Powerful Triggers that Turn Leads into Customers

Posted in Marketing | 6 comments

Technology, strategies, and techniques change rapidly; still what makes us humans tick will remain the same.

Understanding precisely those triggers that drive action, influence and persuade customers is vital in expanding your business.

Why? Because these are key factors that influence buying behavior. When you know those triggers, then you increase the chance of turning those leads into customers and boosting your conversion rates.

Using Pain and Pleasure Points

This one is based on the principle that people will pursue something for pleasure or to avoid pain.
We are driven to avoid something that will lead to pain. Thus, it is important for business owners and marketers to make people feel good about their purchase, improve their lives, and know how it will make them feel. It is knowing how to link the “wow” or “cool” factor into your brand promise.

The key here is to focus on the long-term positive effects. For instance, if you’re selling products that prevent burglar protection, focus on selling “security.” This will create more satisfaction instead of fear.

Create Interest with Urgency

One-Day Sale Events and Limited Time offers tend to make people act immediately. Why? Because of the desire and the sense of urgency.

Consumers do what their instincts tell them to do – that is, to act immediately on what is urgent and important. This is because of the feeling that they might lose the benefit if they don’t act now.

For instance, Amazon effectively uses time limits to create urgency. Their one-day shipping with a specific time limit offer makes the buyer decide to purchase the item now if he wants to receive the order as soon as possible.

You want people to convert now or else they will lose that desire. Try these:

• Set a deadline such as “Sale ends on March 10”
• Use trigger words to tell people to do something right away like “hurry,” “immediately,” or “act now.”

Intensify Desire with Scarcity

If there’s not much available, everyone desires it. This is because people tend to want to acquire what is limited.

For instance, make it known that the product or service offers are available only in limited amounts. This will create a powerful trigger that will get your leads moving.

If there is scarcity, people will perceive it as highly valued, which will make them want it more. People will realize that the action that they took is really valuable.

When using this scarcity as a trigger, make sure that it is true. Don’t use it simply as a “gimmick” or marketing trick. Be true to your word.

Try using a few keywords such as “only 100 items available,” “limited edition,” “while supplies last,” etc.

Build Anticipation with the Power of “New”

Take notice at how people line up for any new Apple product release. The reason is because Apple is giving them something to look forward to. Anticipation brings happiness even before something happens.

For instance, a new restaurant will open soon. It creates some interest in your mind right?

Use this excitement the next time you have an event or new offerings coming to pique interest. Add a bit of curiosity as people constantly crave new information and solutions to their needs.

Create publicity that will get people excited and make them look forward to what is coming. Get people to talk about it and find influencers who can promote its release. Anything that will create pleasurable emotions will surely work.

Share Stories

Stories bridge the gap between your offerings and your customer. Stories have more of an emotional punch than plain facts and information. It can make your brand more “mentally sticky.”

When customers relate to your story, they can see that their part of the experience making it easier to feel what it’s like to use your products or services.

Research shows that consumers base their decisions on personal experiences and emotional responses.

Do this by simply telling your own story, address a common issue faced by your target audience, or share a story of a satisfied customer.

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