Sales support is a fundamental challenge for any business. Most entrepreneurs wonder every day how to effectively increase sales. However, even with the best product or service, it may happen that your offer does not meet the desired response. Why? Because people aren't rational. Therefore, if you are constantly figuring out how to increase your sales, you are working hard at it but seeing little or no effect, you may not understand human behavior. Don't you think it's high time to change that? Bet on sales support.
In cases of many marketing campaigns, the dominant belief is that the client, as a "homo economicus", seeks to maximize profits, and makes choices by calculating outlays and effects. While marketing on this basis could have been effective in the past, today the erroneous assumption that purchasing decisions are always based on rational consideration of offers can even lead to the failure of entire marketing campaigns. So how to increase sales, knowing that even if product A is cheaper than product B, product A does not have to sell better? Emotional and subconscious decisions play a much greater role than previously thought. Behavioral economics proves that logic is a myth. And since it is known that a potential customer does not fully analyze all offers, you need to convince him that yours is the best.
How to support sales - examples
A DNA study involving 1,056 people out of 52 populations found that people are the same at 99.9%. Every human brain has the same "system" that is responsible for our thoughts and emotions. Successful sales people take into account universal human behavior when they ask themselves how to increase their sales. They know them well enough that they use the right words every time to convince their recipients to act in a certain way.
For starters, learn about 5 common human inclinations and use this knowledge the next time you wonder how to increase sales.
How to support sales - examples
A DNA study involving 1,056 people out of 52 populations found that people are the same at 99.9%. Every human brain has the same "system" that is responsible for our thoughts and emotions. Successful sales people take into account universal human behavior when they ask themselves how to increase their sales. They know them well enough that they use the right words every time to convince their recipients to act in a certain way.
For starters, learn about 5 common human inclinations and use this knowledge the next time you wonder how to increase sales.
Sales support is a fundamental challenge for any business.
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Sales support based on fear of loss
Daniel Kahneman, psychologist and economist, 2002 Nobel laureate, in the book The traps of thinking. About fast and slow thinking ensures thatwe usually fear loss twice as much as we enjoy success. This means that people are more likely to stick to existing solutions than risk losing what they have. This does not bode well for new businesses, products or services. So what can you do and how to design a sales support? Consider offering free trials to reduce the risk of working with you. When people start introducing your solution into their lives, the reluctance to lose the benefits they gained from it will work in your favor. It will be a loss to stop using your solution, so people will pay to continue using it. The same principle is used for money back guarantees in case of lack of satisfaction or results.
Sales support based on human inquisitivebone
Curiosity is what sets us apart from other genres. Psychologists have theorized that this is something that has endowed us with evolution to push the human race forward and ensure its survival. From a marketing standpoint, this is also the reason why clickbaits work so well. According to researchers curiosity creates an information gap. Whenever we see a gap between what we know and what we want to know, we try to close it. It's stronger than us. Of course, click bait alone is not a solution on how to increase sales. However, you can successfully apply this tip in certain areas of social media. You can learn about acquiring customers by analyzing target groups on our website.
How to increase sales considering human vanity?
In a book that is a timeless classic - How to Win Friends and Win People - Dale Carnegie wrote: “You can make more friends in two months by being interested in other people than in two years by trying to interest others in yourself". This only confirms the validity of the arguments of the ancient philosophers. Even Plato and Socrates believed that people are always driven by their own interests. In marketing, one of the most widespread advertising stereotypes is the slogan "We are the best". You get the impression that companies can't stop talking about themselves and how good they are. Meanwhile, it is the excessive use of the word "we" instead of "you" that is the most common problem. So if you really think about sales support, check if your company does not boast too much about its own achievements and "CV", forgetting that people are primarily only interested in themselves. Try to understand the needs of your recipients and convince them to your products or services based on their needs, not yours.
Can sales support be based on people's beliefs?
In psychology, this has been called the confirmation effect or the confirmation error. People search for, interpret, and recall information in a way that confirms their previous beliefs or hypotheses. The more they identify with them, the deeper they will be. Not surprisingly, most debates about religion, race, and politics tend to end in arguments. How to increase sales by taking advantage of this human tendency? Agree with the customer's conviction. Here is an example. The message "Your hair is terrible, our product will tame it" replace it with a sales message "Your hair has potential, bring out its beauty with our product". If you want to sell something to someone, the last thing you should do is go against their beliefs. Everyone wants beautiful hair and believes there is a way to achieve it. Thanks to you, maybe he will find the effective one.
Instant gratification always sells. How to improve sales support knowing this principle? For example design the sales process to make shopping incredibly easy. In addition, you can limit the choice we offer to customers. How to increase sales by narrowing down the selection sounds illogical at first? This is explained by Barry Schwartz's "choice paradox" theory. The experiment showed 24 different varieties of a particular jam. Only six varieties of jam were displayed on the second table. Ten times as many people have bought the latter. Because whether you're selling jams, construction machinery, or mortgages, you can make it easier for potential customers to make decisions. Instead of overwhelming people by giving them 100 options to choose from, narrow them down to three. Better yet - think for them, proposing an individual solution based on their specific needs and situation. It will be much easier for them to make a purchase.
The awareness that the client makes choices somewhat irrational. It does not make a meticulous calculation of inputs and outputs. Behavioral economics can make this irrationality more predictable. - explains Bartosz Zieliński, Commplace Managing Director. As they show Commplace experience and feedback Understanding how small changes to the details of an offer can affect the way people respond to it is often critical and is an important clue to how to increase sales. - adds an expert from Commplace.
Do you need help in acquiring new customers? Bet on sales support. Contact us in a convenient way for you! We will be happy to help you!