I’d be willing to bet that when you were growing up, you probably heard or saw commercials where a store owner was having a limited time offer. Something along the lines of, if you act now and buy, they’ll throw in a random product like steak knives or a spice rack.
While a lot of these TV salesmen from past decades may have seemed overzealous with their crazy prices or their final liquidation sales every week, in fact, what they were doing was actually a proven way to generate more sales.
And you know what?
The greatest marketers know this. They understand that the best marketing tactics stem from human psychology. When you can tap into someone’s deep psychological motivations, you can ultimately boost your sales.
How a Buyer Thinks
When you sit down and think about your buyer’s journey from a psychological standpoint, not only will you be enlightened by what you learn, but this information can turn a four-figure launch into a five-figure launch.
Why do people buy?
1. They Have Emotional Impulses
Many of us think that our choices are a result of rational analysis. But, in fact, emotions play a huge part in our buying behavior.
According to Psychology Today, emotions are the main reason why consumers choose one brand over another brand.
Emotions also push us towards action. That’s why the best copywriters use words that evoke an emotional response.
2. Buyers Respond to Visuals and Storytelling
Do you want to know how you can spruce up your sales page to make more sales? Use visuals like a graph and tell a story.
One way to use stories is with a case study. Entrepreneur and blogger Melyssa Griffin uses video case studies on her sales page as an effective way to show real-life results from taking her course.
3. Buyers Connect to Losses Rather Than Gains
For a lot of potential buyers, they have a hard time imagining what they could gain from purchasing your product or service.
This takes a lot of imagination, and they have to picture themselves in a new and better place or position by having bought from you.
But, if you can frame your copy to show what a buyer will potentially lose if they don’t buy, you trigger a pain point. When you can relate to their pain points and show how your product or service can alleviate their problems, people will be much more likely to buy.
When you look at the reasons why people buy, it suddenly becomes clear that to create a demand for your product or service, you have to tap into a buyer’s emotions.
And, you can easily do this by creating a sense of urgency with a countdown timer.
Using Urgency to Create a Demand
Bryan Harris of VideoFruit is a successful entrepreneur. He’s had five-figure launches and knows exactly how to create a great demand for his products.
And he knows it works. He says, “If I’ve learned nothing else about launching products it is this: people make a decision to buy whenever they are about to lose something.”
His launch centers around creating urgency in his product to drive sales.
Entrepreneurs, small business, and big brands use urgency as a highly effective tool to help them create a high demand for their products or services. And it’s considered one of the most powerful feelings in human psychology. Urgent situations make people stop what they are doing and take action quickly.
Marcus Taylor of Venture Harbour increased his sales by 332% simply by adding in urgency with his launch.
He gave away $1250 worth of products for only $60. The catch? He was only offering it for 100 hours, and there were only 5,000 packages available.
How do you create urgency in your launch or latest campaign?
When a product or an item is positioned as scarce the value of that product or item increases.
Scarcity is a powerful urgency behavior since it relies on people feeling left out or possibly losing something.
You always want what you can’t have.
You can create scarcity by only offering a set amount of your product, by limiting the days you have your launch, or by capping the number of seats available.
Here’s an example from Slate:
2. Cater to the Responsiveness
Having an “early bird special” for your product or service can appeal to the responsiveness instinct. Many of these people feel privileged to enroll or participate as trailblazers and they help drive your early sales. But, more importantly, they feel compelled to “act now!” because your special prompts them to take urgent action.
3. A Countdown Timer
But, a more effective way to create a demand for your product using urgency isn’t by using scarcity or by catering to the responsiveness instinct; it’s by showing the passing of time.
A lot of retail stores online use this tactic to drive more sales for their store. When people see the clock ticking or a timer counting down, it creates anxiety and pushes them to buy.
Amazon uses a lot of marketing tactics to boost their sales. Not only do they provide a countdown, but also a visual bar showing how many items are claimed and showing the original price slashed – and the percent off you will save on the product.
All of these prompts help people realize that to get this amazing deal, they need to act fast.
Easily Create a Sense of Urgency
It’s true when you hear that people make impulse buys every day. From the new boots or tech gadget you just had to have to the expensive furniture that was flying off the shelves, people use their emotions to dictate their actions.
People also buy based on responding to visuals and how they connect to losses rather than gains.
But, people really take action when they think they are going to miss out on something – especially if there is a visible deadline.
And you can totally capitalize on this by using urgency in your marketing campaigns. Having strong emotion-based words paired with a countdown timer can boost your sales with just one email.
These simple, yet highly effective methods can help you increase conversions in your email marketing and your content marketing strategies.
Let us know if you are using any of these tactics and how they’ve helped you increase demand AND sales.
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