Things Every Entrepreneur Must Understand to Grow a Successful Business.
Human behavior is a catalyst in every market and environment. If you strive to increase revenue, you actually will be serving your potential customers better. They don’t need to be manipulate or hypnotize just give them what they want or values.
Good understanding of psychology is a vital key to success in business.
All human beings essentially have the same mental triggers that drive actions. In order to influence and understand your customers, you need to know what those triggers are and how to utilize them in your marketing message.
Because our minds decide what to buy. So if you know how minds function, you have the power to influence the decisions they make
Knowing How to Trigger and Convert Leads into Customers is a vital force
Using this psychological triggers can boost your sales
- The Driving Forces of All Human Behavior
All human behavior, at its root, is driven by the need to avoid pain and the desire to gain pleasure. Even when we do something that appears to be painful, we do it because we associate pleasure with the action.
Firefighters run into burning buildings because they associate pleasure with helping people and saving lives. Likewise, marathoners put themselves through 26.2 miles of misery because they associate pleasure with completing the course.
This is the basic trigger on which every other one below is based. It underlies the motivation for every single action we take on a daily basis.
To use this trigger in your marketing, you need to first understand what your customers associate with pain and pleasure, because not everyone associates pleasure with running a marathon or crossing an icecap.
This is a key point to remember in any marketing message: In order to influence someone, you need to know what already influences them. You find this out by getting clear on who your audience is.
Once you know who they are and what they want, your goal is to teach your leads how to move as close as possible to Z before you ask for their money. The closer you get them to Z, the more likely they are to buy from you in order to go the final few steps needed to arrive at their desired end result.
We as human beings love novelty. Neurologically, it has been demonstrated that exposure to something new and unfamiliar increases the release of dopamine in the brain. Novelty makes our brains feel like there is a possibility for reward waiting for us just around the corner. That potential for pleasure motivates us to seek it out.
Why do you think Apple releases a new iPhone and iPad every few months?
You and I both know that the difference between the older model and the newer one is miniscule. Yet, hundreds of thousands of people toss away their old phones to pick up the latest model.
Novelty can backfire, though, if you appear to be new in a way that signifies lack of experience or credibility. To address this concern, use this trigger in conjunction with the triggers below, especially the ones like providing social proof, simplifying your solution, and building curiosity.
- Explain Why
I will sacrifice one hour of my time to give you a free plan to double your income or give you 100 dollars.
What went through you mind as you read that?
You want to know why I would do that, right?
Of course you do. Because our brains are always searching for answers.
In his book Who’s in charge?: Free will and the science of the brain, Dr. Michael Gazzaniga, a psychology professor at the University of California, found that our rational mind is always searching for meanings, even when there is no inherent meaning. Essentially, we seek out explanations to understand everything we experience in life.
In your marketing copy, explain why you are offering something, and your prospects will be far more likely to comply with your request.
- Tell a Story
Human beings have been telling stories for thousands of years. It is how messages have been passed on from generation to generation.
Why? (See what I am doing here!)
Because they trigger emotions and we are emotional creatures. Gerard Zaltman, the author of How Customers Think: Essential Insights into the Mind of the Market found that 95% of cognition happens outside of our conscious brain and inside our subconscious, emotional brain.
Telling stories activates parts of the brain associated with sight, sound, taste, and movement.
They make us feel an experience without directly experiencing it. They literally transport us into the world of the story and light up our emotional brains, which is where we make our decision whether to buy or not. So that is where you as a business owner need to venture into.
What psychological triggers have you been using your business to generate sales? – viaKissmetrics