Hey guys in this article I’m going to be giving you 10 ideas to make people buy your products not other competitors products, knowing about sale psychology is like having a secret weapon and I have found that the most online sellers (dropshippers) completely neglect this, I find a lot of them like to focus on numbers and technical things like the best Facebook ad bidding strategies while completely neglecting why people choose to click on ads in the first place, so in this post I’m going to be giving you 10 ideas to making people buy the products that you can use today, and I will give you actionable strategies as how you can implement these in your own online store for example if you have a Shopify or an eBay drop shipping store or if you have an Amazon business and selling on there so let’s do this, let’s give you guys a secret weapon an edge over your competitors.
Idea #1 Make people buy your products by giving them something for free
Obviously giving a customer a 20% off discount coupon encourages to buy more from you because they’re now getting items at a discounted price but that’s not the only reason why! When we give a customer freebie like a coupon especially if they weren’t expecting it and it felt like personal gift, we trigger the social norm of reciprocity, this norm is simple when someone does something nice for us we fee a strong obligation to return the favor, if you move to a new house and a neighbor came over to bring you cookies as welcome gift you would feel obligated to bacon in something in return, this sense of obligation is very powerful, in 1976 sociologist PT did an experiment he mailed at Hen Rush a Christmas card, it contained a photo of him and his family to 600 random strangers despite not knowing him almost 200 strangers sent him a card back, the norm of reciprocity is one of the key tenants of marketing in advertising. Think about those products that they let you try them for free at home, “Hey try a mattress for free a 100 day” but what happens is that when the 100 days is up
the customer know feels indecent to the company letting them have the mattress, they don’t want to inconvenience the company, so a lot of people even if they don’t want to keep the mattress will keep it anyway, so how can you implement this? Well if you’re running your own dropshipping store a really great way to do it is to add personalized coupons to your store…
For example this coupon pop-up boxes you may have seen that give you a random discount, these are a great sample of this, not only do they feel more personal since the customer gets your own exclusive discount, but because they are engaged with your site and had a fun experience they now feel indecent to you and if you’re selling on Amazon customers almost never expect to receive anything with their order so a really great idea is to include a note and a discount coupon inside the product packaging, this is the first secret to make people buy your products mot others one.
Idea #2 Create envy with Customer Reviews
The second secret guys to make people buy your products is; Let me ask a question, why do you think it’s a good idea to encourage customers to leave reviews for items that they’ve purchased? Well, the obvious answer is that it provides proof for potential customers they see that other customers have liked and so now they trust you more, however, that’s the obvious answer, the other side to customer reviews is that it creates envy in your prospective customers. Have you ever heard the phrase “keeping up the Joneses”, it refers to the idea that if we see our neighbors buy a car which is bigger than ours then it makes us feel jealous, envious and makes us want to buy a car to match if not beat them and so that’s what positive product reviews do, we see that other people are benefiting and enjoying this product and we want to get the same benefit in our lives, so if you have a Shopify store app then a great way to do this is to add to your store like stamps do that automatically sends the customers an email asking them to leave a review and if someone on Amazon in it’s also crucial that you try to get as many customer reviews as you can and so you also want to be using an app like Jump Send which will automatically email the customer after the sale asking them to leave review.
Idea #3 Use curiosity to drive traffic and engagement
If you like the second secret let’s move to the third idea that can help you to make people buy your products; Curiosity can be used to drive direct sales but more often than that not it’s used by marketers and advertisers to drive clicks to websites and products or to increase engagement, I’ve heard curiosity be described as a niche that you need to scratch, once we become curious we had driven to find an answer to it, so how can you create curiosity? In 2009 Colin Camerer conducted an experiment; he took 19 undergrad students and hooked them up to a brain scanner and then asked them 40 trivia questions, they ranged from super easy, “what galaxy is earth apart of” the answer, of course, being the Milky Way to more obscure ; “what instrument was invented to sound like a human singing?”, the answer being Violin, the students were asked to do three things, 1 think silently about what they thought the answer, 2 the question was to write down how confident they were in the answer, 3 marks on a scale of how curious they were to know the answer to the question, ultimately the study found that curiosity is like U-shaped curve, when we know nothing about something we are not very curious, when we know a little bit about something we become very curious, but the more we know beyond that, the less curious we become. So how can you implement this to make people buy your products! The spend to win discount coupon pop-up boxes are another great example of this, the customer knows a little bit they know that can win a potential discount if they play the game but they don’t know what they will win, this curiosity drives them to take action and sign up, so that they can find out the answer.
