5 Psychological Factors That Affect Your Sales

People don’t make any purchases like they used to. Most of them make their buying decisions on Google, other buyers are done digitally. Each customer typically uses different interaction channels to finish their buying journey.

Using the common acclaim in sales and digital marketing is imperative, but many companies are still behind with their efforts. You often hear this phrase: "We know that it is very important, but we don’t know where to start". Most business owners should spend enough time on sales.

Convincing your customers should be one of the key jobs for each marketer and advertiser. They always face two important problems that can affect your business decision-taking process. First of all, what you need to do, and, secondly, how to get moving. To grow your sales and improve your brand awareness, you should take the advantage of five psychological factors that can explain and impact on customers’ decision-making.

1. Use social proof to boost sales

As you know people love to be a part of something big. They love to feel their peers accept a product before they make a crucial decision. There are various social proof tactics that can affect your sales. You can use product reviews, polls, surveys, expert or celebrity approval, etc.

The approach of social proof is closely associated with the approach of liking. We all are social creatures and we like everything that delights the eye. Other people do that as well. Everything that displays the popularity of your products and your website can enhance a response.

Many studies reveal that 70% of consumers rely on product reviews before your decision-making. Make sure that product reviews are more reputable than product descriptions made by manufacturers. This tactic is perfectly demonstrated by Bestmattress Brand that provides a list of the most popular mattress and beds reviews.

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Make sure that product reviews are not the only way to show social proof. You can also use other ways to increase sales:

  1. Polls and surveys. Most of companies use this tactic when they state like "92% of clients are pleased with their purchases".
  2. Expert or celebrity approval. Many brands take after this strategy to increase sales. Influencer or celebrity words mean a lot in a certain industry.
  3. Follower counts. Using social media icon on a page that shows a number of followers and shares is a good form of social proof. When people see these tickers, they are more likely to share it themselves.

2. Use the principle of consistency and commitment

Many brands go all out to be consistent in their actions and works – even they do things that are totally unwise. If you want to highlight something in your product or make changes in your life, it will be useful to state your benefits publicly. As soon as you do it out loud or online, you should build up more incentives to complete your sales deal.

As a marketer, if you want to get more clients, you need to make a good commitment to your brand. For example, you can use like sign up for the newsletter or try out for free. This is one of the most effective principles behind WorkExaminer:

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But if you actually don’t offer products or services, for example, you offer online courses or tutorials, even if there is no official commitment, you will get more chances to increase your sales. For example, WHSR demonstrates it in a proper way. They make it as coherent as possible – download now, start e-course and read review.

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I also love Zappos’ shipping and returns policy that provides less dissidence for customers. If they don’t like anything, they can easily return it. This is a good commitment to increase sales.

3. Use free offers

It is common knowledge that people love all free things. No matter what you write or post, as soon as people view the word "free", they will stop and study your offers. Even if you provide offers that don’t intrigue people, some customers will respond you, just because it is free.

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Each marketer or advertiser should get the value of "free". When customers shop online and understand that they need to spend $10 to get free shipping, they will add another product to their shopping cart to get this free shipping.

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Make sure that another $10 or more can boost the size of your transaction. That’s why 60% of companies use and think this marketing tool like " free shipping with conditions" the most effective. When it comes to e-commerce companies, free shipping and trials are enough to convert leads into customers.

Based on the research from Duke professor Dan Ariely, free offers give us an emotional snatch that we feel what is being offered as tremendously valuable than it can be. It should imperative for you to use this factor to your advantage.

4. Boost desire using the scarcity principle

The principle of scarcity is one of the most effective ones that highly motivate people by the thought not to lose something important. If someone tells you about something that you don’t have, – man, you will want to have it.

Online marketers use this principle to offer their products and services that can soon be disappeared or somebody attempts to discontinue a certain product. It is important to use deadlines for your sales. Lily Pulitzer counts seconds when sale prices will be unavailable.

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Another online shop ModMom use the principle "out-of-stock announcements". You need to hurry up to get this product –  only 3 left!

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Seasonal or limited sales are another great tactic to attract more sales. The fact that the product is kind of limited within a certain period of time really motivates people and make them feel like a chance to "win" it.

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5. Integrate the appearance of authority

Most of famous companies are inclined to the principle of authority. People seem hard-wired to respond to influencers.  When people see a man in a white coat that tells something important about products, it will build up the compliance effect for all volunteers.

If you have some secret content of your products, you can integrate the credentials from professionals like Herbalife:

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Showing different course books are another good example of authority. Especially, if you use books with big names and they share their secrets of awesome sauces or other dishes:

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Summing up…

There are a bunch of other psychological factors that affect your sales, but these five referenced in this post stand out in recent years as the most effective factors in online marketing.

