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!

Ten SEO Gurus You Should Be Learning from Right Now

You may have heard that “SEO is dead.” Perhaps you’ve even said it yourself. The reality, however, is that SEO is far from dead!In a recent Search Engine Land article, Columnist Stephan Spencer puts it this way:
“While SEO is NOT dead, the way that you’re doing it might be. Does the following describe your approach? You’ve optimized your H1s and meta tags and you’ve built a few (hopefully white hat) links. Now you just sit back and watch your site rise to the top of Google, right?Wrong. This sort of cookie-cutter approach to SEO — one that equates SEO to tuning a guitar or to following the steps to a pumpkin pie recipe — rarely works in today’s search landscape.”
This quote illustrates the ever-changing nature of SEO. As with any industry that changes frequently, SEO is a field you can’t just “learn once” and walk away. Instead, you need keep up with its new developments regularly. And that’s where this list of experts comes in.If you want to stay on the cutting edge of effective SEO, good teachers and influencers are key. So be sure to follow these experienced practitioners on Twitter, and refer to their blogs, to keep up with today’s leading SEO practices.

1. Christoph C. Cemper

Christoph is an SEO expert and the creator of Content Marketing intelligence software Impactana. Launched in 2015, this software helps marketers find content ideas that make an impact.He began his work in online marketing back in 2003, when he provided SEO consulting and link-building services. In 2006, Christoph realized there was a need for accurate and reliable SEO software. So he developed the first internal tools. The software he developed became the basis for LinkResearchTools (LRT), a SaaS product containing four tools. It launched in 2009.Today, thanks to continual research and development, LRT now offers 21 tools. It’s designed with ever-growing functionality that’s adapted to market requirements and Google changes.Christoph also created Link Detox. Launched after Google Penguin rolled out, this software is designed for finding links that present a risk in a website’s backlink profile. He has written and spoken about link risk management since 2011, and he introduced the technology and process for ongoing link audits in 2012.Founded: Where to Find Christoph: Excellent Reads: Words to Remember:
“Adding your site to any web directory just to get a backlink will have a negative effect on your website’s ranking. Most web directories out there provide no real value to the Internet users and Google has excluded them from its search results. You don’t want your website to be in there! Search for trusted directories. There are a few for every niche. These directories provide useful information to you, your target audience and your potential customers.” (Source)

2. Neil Patel

Neil Patel is the founder/co-founder of several online businesses, including KISSmetrics, Quick Sprout, Crazy Egg, and Hello Bar. He’s known for his influence as an entrepreneur, SEO expert, and online marketer.Neil has helped many world-renown companies achieve significant revenue growth. A few brands on his impressive client list include Amazon, NBC, GM, HP and Viacom.Entrepreneur Magazine has said that Neil created one of the 100 most brilliant companies in the world. Forbes said he’s one of the top ten online marketers, and the Wall Street Journal has called him a top influencer on the web.Neil was recognized as a top 100 entrepreneur under the age of 30 by President Obama and one of the top 100 entrepreneurs under the age of 35 by the United Nations. He has also been awarded Congressional Recognition from the United States House of Representatives.Founded: Where to Find Neil: Excellent Reads: Words to Remember:
“When we talk about SEO, Google comes to mind for most marketers … Most marketers don’t consider that the second most used search engine can also be a lucrative channel … Since all marketers go after Google, Bing has lower competition. And, it has a decent market share, at 21.3%, in the US (including Yahoo search that’s powered by Bing). Further, Yahoo-Bing network also has an exclusive audience in most verticals.” (Source)

3. Sagi Solomon

Sagi is the Head of SEO at InboundJunction. He’s respected as a tireless marketing enthusiast who’s never content with the status quo. Constantly looking for the latest SEO trends and tools, Sagi’s passion is formulating the most competitive search strategies possible. With a mix of technical prowess and creative vision, he has become a trusted problem-solver for his firm’s clients.Where to Find Sagi: Excellent Reads: Words to Remember:
“The speed of your website is one of the many factors that adds or subtracts to Google’s trust of your website. If your website is fast and error free, it’s less likely to cause any of Google’s searchers problems, therefore, making it more trustworthy and likely to appear in search results.” (Source)

4. Jordan Kasteler

A digital-marketing consultant specializing in SEO and social media, Jordan has been avidly involved in Internet marketing since 2001. He has a history of entrepreneurship, co-founding such companies as BlueGlass Interactive – an industry-leading agency in social-media marketing and SEO.Jordan’s experience includes serving as in-house SEO at Overstock.com, marketing strategy at PETA, and agency-level digital marketing. He’s a regular speaker at various Internet marketing conferences, and he authored A to Z: Social Media Marketing.Jordan is also a regular contributor to Huffington Post, Search Engine Land, Marketing Land, Search Engine People, Social Media Today, Addicted2Success, Lead Change Group, and others.Founded: Where to Find Jordan: Excellent Reads: Words to Remember:
“While your potential customers are less likely to be influenced by marketing campaigns, they’re incredibly receptive to content about your brand that comes from other users. In today’s world, your fans are likely to have more success selling your products than you.” (Source)

