8 Best Strategies to Persuade Your Online Store Visitors to Buy More!
Whether it’s about selling online or offline or about selling through online or offline marketing – it all rolls down to how you persuade your visitors to buy and your customers to buy again. Especially, when the e-commerce is growing heaps and bounds, with more and more people buying online, persuasion becomes a tough challenge.
We’ve got you some easy to implement persuasion techniques which would convince your visitors and customers that you’re the best one to go to.
When you show scarcity of an item, you indirectly add more value to it. Have you ever tried buying plane or train tickets which reads ‘only few seats left’? That’s what makes you quicken your purchase decisions, doesn’t it?
Some ways in which you can assign more value to your products on your online store are:
- Offer & Discounts for a limited time only.
- Display in cart – how much the visitor will save, along with a call to action ‘checkout’ button before the savings expire.
- Offer free or discounted shipping to customers ordering before a stipulated time.
Price anchoring helps you in pursuing the customers to believe that they’re getting something at a price which is a total steal.
In the above example, the higher price sets the point and becomes the anchor which makes the second (lower price) even more alluring.
Human behaviour studies have inferred that we prefer things and people we are familiar with – a little if not completely. It’s about how connected and relatable you feel with any situation, person or even objects for that matter.
That’s why it becomes immensely important to not just know your audience, but know about them. Using communication which they can relate to or believe in, accelerates their purchase decision. Speak words, tone and language they would use if they would speak to you in person, with minimal design and colours that enhances the communication’s clarity.
This typically means paying more attention to using emotionally thought-provoking factors and tone down the other ones. The more emotionally touching something is, the more attention it gains.
Hence, using emotionally strong and biased copy, communicating through a story and using the right color, font and image – all makes up for a perfect emotionally appealing communication.
It usually implies that a user’s focus and attention while he’s on your website can be directed and managed with the help of design. Using design elements that help users navigate easily from one page to another, highlighting important information will make your customers spend more time on your website, converting leads into customers.
Gain and Loss
A human psychological study states that we fear losses more than we appreciate gains. Similar perspective prevails when a customer is shopping from any website. They’re more worried about ‘what if I don’t like the product’ instead of enjoying the shopping experience and benefits of your products. How do you cope up with that thinking?
It’s simple. If any product is high-value and hence high-risk oriented, focus on what the customer will lose by not making the choice you want them to. And if you want a user to make a risk-averse choice, focus on telling them what they will gain by making the choice you want them to.
Saying ‘don’t miss out on our winter sale: FLAT 30% off on all apparels’, instead of ‘enjoy FLAT 30% off’ makes a difference.
Proof and Testimonials
Humans tend to listen and follow other humans when it comes to authenticity of a product or service. When a friend, relative or an expert talks about your product’s goodness and benefits, it creates more impact compared to any of your other marketing activities.
Ratings, reviews, shares, testimonials is the need of the hour. Not just content, but user generated content is the king today!
SEO-friendly content is fine, but it’s important not to miss the fact that you are writing for humans. Come across as a friend, a human with whom your target can relate to and not a big business house selling some products. Show your beliefs, thoughts and personality and you will attract exactly the same.
Some of these persuasion techniques might or might not work for you, which you’ll only come to know after experimenting with them.
Do let us know in the comment section if these or any other persuasion techniques you applied and worked well for you.