If you are a business owner, whether big or small – these simple psychological business hacks assist in achieving a higher conversion rate of new visitors to customers! These alterations to the way you market your goods are super quick and easy to do, and you will have no regrets investing just a little of your time to achieve positive outcomes!
Sneaky compliance techniques
There are some basic principles that are most commonly used to successfully perform a sales job, although not all are used – depending on which industry you are in:
- Obtain commitment: By asking someone if they are going to stay with you, more likely than not they will agree, as their conscience will disallow them to reject you outright
- Scarcity; When selling, it is effective to tell the customer that ‘there is only one left.’ This will tell your customer that lots of individuals have purchased it before them. Thus, they will think that it would be a good idea to purchase one for themselves!
- Reciprocity; by reciprocating the customer’s needs to them and then outlining how your product can help with what they need, they are more likely to purchase the product
- Appeal to social validation; by nature, all humans want to fit in. Thus, by saying lines such as ‘everyone has this’ or ‘people think it’s great!’, individuals are more likely to purchase the good or service
- Appeal to authority; by incorporating big names, e.g. ‘famous person xyz has already purchased this and they loved it!’ the individual is more likely to also purchase it
These are all examples of compliance techniques; social influence processes – a concept that is used in everyday life a great deal.
Sneaky business hacks/ techniques
- Foot- in- the- door technique
This technique is exactly as it sounds- getting your ‘foot,’ in this case the product you are selling to sound good enough for a potential client. Once they have agreed to this (i.e. you have gained their compliance), you can then ask them for a bigger favor. This technique can be used to sell memberships, for example loyalty cards and reward programs. An individual would first be offered a free one year warranty for some gym equipment they bought. After agreeing, they would then be asked if they would like to join a rewards program. This would entail reward points for more money spent.
- Door in the face technique
The door in the face technique is a rather sneaky method, where the business owner may be aware that their initial sale may scare away a customer. Hence, they start by asking for an even bigger deal. When they are declined, the initial sale is pitched which in comparison is much smaller and more realistic. Thus, this will encourage their customer to say yes, as their conscience would not let them reject the offer twice. An example of this would be trying to sell a $100 platinum membership. However, the business owner may initially push a $500 membership. Upon rejection, a $100 membership seems much smaller and more realistic. Thus, the customer is more likely to agree.
- Low- ball technique
This technique relies on obtaining acceptance initially from the client, primarily by offering them a relatively low and realistic deal. Then, after gaining acceptance, they would change that deal for the ‘worse.’ In this case, a ‘worse’ deal for the client would mean something that is more expensive – however for your business, would mean that you gain more money. For example, a customer agrees to buy a $300 television set. However, you go to the back to find that there are no more $300 sets, but only $450. When offered to the customer, since they have already set their minds on purchasing the set, they are more likely to comply with the $450 set.
The Takeaway
All these business hacks are relatively simple and easy to put in place by either you or your employees. All that must be done is a slight altercation in the way in which you pitch your sales.
Test them out and find the ones that work best for your business. It is not a one-size-fits-all solution although these hacks are scientifically proved. Once play smartly, you will find your sales are boosted!
