1. The Spark of “new”
As for most of us, we want the latest and greatest for, well, everything. We want the newest version of our cell phone, the most recent model of car, hell, we even want the latest greatest news on our social media *pulls down to refresh feed*.
There’s a reason for this. Neuroscientists have discovered that when a person is exposed to something new, the release of dopamine in their brain is increased. New makes us feel good, it's proven.
Increase client interest by:
Using the power of ‘new’ to spark your client’s interest:
Updating your older products: “New Design” “New Formula” “Improved Taste”.
Spreading the word about your new blog post.
Encouraging them to check-out your ‘just marked down’ sale items.
Giving them a sneak peek of your new product line before it launches.
2. Proof from others
Like most people, you probably read a ton of reviews on a product before buying it, right?
Well, rest assured, you’re not alone. Research shows that 91% of consumers read reviews before buying a product, and 84% of those people trust the online review as much as they would trust a personal recommendation.
That means if you aren’t providing your customers with testimonials and reviews from previous clients, you might be missing an entire group of clients!
Create social proof with:
A testimonial section on your site.
A place for customers to leave reviews.
A “happy customers” section in your e-newsletter to display previous purchasers who love your products.
Gather the evidence that your brand is exactly what your customers are looking for, and then put the proof on display for the 91%.
3. Create F.O.M.O
F.O.M.O, or fear of missing out, is the feeling we get when our brains think that we’re being excluded from something, and 69% of millennials experience it.
Why is this important for business? Customers want to feel like they fit in, just like having the latest and greatest thing, they also want what everyone else has.
Incorporate F.O.M.O into your marketing strategy:
Engage their competitive spirit with notifications such as “12 other people have this item in their cart”.
Show them what they're missing out on with the previously mentioned testimonials.
Offer special discounts or free shipping to the first 100 customers.
Remind them about their abandoned cart and the great offers they’re about to miss out on.
Make it known that they are missing out with phrases like “don’t miss out on XYZ!” “Don’t be the only one without XYZ this summer” “All of your friends are using XYZ, why aren’t you?”
You scratch my back, I’ll scratch yours- right? That’s how our minds work- when someone does something for us, we feel obligated to return the favor.
Likewise, in business, if you do something nice for your customers, then they will feel inclined to reciprocate the action.
However, you won’t be scheduling a client meet-up to exchange back scratches, but you can offer them favors such as:
Offering a discount code in exchange for their email address.
Advertising free shipping for orders over a certain amount.
Hosting a giveaway on your social media, followers share your brand to enter (spreading the word about your business) for the chance to win shop credit to your store.
Sending freebies in your e-newsletters.
Sending a sample product along with their purchase.
Sending exclusive sale access + an appreciation letter to existing customers.
We live in a time of Amazon Prime 2-day delivery and instant gratification. Convenience is key. Humans don’t want to wait for anything anymore. We want fast food, instant coffee, and quick results.
Use this to your businesses’ advantage and further play on your customer’s impending sense of urgency. Amplify the sound of that ticking-clock in their mind and show them what you can offer them right now with tactics such as:
“Sale ends Friday! Hurry, before you miss out on these deals!”
“Offer expires in XYZ hours!”
“Limited Time Offer: Order within XYZ hours to get free shipping”
“Today Only! 50% off all winter clothing!”
“Sign up today and receive instant access to XYZ!”
Add a countdown alongside your sale ad.
Abandoned cart messages: “Your cart expires in XYZ hours, act fast before your deals end up in someone else’s cart!”