Understanding Psychological Drivers for Marketing

Amanda Stoneman — July 29th, 2015
Understanding Psychological Drivers For Marketing

A great way to help your business succeed is by helping your customers succeed. Understanding the psychology of consumers and their drive to purchase products or services can help you create more effective marketing campaigns.

In our mostly self-centered world, we’re always eager to find ways to advance our own lives at a faster pace – and companies are no different. Most companies want more customers, more sales and more anything that will help them advance in the competitive marketplace. However, the best way for companies to succeed is by first quieting the voice concerned primarily with self-advancement and instead listening to the consumer’s needs.

First Impressions Are Important

It shouldn’t come as a surprise that first impressions are important in the marketing world, but why is this? As humans, our primal brain still asks if a person is a friend or foe upon the first meet. Therefore the first thought that crosses a customer’s mind when viewing any marketing material is whether or not they can trust your company.

Fear of Missing Out (FOMO) is Real

The new hip term of the generation is FOMO and businesses should keep this in mind with their sales tactics. If customers see a product with a limited supply or a limited-time offer they are triggered to purchase – one, because of their fear of missing out and two, because we respond well under pressure. Scarce products sell quicker.

People Reciprocate Kindness

The well-known proverb, “Treat others the same way you want them to treat you,” is at the forefront of a customer’s mind when you give them an unexpected gift. Whether it’s a free sample, a downloadable e-book or anything in between, your consumers will want to give back to your company if you’ve treated them kindly because of the reciprocity psychological trigger.

Build a Foundation of Trust

Consumers are more likely to buy when they trust your company. You can build a foundation of trust multiple ways. First, understand your consumers’ problems and offer a solution. To understand and provide a resolution to one’s pain points is a great way to show them you care. You can also use product testimonials. Buyers are more likely to trust consumers like themselves rather than a company.

These are just a few ways you can show your customers you care about more than just sales. If your customers feel valued they are more likely to trust and purchase from you, which will ultimately help you succeed.

 

Helping Others Will Help You

Figure out what it is your customers want and need, and watch your business grow.