By Ryan Shelley
So you’ve invested your time, energy and money in generating more site traffic. You have even managed to convert some of that traffic into leads. The question now is, how do you get them to purchase your product or service? In this video, we explore what motivates people towards purchasing and what you can do to help increase your sales numbers.
There are both emotional and logical reasons behind each purchase someone makes. These are in constant conflict with their dominate reasons to avoid buying. As 21st-century business people, we must understand this internal battle and use what we know to help our buyers make smarter decisions.
We must learn how to ask the right questions to move our leads through the buying process without disrupting their internal balance. If we push too far, they may end up regretting the purchase and attached negative feeling towards our brand. Watch the video to learn more!
Hey, what’s up everybody, and welcome to Hack My Growth. I’m Ryan Shelley, and today we’re going to be talking more along the lines of sales. How do we convert our internet leads, or inbound leads, into sales? This is one of the hardest questions to answer, and a lot of times really frustrates website owners and marketers because they’re getting a lot of people coming to their site, but they’re not actually getting them to take that step towards conversion, and then another step towards a sale.
So we’re going to talk about the psychology behind why people buy, or why people run. As you can see behind me, we’ve got this whiteboard, and on it we’ve got a fulcrum, and there’s a decision here. People make decisions from an emotional standpoint, way more so than they do from a logical standpoint. Sure, there is logic that plays in, there are certain things that we want to buy for logical reasons, but most of our impulses towards buying really come from a place of emotion.
What happens is, we have a lot of pain, or we have a need. So over here, we’re going to have this giant boulder, right? Inside of this boulder, we’ve got needs, and we’ve also got pain. Now, when we have a need or pain, it kind of pushes down on this part of our brain that starts to say, “Okay, something needs to change because I don’t like this pain. I don’t like feeling what I feel right now, so I’ve got to make a decision.”
There are two different ways that we make decisions: we buy them impulsively to try to fix that need, but that can also have an adverse reaction. So we have a need and we have a pain, but there can also be pain attached to actually buying something. It could be regret. We also feel buyer’s regret, right? Where we bought something, and you go, “Aww, I shouldn’t have bought that.” Or, “That costs too much money, and now I’m Go to the full article.
Source:: Business 2 Community