5. On Yavin

With more than 15 years of experience with online marketing and SEO, On founded Online Performance, a company specializing in SEO, ORM and PPC solutions. As the active CEO, On is always monitoring the recent happens in the SEO world to make sure his clients get the best results possible.On has a knack for enhancing SEO results with in-house technology tools his company developed to provide better results for his clients. As SEO develops, adding technology to the mix can amplify results and get a great competitive edge, he says.On also enjoy sharing digital marketing and SEO tips on Business 2 Community, SEMRush, Tech.co and others. Expect to see a whole lot from On in 2017!Founded: Where to Find Ann: Excellent Reads: Words to Remember:
“Experience shows that even today, there’s great importance to creating links for the purpose of web promotion. Any attempt to promote websites in categories that have medium to high competition without creating a hyperlink strategy is bound to fail. Even after many of Google’s algorithm updates, links have great significance when it comes to rankings.” (Source)

6. Matthew Capala

Former New York University professor Matthew Capala is an internet entrepreneur, founder, and sought-after international speaker. According to Matthew: “I believe that showing up is 80% of success. Why? Because in a world where 80% of customers search online before they buy, invisibility is a fate much worse than failure.”Matthew founded the boutique SEO agency Alphametic, which helps clients with SEO, website optimization, Google analytics, and paid search. His clients have included brands such as L’Oreal (and Makeup.com,) Shopkeep, Hoval, Quest Diagnostics, and others. He also the publisher of Search Decoder.Matthew’s work and ideas have been featured in the Chicago Tribune, Entrepreneur, Mashable, Digital Summit, Internet Summit, The Next Web, ePharma, Problogger and Huffington Post. He is also an international speaker and trainer. He’s given talks at Social Media Week, Internet Summit, and many others. Matthew wrote the award-winning international bestselling book SEO Like I’m 5, among others.Founded: Where to Find Matthew Excellent Reads: Words to Remember:
“If you don’t act on the technical audit and content strategies, you won’t see any improvement to your website’s online visibility. You need to get your hands dirty (either working solo or with an agency/consultant /developer/team). Put another way, it’s not enough to read about the history of the tree. You need get out there and pick the fruit!” (Source)

7. Matt Janaway

UK-based SEO expert Matt Janaway has over 16 years of successful digital-marketing and eCommerce experience. CEO of Marketing Labs, Matt uses the latest proven online-marketing techniques to consult high-end brands. His specialties include SEO, link building, PPC, content creation and management, blogging, meta data, and more.According to Matt on his Marketing Labs site: “There have been multiple studies which have found that SEO is the soundest long-term marketing strategy and can have a higher ROI than any other strategy. Our clients have seen a growth of over 1000% in 3 year periods.”Founded: Where to Find Matt: Excellent Reads: Words to Remember:
“Growth hacking is a term that’s thrown around a lot, and many people are confused by it. Growth hacking simply refers to doing anything you can do to grow your business. It differs from marketing in the sense that you use any means necessary. I’ll be telling you how you can ensure that your business sees substantial growth, fast!” (Source)

8. Matthew Barby

Award-winning digital marketing consultant Matthew Barby is the head of growth and SEO at HubSpot. Specializing in developing growth strategies for businesses of all sizes, he’s worked with Blue Chip companies and local businesses across a range of industries.Matthew is a regular columnist for a number of marketing publications – including Marketing Land, Moz, and Search Engine Journal. He’s also been featured in Forbes, Social Media Today, TechRadar, Entrepreneur.com, The Guardian, and many more.Also, with the Digital Marketing Institute, Matthew has been a speaker and lecturer. He’s lecturedacross the SEO and social-media Professional Diploma certified courses, including the creation of course material, mapping of the syllabus, and recording of video lecture content.Where to Find Matthew: Excellent Reads: Words to Remember:
“…It’s really easy to get disheartened during the early stages of your social media campaigns. Things are slow at the beginning and it can feel like you’re running in circles a lot of the time.The reality is that most social media campaigns won’t really deliver any real results until you’ve got a fair few months into them. Even then, depending on what niche you’re in, it can take much longer. The most important thing to remember is to keep focused.Have a strategy and stick to it – even if it feels like you’re going nowhere.” (Source)

