Everyone knows that psychology is a massive part of marketing and sales, whether it’s as subtle as the friendly welcome at the door, or as overt as a stereotypically used car salesman. The classic textbooks on sales psychology came out in the 80s well before eCommerce became the sophisticated and dominant selling tool it is today. So let’s update things and apply some marketing psychology wisdom to eCommerce.
Make your Magento business credible. As Magento eCommerce developers we know that if a customer is going to invest in a product or service, they probably want to be reassured of its quality in the marketplace. eCommerce sellers do well to introduce expert reviews, notable endorsements and authoritative information to demonstrate their business credibility.
Use the idea of scarcity as another incentive. If you suggest there are only limited numbers available, your eCommerce customers know they don’t have the luxury of shopping around or thinking too long about their purchase. Try limited edition products, and include Magento site features such as an inventory count to create some urgency.
Give something back
You can generate extra sales by showing your eCommerce customers you care. Answer their questions engagingly, provide free, high-quality information, and maybe even throw in some loyalty rewards. Research tells us many shoppers are more likely to buy from a business that gives them something in return.
The law of attraction
It stands to reason that in real life a salesperson will encourage more purchases if they’re well-dressed, cheerful, full of compliments and represent brand customers recognise and trust. Create that in the eCommerce world with ads that help make you a household name, combined with well-designed Magento interfaces and great customer experience.
Encourage public shows of loyalty
People like to come across as consistent in their online profile. So if you can encourage buyers to share their purchase online, you’ll have cultivated a sense in which they need to stick to that image and continue purchasing from you. Likes and shares are a good example, but you could, for instance, incentivise personal referrals to give back something in return.
Those are just some of the strategies eCommerce sellers can use, putting traditional marketing psychology to use online. Finally, always remember that being genuine and actually offering great value for money is always more persuasive and successful in the long run than pretending to.