Curiosity has been used by a lot of drop shippers to sell for example Avocado Slicer, check the video ad on youtube, it creates curiosity by showing as the strange-looking tool of the start and telling us that it will help us sliced avocados better, but not showing us how! It makes us want to see it in action because it looks so odd, it’s hard to figure out how it works just by looking at it and if you’re selling on Amazon then great way to add curiosity into your strategy is to be creative with the email titles that you use for the emails that you seemed out asking customers to leave a review, female titles that will pique curiosity, so normally people will send that email titles like how are you enjoying your avocado slicer? well instead try email titles like I have a favor that I would like to ask you, titles like that piqued curiosity, the thinks oh what favor do they want from me and so, it drives them to open up the email so that they can find the answer to that question.
Idea #4 Use photos to help customers visualize
When you’re selling items online with your drop shipping store and your own Shopify store whether you’re selling on Amazon it doesn’t matter, photos are the most important part of your product listing. Amazon has tested this and photos are the number one conversion factor as to whether a customer buy your product or not, and therefore do is include a photo in your product listing that shows the product being used in a real-life context because this helps the customer visualize themselves actually using it and customers can visualize themselves actually using a product then they are far more likely to buy it, last two days I talked about an Amazon product listing that had very bad photos, they only had photos of the product against a white background, it had included a photo like
this sharing a dog eating one of the dogs treats, they would make the listing a lot more engaging and if you drop shipping from Aliexpress then don’t just include the basic photos of a product against a white backdrop, instead look for photos that the supplier has provided showing it in a real-life context and if the supplier doesn’t have these, consider buying a test product and taking your own photos.
Idea #5 Use photos to create emotions in customers
Honest truth when most people try to sell things online they take a very dry approach to marketing, they say “Hey I have this ever avocado slicer, look it’s made from food-safe plastic, and it cuts avocado and looks it takes out the avocado pepper and it creates every pod or cubes by my avocado slicer” no, you know what works so much better approaching it from this angle “Hey do you love avocado but you find cubing them to be missy an annoying, well guess what this tool fixes the problem” this is so much more effective for multiple reasons but one of the reasons is that it triggers emotions in the customer. Emotions are integral to decision making.
Professor Antonio Damasio conducted a study; He took a group of people who where mentally impaired at feeling and experiencing emotions but who could still access the rational logical parts of their Brain, he discovered that they struggled to make simple decisions like what to eat for dinner because they lacked any sense of how they fit about their different options, in other words, a lack of emotion leads to indifference and indifference leads to a lack of motivation, so yes words can create emotions but photos are some of the most effective ways to do that, before it became massively saturated a lot of people has success dropshipping this ring because of this photo:
the owl express supplier provided, they slept this photo on relevant Instagram influencer pages and it sold like crazy and it doesn’t take a genius to figure out why? When you look at this photo it really feels like you’re there at the ocean at sunset and on Amazon, it’s the same deal, a lot of listings for two-person hammocks a which is dominated by private label sellers have informative yet and emotional photos:
this a wasted opportunity it’s a great idea to include a photo like this in your listing, this photo not only helps people visualize themselves in the hammock but it also evokes feelings of romance as well and of course opportunities to canoodle are a big reason why people buy two-person hammocks. I can say that photos are a big secret to make people buy your products if you have an online business.
Idea #6 Use price anchoring to push prices higher
In phase 1 of the study, customers had two choices a standard beer for $1.90 and a premium beer for $2.50 so around 80% of people choose the more expensive beer, in phase 2 of the study, customers were given third choices a cheap beer for $1.60 nobody bought the cheap beer but now 80% of people are choosing the $1.80 standard beer instead, in phase 3 of the study the cheaper beer was removed and replaced with an expensive $3.40 beer the result was that people went back to buying the premium $2.50 beer a small number would buy the $1.80 beer and 10% opted for the expensive $3.40 beer and they made more money overall. Basically price anchoring is when you place multiple products side by side and it’s usually most effective if you’ve got at least three pricing tiers, most people will choose the middle option, it looks cheap compared to the expensive option but they assume that it’s higher quality than the cheaper option, of course the study also shows us that there are some people out there will always choose the premium product, I know that I myself and one those people that falls victim to the idea that the premium product must be the best one, so how can you action us, well if you’re running your own dropshipping store then make sure that you don’t have all your prices seat to be the same price, don’t have every item in your store be $9.95 and if you selling on Amazon often the safest pricing strategy to follow is to price your items somewhere in the middle of your competitors, don’t be the cheapest option but don’t be the most expensive.