9. Christine Churchill

With over 15 years’ experience in Online Marketing, Christine specializes in organic SEO consulting, web site audits, PPC management, content marketing, holistic online marketing, and keyword research.Christine is the president of KeyRelevance. The company offers results-oriented marketing programs for businesses of all sizes. Services include organic SEO and PPC management.Christine has written on SEO and SEM topics for Search Engine Watch, Search Engine Land, MarketPosition, SearchDay, Wilson Web, SitePoint, NetMechanic, and SearchEngineGuide. She’s also a regular speaker at Search Engine Strategies, Webmaster World Publishers Conference, Search Marketing Expo, and other Internet conferences.Also, Christine has taught many online marketing classes through the International Association of Webmasters, Search Engine Strategies Seminars, Search Marketing Expo Bootcamps, and the Direct Marketing Association.Where to Find Christine: Excellent Reads: Words to Remember:
“You are never done fine tuning your landing pages. As you put out new pages, learn what worked on earlier pages but continue to try new things too. In this competitive market, getting even another percentage better can make the difference between success and failure. Google Website Optimizer is a free tool that allows the webmaster to perform multivariate testing. Software that did this used to be very expensive. Google provides the tool without cost and has made it straightforward to use.” (Source)

10. Rae Hoffman

Rae has been an SEO specialist for over a decade. She’s the co-owner and CEO of PushFire, a full service digital marketing agency founded by industry veterans. The agency focuses on producing ROI for SEO, PPC, and online promotions.Rae is also the CEO of Sugarrae. The company publishes various websites across several topic areas that are monetized by advertising avenues such as CPM, affiliate marketing, contextual advertising, and others. She’s also the primary author of the often-controversial (but well-regarded) Sugarrae Internet marketing blog.Also, Rae is a frequent speaker at PubCon, Affiliate Summit, SMX, and other events. She’s also been a columnist for publications such as Search Engine Land, Amex’s Open Forum, and more.According to Rae, “I often refer to myself as a ‘White Collar Redneck’. I’m a serial entrepreneur, proud born and raised Jersey Girl, an Honorary Canadian, an avid fundraiser for the AHA and am known for calling things as I seem them and never being afraid to speak my mind.Founded: Where to Find Rae: Excellent Reads: Words to Remember:
“I’ve become obsessed with site speed over the last six months, systematically working through each of my sites to improve their speed. Supposed SEO benefits aside, the faster your site is, the better the user experience. And the better the user experience, the higher the conversion rate – sales, leads or newsletter subscribers; whatever a conversion for your site may be. And that’s a good thing for your business – no matter what type of business model you have.” (Source)

A Comparison of the 3 Most Popular All-In-One Online Marketing Tools

The three most popular online marketing tools generate a whopping 433, 500 searches every month.

There’s a reason for that.

These three particular tools also generate confusion as to what they are used for, the differences between them, and pricing. The three tools we’ll compare are MailChimp, which is mainly for email marketing, and all-in-one online marketing tools like GetResponse and HubSpot, which are used for many other functions, email marketing only being one of them.

What are all-in-one online marketing tools?

Let’s think about all the elements involved in online marketing. I like the way Curata depicts the areas:

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Now, you could use tools for each element, or you could use one tool to do everything from one dashboard.

Perhaps you’re even nodding your head as you think of the stack of Excel spreadsheets you’ve been using to try and keep tabs on all your initiatives. Tracking is a nightmare, and trying to keep up with your email plan is just about hopeless.

And then…how do you get a collective picture of how it all ties together, and whether it’s working or not? And the bigger your business gets, the harder it becomes to manage all your online marketing workflows…

Online marketing tools streamline, automate, and measure marketing tasks and workflows so that businesses can increase operational efficiency and grow revenue faster.

The most common functions of all-in-one marketing solutions include:

  • Email marketing
  • Lead management
  • Web forms
  • Website management
  • Drag and drop landing page builder
  • Content management and marketing
  • A/B Testing
  • Search engine optimization guidance
  • Workflow automation
  • Analytics

 

Marketing automation, which is what all-in-one online marketing software does, connects all the touchpoints of various activities.

With marketing automation, you can personalize the customer’s journey and segment behaviors, interests, and demographic details.

It ties all workflows together, to give you one complete picture.

The difference between Mailchimp, GetResponse and HubSpot

Now, all three platforms – GetResponse, HubSpot and MailChimp – offer a complete email marketing and autoresponder platform, but only GetResponse and HubSpot offer not only email marketing, but also other marketing automation for small businesses.

MailChimp can by no means be called an “all-in-one” online marketing tool, but I’ve included the service in this post for the sake of clarity; mainly to show the difference between an email marketing software platform and an all-in-one online marketing tool which includes email marketing as one element in the overall bundle.

