The key to selling to your Customers is understanding how they buy. It goes deeper into the emotional state of your audience and what drives them to make a purchase.
Deciding how to target your audience isn’t always the easiest, and that’s why we recommend thinking about the mental state of your Customers, to tug on their heart strings and appeal to their head and heart.
This will save you from spending the big bucks and making mistakes with any marketing campaigns you plan on implementing without conducting proper thought/research.
Our tips below are going to assist you in figuring out why people act the way they do. Let’s get into some of the factors and how you can harness these to better your influence power, getting your Customers to purchase!
Exude Authority and Expertise
When you’re looking up a business Online, what’s one of the first things you do? Oftentimes, it’s research. You won’t just go to any old business, you’ll be scouring the web to find the very best and most trusted brand.
And it’s exactly what your potential Customers are doing. They’re looking for companies that suit their needs, and this can be even more imperative for people looking for businesses who excel in areas such as being environmentally friendly or sustainable.
To display your authority you can use social proof such as testimonials and reviews to bolster your credibility. If your target audience is viewing positive social proof about your brand, this will work in your favour.
The more often your business is popping up Online, whether it be on other publications or on the Search Engines, the better. These touch points are going to keep your brand front of mind for your Customer and prove your authority and expertise.
Make Customers Feel Important
If you’re selling to a target audience, you’ll need to really understand them. There’s no way you can connect with them if you’re speaking another language! You need to respond to your audience’s needs.
Your products and/or services have to be the solution to your target audience’s problems. It’s important to cater your communication, content and optimisation to your potential Customers.
Make sure you’re always directly speaking to your Customer, and don’t be afraid to get any feedback from them. This will assist you in the long run of catering your content to their needs and allow you to implement it within your content or Digital Marketing strategies.
Let your Customers know that you’re listening and understand their needs. Focus on the clear solutions to their problems, and let them know that you hear them and can assist with their pain points.
To get a clear idea of your Customers’ needs, do some listening. Search Online in forums and on Social Media to see what they’re saying. What’s on their mind? What are they complaining about? What are they engaging with? This gives you a clear way to connect with who they are and what makes them tick. Ensure it comes out in your brand’s content and strategies.
Offer Safety and a Community
Quite often people are driven by fear to make purchases or seek out certain products or services. Whatever your Customers need, you should be there to provide them with that sense of safety.
Similar to your Customers’ pain points, their fears are just as integral to how they make buying decisions. It’s up to you to convey that your business can give them the answer and relieve their worries.
You want the Customer to feel comfortable, so that they know you are providing them with a community to feel secure and put their trust in your brand. Assert authority and come across as the reliable option.
When people make a purchase, they are constantly using both emotion and logic. Going over what we’ve discussed, use these hints to tap into how the Customer is thinking and understand why they buy. Use your Customers’ psychology to your advantage, and connect with them on a deeper level to achieve brand trust and make more sales!