Whether you use the principle of authority, scarcity, social proof, etc, it’s evident that online marketers can easily integrate these psychological impacts to increase online sales and income flow.

Sprinkle these factors across the website and watch how your sales go up!

5 Great SEO Webinars to Attend in 2017

We know that 2017 will be important for us. SEO is always changing. Every year we reveal new platforms, new strategies and tactics to integrate into your projects. If you take care of your online success, you know that to stay up to date with consistent updates, it is better to turn to the experts and get all the information you need.

While you are still thinking about SEO in 2017, I’ve gathered a list of upcoming SEO webinars in 2017. You just need to register for the webinars that interest you most.

1. More than SEO: the intelligence and drive behind SE Ranking

SE Ranking invites you to attend the SEO webinar where you can learn about all advanced features of SEO tools and find out the intelligence available at your disposal via SE Ranking SEO power. A one-hour webinar will start on Wednesday, January 25, 2017 at 1 pm London time.

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Attend the SEO webinar to find out how to:

1. Spend less time on one project without losing SEO quality

  • get more data with one click: 100% accurate website ranking, search visibility & traffic;
  • spend less time on one project: group thousands of keywords within minutes with search volume checked on the fly;
  • Google penalties no more: keep complete control over backlinks with automated monitoring and checking;
  • don’t act blindfold in SEO with SEO/PPC competitor analysis tools. Check out our new base for Netherlands!

2. Create great relationship with your clients

  • be in the know of any changes implemented to your website by your team or clients with Page Changes Monitoring tool before they affect website rankings;
  • create professional SEO reports just a few minutes with automated reporting tool;
  • use SE Ranking as your own service with White label.

3. Get more than SEO: something you don’t expect but most definitely need

  • mobile search tracking you can’t find in other SEO tools;
  • social media posting to easily get more social traffic;
  • marketing plan – best practice SEO guide to get things done properly and in the most efficient manner.

2. Free SEO Search Engine Optimization Webinar For Your Website

This webinar helps you discover new SEO and online marketing strategies to increase your online visibility, get more traffic and gain more qualified leads to your website.

Participants will find advanced SEO principles about redirects, duplicate content, Google index, site structure issues, Google Webmaster Tools, Page Rank, flatness, and more. The webinar will take place on Tuesday, January 31, 2017 at 10 am Eastern Standard Time.

3. Data-Driven Marketing for All Email: B2B to B2C

The webinar shows the ways how to balance short-term and long-term engagement strategies and tactics, and key metrics that can allow marketers and webmasters guide this process.

It includes key points on how to create a company culture focused on data, plan for change vs. react to needs, drive technology adoption based on business needs, leverage retention data to optimize new customer acquisition and show measurement tools to define customer behavior.

You can visit the webinar on Thursday, February 2, 2017 at 2 am EST.
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4. Fix Your Funnel: 15 Things to Remove From Your Site Immediately

This webinar will help you learn to manage your content management system, how to boost your funnel traffic, define where you need to make immediate changes for better lead funnel.

You will find out what you need to add or delete from your website in order to increase organic traffic asap.

Anyone who is interested in content and website development can attend this online seminar on Thursday, February 2, 2017 at 12 pm ET time.

5. Uncover Your Audience’s Influencers

Cision is going to give the seminar on how media contact can influence your target audience to purchase products and services with quality content, how to leverage best practices for successful social media pitching and how to make social media research to your targeting and messaging tactics.

The one-hour webinar also helps your brand spend less time looking for right influencers. You can attend it on Thursday, January 26, 2017 at 2 pm ET.

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Understanding SEO is an important lesson that every startup should take. Search engines always change, SEO experts and webmasters want to educate themselves in order to be ahead of the game. The above-mentioned webinars cover everything anyone in SEO should know to rise to eminence in the niche. Feel free to share the info about other interesting events in the comments!

6 Smart Ways to Improve Your Sales Performance

The sales profession always changes and moves faster than ever before. As New Year’s Eve, this is particularly true for sellers to learn some smart tips and tricks during the rush and probably you can create a solid recipe to increase your sales performance.

No matter in what industry you work and what worked well for you several years ago is not critical for today. Now it is a high time to sell. Everything is changing and we should learn to be open to new changes and improvement of your sales performance.

This is a time to be a weight off shoulders and cut down your cost of selling. Here are 6 smart tips and tricks to boost your sales performance.

