Psychological Triggers That Will Help You Sell More Online (Part 1)

The human brain is incredibly complex. It not only guides you through daily tasks and conversations, but also creates emotions such as love, fear, anger, and passion. Your brain has so many decisions to process and wants to do so as quickly as possible, which is why it uses mechanisms to make quick decisions—shortcuts, so to speak. That’s why it’s important to understand the psychological triggers that can help you sell more online.

These are psychological triggers your business can use to drive desired actions—namely, conversions—among your target audience. We’ve compiled 24 psychological triggers, divided into two articles, to help you sell more products online at a time when everyone is competing for attention. This time, we’ll cover 12, and we’ll explore the remaining 12 in the next installment.

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#1. Offer something for free

Who doesn’t love free stuff? If you were presented with similar products that delivered the same results, and one was inexpensive while the other offered a 30-day free trial, which do you think you would choose? Offering something for free is the kind of incentive that can make the unknown seem less intimidating. It effectively lowers the mental and physical barriers to trying something new.

#2. Use novelty

People are willing to pay for new and improved versions. In fact, it’s more than willingness—they want to! The neurotransmitter dopamine is released in our brains when we try new things, giving us a sense of pleasure. That’s why people love updates, improvements, new features, and innovations. You don’t have to add a new product to your lineup to use novelty as a psychological trigger that helps you sell more; simply add a new feature or change how something works—but don’t forget to tell your customers about it!

#3. Leverage customer reviews

Customer reviews show shoppers viewing your marketing content that they aren’t the only ones interested in it—someone else has used it and achieved great results! 93% of customers read online reviews before purchasing a product, and approximately 49% of consumers say they trust online reviews as much as personal recommendations. 

So, it’s safe to say that customers are becoming more thoughtful about their purchases and prioritizing other people’s assessments of the shopping experience. You can display customer feedback almost anywhere: on your website, on social media profiles, or even in email campaigns or data sheets. The possibilities for using positive feedback to increase trust in your brand or products are endless.

#4. Add a “most popular” pricing option

It makes perfect sense to recommend a pricing option to a visitor because, after all, if they can’t decide, they won’t buy. This doesn’t mean you need to recommend the entry-level package. Encourage them to purchase the mid-tier or largest package. There’s a balance between not pushing them beyond their limits and encouraging them to take the next step.

When used wisely, colors can guide visitors toward the actions you want them to take on your website. For example, use red to create a sense of urgency. 

#5. Use curiosity

People are so inherently curious that once they get a little information that sparks their interest, they can’t help but want more. So give them an itch they can’t resist scratching: start a story, but don’t finish it. Let their curiosity get the better of them so they move in the direction you want—a sale!

Discovering the product for themselves is a powerful experience for customers because solving the mystery on their own has a more lasting effect on the mind. That’s why free trials are a good way to start. You have enough confidence to give users the support they need, but ultimately, the product will speak for itself.

#6. Add a sense of urgency/scarcity

People love being the first or only ones to get something. Selfishly and subconsciously, we love getting ahead of our peers. So, if you can position something in a way that implies only a limited number of people will have access to it, you’ll sell more. Limited-time offers increase that sense of urgency. Combined with discounts and free shipping, they’ll boost sales immediately.

You can create a sense of urgency with your discounts. Display limited-time offers and the additional savings available through bundles at checkout. This will help convert anyone who is undecided or choosing between you and one of your competitors.

#7. Use “special offers”

Nothing drives conversions like a great offer! With a special offer, you don’t give up as much as you would with a free trial, and you get the most out of consumer psychology in e-commerce.

#8. Use powerful images to create emotion

The images you use are extremely important. Whenever possible, avoid generic stock images. A powerful image will generate an emotional response from viewers, helping people connect with your product or service and making them more likely to remember their visit to your site.

Choose images that make your customers feel happy because, after all, happiness is what they want. An image of a happy person or customer will hit the mark and help you sell more because it inspires happiness.

#9. Find a common enemy

We define enemies to help us understand the world and negative outcomes. What common enemy is preventing your customer from getting the results they want? Your customer’s “enemy” can be anything: a product, a concept, or a company! Find common ground with your prospects by rallying against a negative outcome. This will support your online marketing strategies

#10. Use influencers

Use people your audience trusts to sell more. Your customers see someone they trust and think, “If this person says it’s good, it must be!” These people have a lot of influence and can use it by working with you as speakers, promoting you through social media, sharing a code or trial with their audience, or sharing a link that directs people back to you.

#11. Use storytelling

Stories are an excellent way to activate your customers’ brains and help you sell more. Why? Because stories trigger emotions, and 95% of our cognition occurs in our subconscious—the part of our brain that forms emotional connections. 

Stories creatively use words, images, and sounds that, when done well, help you stand out from all the noise. A well-told story helps people experience things they haven’t even lived through by activating areas of their brains associated with sight, sound, taste, and movement. A good story can increase people’s perception of your credibility. Connect people with your product through a compelling story.

#12. Use numbers and statistics to build credibility

Sharing highly specific claims makes you appear more credible. Concrete numbers overcome natural skepticism.

To be continued…

For now, we’ll stop at these 12. Don’t miss the next article featuring the other 12 psychological triggers that will help your business increase online sales.