised throw pillows, markers, dresses, referrals, recommendations, ofada stew, cake, Lol… and also sales.
Because I know that reciprocity is such a strong mental trigger, I give all the time.
2. COMMITMENT AND CONSISTENCY
When people make a commitment, they usually try to remain committed.
Just think about it, when you set a goal, you start taking steps to achieve that goal because you’ve made a commitment to the goal.. especially if you publicly declared the goal, it helps you to remain accountable.
Now that you know this…
All you have to do is to get your future client to make a small commitment towards your business, like signing up for your free gift.
You can eventually get them to commit to buying your products, if you follow up with them consistently by sending helpful emails.
If you can even get them to try out your product for free, that is so powerful because they will find themselves committed to trying out your product.
Believe it or not.
People typically buy from people they like.
Just think about it, when have you ever bought from someone you did not like.
Even if you bought the first time, did you go back to the person?
I guess not.
So the question is, how do you become likeable.
Do you have to change yourself so that someone will like you?
There are three reasons people will like you:
- People like people who are just like them
- People like people who pay them compliments
- People like people who cooperate with them to help them achieve their goals
To show people that you are just like them, you have to share a side of you that people can say, “Oh my goodness, she’s just like me”.
I share a lot of high quality training for free, and people generally look at me as someone who is trying to help them succeed.
So it’s easy to like me… hence it’s easier for me to sell.
Do you see how easy this is?
Just by being yourself, sharing your personality, and genuinely helping people, you are already positioning yourself for sales.
This is one reason list-building is so important, because it helps you to build a relationship with people, share your stories and help people. When it’s time to sell, they will effortlessly buy from you because they like you and they feel that they owe you (remember… reciprocity)
We tend to trust people who sound like they know what they are saying… you know, people who sound like experts in their topic and probably have some qualifications to show that they know what they are speaking about.
This is why you should start putting out content about your topic consistently because it signals to people that you are an authority in that field and you know what you are saying.
There are many times that you might not be sure of what to create content about, but if you just ask your email subscribers, who have subscribed to hear more about your business… they will tell you.
The insight you get from them, will be invaluable. In-fact, many times it will be ideas you were not even thinking about.
I would like to hear from you, are you applying any of the mindset triggers I shared in this post?
If you also know someone who will appreciate this post, please share it with them, they will thank you for it.