A psychology guide to get more customers to buy from you:
1. Label your customers.
- People want to feel part of a group.
- Speak specifically to the type of customer you want to attract.
Labelling allows your ideal customer to feel like you serve exactly what they need.
2. Play devil's advocate.
- Speak about what your product can't do vs what it can do.
- Makes you come across as more transparent and trustworthy.
This shows confidence and knowledge in your product and that you are not trying to mislead customers.
3. Use the loss-aversion bias.
People are more likely to take action when there is something to lose over something to be gained.
- Reframe wins as losses
- Mention the knock-on effects of not
- Explain the opportunities that would be missed if they don't buy
4. Play hard to get
People desire more what they can't have.
- Make your product seem like an enticing challenge.
- It makes the reward sweeter when...
1. A common enemy attracts customers
Unite against a bad guy to attract more customers.
- Identify a common problem.
- Make the problem sinister.
- Show customers your plan to beat the problem.
The bigger the problem, the more customers you'll attract.
2. People buy the whole experience.
- People don't buy into logos.
- People don't buy into colour palettes, or fonts.
- People buy into the whole experience.
Every detail counts towards building a brand.
3. The money is in the feelings.
- People don't remember what you say.
- They barely remember what you do.
- People remember how you make them feel.
A good feeling will always lead to more sales
4. People buy from people.
We don't buy from Disney, we buy into the characters behind the brand.
- Build a personal brand.
- Connect personally with your customers
- Build trust and the sales will come.
The future of business is personal.
1. Give your customers a voice.
We all want to be heard. Smart businesses serve customers who's needs aren't met.
- Uber. Customers that wanted a simpler way to get a taxi.
- Airbnb. Customers looking to make extra money from having a spare room
2. Use the "Gruen Transfer" technique to increase customers desire to buy.
Do this by leveraging:
- Vivid imagery upon entering.
- Immense benefits and value to customer
- Bright colours
All in attempt to overwhelm your customer, causing spikes in dopamine that raise the desire to buy.
Example: IKEA stores
3. Communicate in pictures.
Understand that the human brain thinks in pictures
If I say "Purple Lion"... you don't think of the words. You see a Purple lion.
When trying to persuade, put what you're trying to communicate into images for better conversions.
4. Create a brand identity that reflects your customers identity.
Your customers want to see a...
Branding is a key business skill. Learning it will make you millions.
Here are 7 branding tips that influence customers, win hearts, and make you extremely profitable:
Tip #1: Focus on first and last impression.
People are more likely to remember the first and last thing you say. Anything in between is often forgotten. Here's how you apply it:
- Lead with strong opening titles.
- Start and end sentences with the most important information.
Tip #2: Focus Internally First.
This means focusing on:
- Building your Team
- Creating a thriving work Culture
- Having Standard Operating Procedures in place
A happy team creates happy customers.
Tip #3: “People don't want to buy a quarter-inch drill, they want a quarter-inch hole.”
– Theodore Levitt.
The lesson here is that people don't want your product, they want the result of your product.
Tip #4. Create your brand identity around a lifestyle
It might look like brands like Nike sell to everyone....
Here are my top lessons from working with an 8 figure startup part 2:
1. Starting your own business exposes all your flaws.
Growing your business requires self awareness:
- Drop your ego.
- Acknowledge where you're wrong.
- Become better to grow personally and profitably.
2. Unstoppable businesses have a vision, plan and discipline.
- Know your destination.
- Show other's the map.
- Put in the work to get there.
3. Always test your startup idea, use these three questions:
- What is valuable?
- What can I do better or different?
- What is nobody else doing?
4. The two most important things when creating a new product/service are:
- Customer Pain
- Customer priority
Most startups are great at solving existing problems. What they fail to address is whether those problems are a priority for the customer.
5. Great businesses don't exist without understanding psychology.
Study these principles to 10x...
If I were to start over, grow a 170,000 audience, and work with thousands of customers. This is what I would do:
- Identify the key problem I solve
- Identify who struggles with this problem
- Build profiles for different categories of people
- Rank each category
- Define who struggles most
- Conduct a survey to validate high value targets
1. Public Speakers
4. Finance Advisors
7. Marketing Experts
8. Software engineers
9. Sales experts
Your Network is your Net Worth.
This will help me document every successful operation inside the business to continue generating results:
- Get a project management software
- Map out what tasks need to be done
- Define clear steps
- Assign who needs to do it
- Set deadlines
To do this I'd need to:
- Have a stance.
When people see a high-priced item, they automatically assume it’s of a higher quality and more valuable than something that’s cheap.
Example: Starbucks charged more for what used to be cheap and dressed it in a premium customer experience, with nice tables, good music, and friendly baristas.
The psychological pain of losing is twice as powerful as the pleasure of gaining something.
FOMO gets customers into the store and makes them feel like they’re part of something exclusive and special.
Example: Seasonal drinks that happen only at Christmas
Remove as much friction in your customer journey as possible. Make it so easy to interact, buy, and gain access to your product.
Example: Their app removes two of the biggest pains from getting coffee, waiting to pay and waiting to...
Niching allows you to avoid competing against huge players that already dominate the space
Appeal to a smaller focused market segment
Consider how you can make your product or service more bespoke
Don't compete, infiltrate new opportunities
Positioning is how your brand is perceived in your customers mind.
What makes your product or service different?
What makes the experience different?
What is different about how tou make customers feel?
Expensive brands give their brand meaning. Often in the form of emotional value, or expressing a buyers status/role in society.
Connect your brand to an idea/even a cause that means a lot to you
It should feel like a gift to even get the opportunity to buy your product. Expensive brands limit what they have to offer.
Limit quantity to increase perceived value
Limit who you serve to create loyal fans
Limit when you sell an item...
Many new businesses try to get in front of too many people...
This is a mistake
A message that speaks to everyone has your audience looking like:
Define ONE person and address them in your marketing message >>>
Prompts to define your ONE ideal customer:
One message that resonates with 1,000 customers is more effective than a thousand different messages that reach none.
1 Start with one customer
2 Know what their life looks like
3 Know what they aspire to achieve
4 Position your product as a bridge. By using marketing yo communicate your brand takes your customer from current...
This has guaranteed me an average of 87% closing ratio!
9 out of every 10 deals is mine
Many people start their conversations with a
'Hey, what's up, this my offer'
Other people start their conversations talking about the weather...
Unless you are selling them an umbrella... save that one for later!
Both of these ways will lead to a 'No, thank you'.
Your prospect cares about unique treatment & understanding, not generic scripts & salesy techniques...
'Jamesss, did you catch the football game yesterday? - Man, I told you we were gonna win'.
'Elle, before we dive in, that post you made yesterday... WOW! - It was amazing!