Your customers’ emotions play a big factor in their buying decisions. When someone decides to make a purchase, they have a lot of options to choose from. How they feel about a particular product or service, and the person they plan on buying from, actually plays into the decision to buy.
People do not want to feel as though they are being sold a product or service; they want to feel they are buying a product or service from someone they like and respect. Establishing credibility and trust is the first step in gaining new customers.
You can establish credibility by projecting yourself as an expert in your field. If you have a blog, have your readers send in their questions on the topic you want to be the “expert” in. Dedicate a blog post each week to answering one of the questions. Your readers will start to see you as an “expert” and will come to your blog when they have questions.
If you want someone to buy something from you, you need to let them know they can trust you. By establishing credibility, you are automatically gaining trust. You can further gain your readers’ trust by simply keeping their needs and wants in mind. What are some things they want to learn? Create a few eCourses or special reports that will teach them about those subjects. You’ll also want to honor any promises or commitments you have given them.
Many people are stressed for time and will buy things if they feel it can make their lives easier or save them some time. If you feel your product or service can do either of these things, play that up in your marketing messages.
Some people are bargain hunters and want to feel like they are getting a great deal. You can help them feel this way by providing special incentives such as a “preferred customer sale” or “with purchase” freebies. Cosmetics counters do this type of thing all the time, and it works wonders. Many people will buy a product they had no intention of purchasing, simply because they want the “free gift.”
Emotions can definitely play a role in buying decisions. The terms “retail therapy” and “buyer’s remorse” wouldn’t have been invented otherwise. By establishing credibility and trust, as well as letting your customers know they are appreciated and special, you will be able to increase your sales.