This post details the differences between all three platforms, and you’ll be able to see how they compare in terms of pricing and offering.

Why online marketing tools?

Why is there so much interest in these tools, and what makes them so powerful for small businesses?

Well, there are four aspects to this:

  1. Marketing may not be your core service or product offering, so you wouldn’t want to spend enormous amounts of time on it. These tools help streamline your processes to give you more time.
  2. The tools act as somewhat of an online marketing guide, which makes learning about this business area a lot easier.
  3. They help make you more productive and effective because you can manage all, or most of your activities from the same platform.
  4. They help you target prospects better and improve your customer’s journey.
  5. Paying for one tool instead of many to do different tasks, can end up saving you a substantial amount of money.

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Image Credit: EmailMonday

#1: GetResponse

GetResponse first started out as an email marketing software provider, and today, they offer an all-in-one online marketing tool that features just about everything a small business needs for marketing in the virtual sphere. It can no longer be viewed as just email marketing software, because it offers a complete solution.

GetResponse offers a comprehensive email marketing campaign platform that you can use to plan workflow automation and email campaigns. On top of that, you can create landing pages and call-to-action forms with ease. The new features include tracking visitors in real-time to maximize profit and traffic, as well as cart abandonment recovery features.

GetResponse is the only all-in-one online marketing tool that includes webinars in their offerings, and it’s also known as the world’s easiest email marketing platform.

With a starting price of $49 per month for the marketing automation service, which also includes an email marketing platform, it’s the ideal place for small businesses who plan to grow. If you want all the features, the most popular plan is only $49 per month, compared to HubSpot’s which starts at $200 per month.

Getresponse

Automation packages offered by GetResponse

#2: HubSpot

Hubspot

HubSpot is a sophisticated all-in-one online marketing tool that features inbound marketing benefits.

HubSpot allows you to create your own landing pages and call-to-action forms, and it guides you with on-page SEO. HubSpot is also a content management system so it’s easy to update your website content and optimize it for search engines.

At an extra cost, you can even add the CRM and Sales functions.

HubSpot is mostly used by small to medium businesses.

HubSpot’s plans start at $200 per month, and their most expensive option will set you back $2400 per month.

#3: Mailchimp

Mailchimp

MailChimp is only an email marketing platform, not an all-in-one tool. Depending on the package you choose, it allows you to create, automate, manage and measure email campaigns.

It doesn’t boast the features that GetResponse or HubSpot has of course, but it is an excellent option for entrepreneurs just venturing out into online marketing, or who have a very tight budget.

MailChimp is one of the biggest players in the realm of email marketing with a huge database of active users. While it incorporates some automation elements, these are mostly for email marketing campaigns that do not extend beyond or apply to other verticals.

Functions comparison

Hubspot

GetResponse

Mailchimp

Email marketing

Yes

Yes

Yes

Email templates

Yes

Yes

Yes

Email workflows

Yes

Yes

Yes

Marketing campaign workflows

Yes

Yes

No

Website management

Yes

No

No

Build landing pages

Yes

Yes

No

Build webpages

Yes

No

No

On-page SEO

Yes

No

No

Automation

Yes

Yes

Yes

Landing pages

Yes

Yes

No

Analytics

Yes

Yes

Yes

Social media management

Yes

No

No

Blogging blueprints

Yes

No

No

Blogging SEO

Yes

No

No

Content management

Yes

No

No

Call to action forms

Yes

Yes

Yes

Webinars

No

Yes

No

Shopping carts integration

No

Yes

Yes

Website tracking

Yes

Yes

No

Email marketing & automation

All three online marketing tools have the same email marketing and automation capabilities. Mailchimp only offers this service, whereas GetResponse and HubSpot offer additional features.

Landing pages

Both HubSpot and GetResponse offer landing page builders. MailChimp does not have this feature.

Analytics & website tracking

All three platforms offer analytics according to their service offerings, but only HubSpot and GetResponse offer website tracking.

Shopping cart integration

Only GetResponse and MailChimp offer shopping cart integration.

Webinars

Webinars are offered exclusively on the GetResponse platform.

Conclusion

When you first either take your business online, or you’re venturing into online marketing, Mailchimp is the most affordable entry-level email marketing tool. GetResponse’s email marketing plans are cheaper than MailChimp if you have decent amount of subscribers. Also, MailChimp only centers around email marketing and is not an all-in-one online marketing tool like GetResponse and HubSpot.

If your business is at a place where you can afford it, it’s obvious that Hubspot offers more all-in-one online marketing tools and automation, but also comes at a hefty price that not all smaller business can afford.

For almost all the same functionality as HubSpot offers, GetResponse gives you at a fraction of the cost, which makes GetResponse my choice of all-in-one online marketing tools for small businesses.