Idea #7 Include product pictures with human faces
It probably doesn’t surprise you but humans are drawn to other humans faces and in particular that drawn to eyes which why the result of these tests that I’m about to show you do not surprise me; Medalia ART, a web site that sells artwork, did a test, they used to show photos of their paintings for sale on the homepage, they then swapped those pictures to show profile pictures of the artists instead, the click-through-rate jumped by 95%, so this is a god reason to add at least one product image to your product gallery that contains a human face because people are more likely to click and engage with that photo and you want this because the more a potential customer engages with your site the more likely they are to buy your product but it doesn’t just end there because I know a lot of my subscribers here at Meshrange a new sellers and they don’t have a big audience or following their store yet and it’s actually you guys that benefit the most from this hack because you get an additional benefit outside of just higher engagement on your site.
Another study was conducted where photos containing faces were placed on commerce stores to see if they would increase trust, or decrease trust, it was found that if the potential customer did not trust the store that showing photos of faces helped build trust, however if the customer already had trust built in the store, then photos of faces did not improve this, building trust with potential customers if one the challenges that new sellers and stores face and so you should take advantage of this hack to create free easy trust, so if you drop shipping from Aliexpress and your suppliers doesn’t have photos like this didn’t consider purchasing a test product and taking your own and if you are selling products on Amazon the chances you’re getting a professional photographer to take photos of your product anyway so just make sure that they take at least one photo that contains a human face.
Idea #8 Pain is more motivating than pleasure
Of course, when most people try and sell a product online they simply list the different features that a product has which of course is a big mistake, you should be of course explaining how this product benefits and improves someone’s life but what’s better focusing! Focusing on how a product adds some pleasure into someone’s life or focusing on how a product solves a problem? It’s been studied and found that usually people are motivated more by avoiding short-term pain, at the expense of both short-term and long-term pleasure, that why everyone procrastinates so much, our aversion to pain is very real and very strong, pain is the biggest motivator but we still chase after pleasure and that is still a strong motivator.
Idea #9 Common enemy
Here is a quick tip if you’re struggling to create an interesting product ad or an interesting product description in, an easy way to make it more interesting is to create a common enemy, this a pretty common and effective marketing tactic probably the most famous example is Apple who for years ran an advertising campaign that drew a sharp distinction between Mac and pc users, essentially creating an us-versus-them attitude amongst its users, Apple no longer uses these marketing tactics but it was extremely effective, I remember I had some friends who were in history class at school when they were learning about the different world wars and a teacher asked them a question what would you do to unite the whole world together and stop everyone from fighting amongst themselves and my friend said “alien invasion” no the teacher was not impressed with this answer but I actually thought is said it was genius because it’s exact idea, despite all of our enormous differences if aliens were to invade we would all suddenly have a much worse common enemy which could, in theory, unite us all together under one common goal to defeat them, regardless though of whether or not you think that would work common enemies definitely work when it comes to marketing, so how can you implement this? Well
let’s say that you were selling these dog treats made from all natural ingredient maybe your drop shipping these reusable shopping bags that fold into the shape of a fish
then guess what your common enemy would be; plastic shopping bags.
Idea #10 Phrase your price as low
The last secret to convincing people to buy from you is; Why you think that free just pay shipping promotions to work? The answer of course that there are many reasons and one of them is that you get to take advantage of possibly the most powerful word in marketing and that is the word “free” but there is another word in there that you may have not considered and that is the word just, ” the item is free just pay $9.99 for shipping”.
Carnegie Mellon University researchers did a study; they took a free overnight DVD TRIAL that had a $5 shipping charge, they changed the way it was phrased from “a $5 fee” to ” A small $5 fee” and guess what conversions increased by 20%!
So if you were phrasing your offer as this item is free, shipping is $9,99 that would be far less effective than saying this item is free you just pay $9.99 for shipping, so when you’re phrasing your pricing and marketing materials don’t be afraid to verbally minimize the price.
These are my 10 ideas to make people buy your products every de-shippers and seller should use. If you find this post helpful don’t forget to share it with your friend and subscribe to my newsletter to be the first reading my new articles on Meshrange.