The 7 Mental Triggers That Create A Buying Frenzy
There are more than seven psychological triggers that cause people to buy like there’s no tomorrow. Presented here are the main ones.
When these techniques were first used in an advertising message, it was reported to have increased the purchase rate by some 257%!
They can be used in all forms of communication such as: online or offline ads, headlines, and even written or video sales letters.
But, be aware of this. If you are too obvious in using these methods, you will actually hamper your sales. People like to buy, but they don’t like to be sold to.
That said, in no particular order:
#1 – The Question Trigger
This is quite simple and yet very powerful; ask a question. By asking one or more questions, you get people involved in your copy.
Your readers or listeners automatically start to think of an answer to your question and therefore become more responsive to your message.
Which of the following two headlines would grab your attention?
“You are wasting money on online advertising” or
“Why are you wasting your money on online ads?”
#2 – The Why Trigger
Tell people WHY you’re doing what you are doing. Don’t keep your customers in the dark. They are far more apt to buy from a regular bloke that they know something about.
If you are giving 25% discount coupon on your product or service? Tell them honestly why you are offering such a deal. Is there a time, quantity or value limit on products you are selling at that price? Tell people why.
By telling your customers what this promotion is all about, they are getting to know, like and trust you. And thereby, more willing to buy from you.
#3: The Curiosity Trigger
We all want answers to our questions. If you were to tell someone not to open this email, they probably will open it.
Use of headlines like “Discover the hidden golden nuggets of information” will always produce great results. People always want to know “What’s the secret?”.
Curiosity triggers are fantastic methods that gets consistently gets your email opened. They also work tremendously well in ads and articles. How about the title of a report called: “7 Psychological Triggers That Create A Buying Frenzy?”
#4 – The Fear Of Missing Out Trigger
People are more likely to purchase from you, if you motivate them by using this trigger. The fear of lose or missing something is far more motivational than their desire to get something. That’s why strict deadlines or limits on the numbers works so well.
Here are some examples of the types of limits that I am sure you have run across before. An advert or webpage that has a 3 day window to purchase. Or a total limit on the number of copies available at this one-time bargain basement price. You can entice people to act quickly by letting your visitors know that this is strictly a limited time offer.
#5 – Be Specific Trigger
Use specifics in your numbers rather than roundoffs. “Would you like to know how I made $963 last week” sounds far more convincing than “How I make $1K a week”.
People are skeptical when you seem to be just making up numbers. Even if you are fudging the numbers, by using specific numbers people will convince themselves that you are believable.
If you are going to state facts, they need to be as specific as you can find. General numbers never sound plausible. This may cause your customers to silently call you out on it and they probably will just move on.
#6 – The Story Trigger
Nothing can top an appropriate story. It becomes easy to guide people just by the telling of a good story.
Many famous and not so famous writers have used this one method in their sales copy. They have reported outstanding results from it alone.
You can recount a true story of yours or a customer. Just be careful to change the name or any identifying conditions to protect any embarrassment or law suits.
If you can get a few testimonials from some of your purchasers, this would be one of the best ways of using this method.
A true story about how the product or service has improved the teller’s life, goes a long way to building your credibility and motivating people to buy.
#7 – The Face Your Problem Trigger
Every problem that you or your customer’s face, potentially has a solution.
However, you need to listen to the problem as explained by your customers to determine if the solution(s) that you have available are a proper fit for them.
Even if you have already determined that you have the solution, because you have heard this all before, you need to let the customer vent before presenting your solution. They have a need to “get it off their chest”, as they are sure they are the only one with such an issue.
A technique that works extremely well is paraphrasing the dilemma so that you are emphasizing the pain point.
This can be a simple as spelling out the problem and telling them how you felt about. This gets you on their side. Then, only after you’ve established that report do you tell them of the solution that you have found works for you.
Now you have to be careful here. This is why it is important to actively listen to their situation and make sure that the solution you are proposing is the proper one.
If you don’t and you sell them a product or service that doesn’t solve the problem, you may at the very least have a refund or far worse, an angry, vindictive customer who is going to make it their life’s mission to totally ruin your reputation and any future sales.
Conclusion:
Apply these seven mental techniques judiciously to increase your sales and decrease the cost of your ads.
They are very powerful, however, you should not over use them in your copy. It can backfire on you.
Remember. subtilty is the key. If you are too obvious in your copy, you will look desperate and your visitors will not return.
You want your customers to know, like and trust you.
Not Know, Hate And Ghost You.
Just saying, It’s Up To You! Now go out and get ’em, Brian, I mean Brain! 😁