Using human psychology to appeal to potential customers and increase sales is a tactic that has been used by many businesses over the years. For this to work, you need to know your audience and what will likely draw them in to buy your products, whether that’s forging a connection with your customers by promoting shared common values or using curiosity to tempt people.
There are many different tactics that have proven to have worked over time and here we will take a look at some of the most effective psychology tips that can help businesses increase their in-store sales.
Choose music that reflects your brand and audience
A tried and tested method to increase sales is by using the right type of music in your store. Music has such a significant effect on humans, and studies showed that background music with a lower tempo helped increase supermarket sales by 12%.
It’s worth considering the type of background music and the time of day you’re playing it. For example, your customers of a morning may be different to your customers of an evening, so vary the music you play to appeal to the different types of customers you get.
Shortage of supplies creates a high demand
By only offering a small number of products or creating a short timeframe to sell stock appeals to customers. The University of North Carolina carried out a study that suggested scarcity and demand is a great method to push sales.
An example of this is with recent stock shortages of hand sanitisers, toilet rolls, pasta and tinned goods in the UK and other countries, due to the COVID-19 outbreak. When customers are unable to get hold of items, the stock that stores do put out for sale is quickly snapped up, creating a high demand.
Take on an ‘us or them’ attitude
With any business, you want to make your products or services the ‘must have’ for a certain group of your clientele. To execute this successfully, identify a competitor as the ‘enemy’ and encourage brand rivalry to increase sales.
For example, Apple has a range of products that their customers will buy repeatedly purely for the fact they’re made by Apple. So essentially, your business’ image can be defined by how customers see themselves and what social groups they consider themselves to be a part of.
Show your customers why they need your products
Studies have shown that by showing your products or services being used helped increase sales by 475% as it allowed the audience to visualise themselves using it and helped to create an emotional connection.
Customers are more likely to buy from you if you show them why they need your products, and you can do this by using live demos and video reviews. This is likely to increase sales by showing the product or service in use rather than it only being described either on your website or on the product box.
These are just some of the effective ways you can use psychology to help increase sales for your business. If you’d like to share your own tips and advice, join in the conversation using the hashtag #SalesOfTheMind.