1. Get product reviews

As you know that the power of product reviews plays a huge role in online business. 88% of people read and trust online reviews as well as personal recommendations. The pages with good customer reviews cover 58% more visitors than those pages without online reviews. This approach will help search engines refer to your website and make it easier for clients to get what they need.

90% of Amazon buyers read reviews before making a crucial decision. Amazon prioritizes an importance of seller performance, especially your top products are in the top positions.

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Make sure that just 40% of customers form an opinion about the product after reading 1-3 reviews. To make them get quick sales decisions, you can build up a list of review websites or write a list of review where you can mention your product. For example, you sell online mattresses, you can create a post that shows 10 best mattress reviews, including your one in the top.

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On Christmas eve, you can write top reviews related to certain holidays. For instance, Sleep Junkie published a post about Best Black Friday Deals on Mattresses.

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Video reviews can also work wonders, increase CTR by 65% and reduce the number of unsubscribers by 26%. If you know customers that have liked your product, you should go to them and get a free video review like Rosenfeld Injury Lawyers did on the website.

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Getting product reviews on your website will help customers make a buying decision and improve your engaging experience with them.

2. Keep an eye on long-tail keywords

For highly competitive services and products, using the exact keywords is crucial to your organic SEO efforts and successful sales. Keywords help you define how frequently your website will appear in search results, especially when a potential client is searching for a service or product on your website.

Today long-tail keywords help your customers be much closer to a sale and make a right buying decision. For example, “women’s boots on sale” is a highly targeted search phrase than “women’s boots”. If you decide to use this long-tail keyword, you can drive and convert consumers who are ready to buy.

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There are different tools like SE Ranking and Google Keyword Planner that help finding profitable keywords for your online business. As soon as you discover the competition and popularity for a certain keyword, you can work on the list of target keywords for your website.

Now search engines always show products to customers based on their search queries that they are looking for. Right keywords are important for the success of your e-commerce website.

3. Create Unique and Rich Product Descriptions

It’s no surprise for everyone that search engines prefer unique and relevant content. This is a very time-consuming way, especially for e-commerce business. For this reason, they prefer using duplicate descriptions provided by manufacturers. Hence, you are in danger of being filtered by search engines because of plagiarism.

To avoid uniqueness, you should create unique and relevant product descriptions and write all important information about your products to encourage customers to make a purchase from you. 

Product descriptions should be minimally 300 words, especially if you have online store and sells the same products year after year.  Try to use lots of keywords and phrases related to your product. You can use LSI keywords for making synonyms and associated words.

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The key output is to ensure search engines that your website provides unique content on every product page that helps customers land out there.

4. Optimize website load speed

Website load speed plays a crucial role in search rankings and exerts a good effect upon conversion rates. Based on the Akamai and Gomez surveys, half of visitors wait a website to load for 2 or less seconds , and they prefer leaving a site if it isn’t loading in 3 seconds. Good site load speed is important for e-commerce websites. Amazon puts much attention to this factor as one-second delay in website load speed would cost a company $1.6 billion in lost sales per year. 79% of website shoppers never return to the website by reason of a poor shopping experience online.

Clearly, most online shops and businesses should pull socks up into optimizing website loading speed. You can easily check your website’s load time with Pingdom that helps reveal all possible drops in site speed and evaluate how long a site loads. 

5. Offer discounts

If you really care about your e-commerce conversion rate, using different discounts can be a good way to increase your sales performance. Daily deals and seasonal discounts can make your product the number #1 in your category.

As you know Amazon has special sections under the “Hot Deals”  and  “New & Noteworthy” categories that can generate much traffic. Posting your products in related categories can give you much exposure on the page and allow your potential clients view offerings at a glance and encourage them to make a purchase.

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6. Interact with Customers on Social Media

Social media presence is important for your sales performance. Actively engaging with your users can increase your brand awareness and strengthen your customer relationships. The most effective way to interact with your target audience is to publish unique and interesting content that can intrigue them and share it in social networks.

Similar to point number 5, you can make different contests and special offers, and offer discounts to the winner. Make sure that every share on social media is a free advertising and the chance to build a strong relationship with potential customers.

The Bottom Line

Using these smart ways effectively and consistently over time can help you improve your sales performance and gives a good grounding in the successful e-commerce business. It means that your website gets a good online visibility among your competitors and you are doing well to gain over clients trust and satisfaction with your service.

Irina Weber
Irina Weber is a blogger, guest author and social media expert. She creates and develops new marketing campaigns, writes articles about online marketing, social media, conversion optimization on popular websites and runs his own blog on SE Ranking. If you get any questions, you can reach me on Twitter.