What are mental triggers? Find out how to use them to boost your sales
Anyone who has experience with digital marketing actions knows very well the importance of creating links with the public and mental triggers are fundamental in this process.
A well-established connection between the company and people is essential to convert them into customers, but this is only possible when you have the right resources at hand.
After all, how to establish this relationship? How to attract attention and win over the user, in order to make them a loyal customer?
In this article, you will learn about some mental triggers for sales and understand how they can be useful in increasing conversions and stimulating people’s interest in your business. Check it out below!
What are mental triggers for selling?
Mental triggers are stimuli that help you make quick decisions impulsively, without thinking much about it.
Therefore, they are widely used by marketing and sales specialists to increase conversions.
According to North American influencer Neil Patel , one of the biggest names in terms of sales and conversion, all human beings have essentially the same triggers to guide their actions.
Therefore, to understand and influence your consumers, you need to understand what these triggers are and, therefore, use them in your marketing messages and actions.
After all, it is our mind that decides what we will buy.
If you understand how your customer works at the time of purchase, you have the power to influence their decisions!
How to use mental triggers?
In this item, we will give some examples of how you can use mental triggers to create bonds with your client!
Evoke reciprocity
Any relationship of trust between human beings implies an idea of reciprocity. In sales, it’s no different!
Therefore, if you offer valuable content that will help your customer with their decision (such as an e-book, a quote or consultancy, for example) they will feel indebted to your brand.
At this time, he is more likely to hand over important information in exchange, such as his email address, telephone number and others.
Be transparent
Mental triggers must be used sincerely!
Until the moment of purchasing or closing decision, consumers tend to research a lot about competitors, values, opinions of other users, etc.
Therefore, if at any point you are using a trigger in a misleading way, you can be sure that your consumer will notice! Therefore, always try to use this resource based on what is true and matches your business.
The central idea of these resources is to use your audience’s most unconscious instincts, generating influence over purchasing decisions. In this sense, it is important to always remember that influencing and manipulating are very different actions.
Spark customer curiosity
We humans are naturally curious. We love discovering an enigma, a mystery and, in marketing, this principle remains the same.
So, instead of showing all the value of your product at once, how about seducing the customer through a narrative that triggers their curiosity?
Introduce the topic of interest, create a narrative of benefits brought by applying your product or service, but do not fully reveal what it is about.
Do this only when the customer’s curiosity is evident. Then, it’s time to show the brand’s full value!
8 mental triggers for sales
Now, we’re going to present seven mental triggers that can help increase sales and stimulate people’s interest in your business.
1.Scarcity trigger
Scarcity makes some people have an unconscious fear of losing the opportunity that is being presented (and that it will not happen again).
Thus, if a customer does not feel very confident about closing a deal, the fact that it is a limited product or service can provide the necessary impetus for closing.
Ads that involve the famous “stock burning” or expressions such as “last units” are examples of campaigns that apply this trigger and can have great results.
2. Urgency trigger
When using the urgency trigger, you activate impulse behavior in people, which prevents them from procrastinating and postponing the purchase decision.
To adopt it, you need to use expressions and words that require instant action, for example: “now”; “immediately”; “only until today”; “last day”; “your last chance”.
Associated with the scarcity trigger, it can be a great technique for boosting results!
3. Anticipation trigger
The anticipation trigger affects the expectations we have regarding the future. It is necessary to plan a positive scenario, preparing the customer for a new product or service that will be offered.
In this case, you must show the benefits, features and value it will have for people — solving their pain and satisfying their desires. This way, the customer will create expectations about the product or service even before being able to purchase it!
4. Stories trigger
Since the beginning of time, people have told stories to connect with each other.
By telling the story about how you started your business or how a solution was created, for example, it is easier to make the audience identify and strengthen the relationship – as this tends to stir emotions and helps create a different experience.
5. Social proof trigger
In general, we are social beings. This means that, to a greater or lesser extent, we feel the need to belong to groups that bring us identification.
When you see an involved community, with comments and evaluations, people want to know what is so special about that product or service.
To adopt it in your business, you can work with numbers, testimonials, images, engagement on social media and several other elements.
6.Newness trigger
People like new things and are attracted to them. Therefore, the novelty trigger works on the pleasure of using or purchasing something that is trending and making people look more modern.
In this case, the focus is not necessarily on presenting all the benefits of a product or service, but on highlighting it, announcing the arrival of something new in the consumer’s routine.
7. Trigger reciprocity
This is also one of the most important triggers and we see it being used a lot in Inbound marketing .
The basis of this resource is retribution, that is, we want to reward someone for something that generated value for us at some point.
In practice, you can offer free content, which is made available in exchange for the user’s email. E-books, guides, manuals and many other materials can be offered for download in exchange for this contact, in order to develop the relationship until the lead decides to become your customer.
8. Authority trigger
When buying a new product or hiring a service, people take into account the opinion of those who really understand the subject, right?
Therefore, a brand’s authority is an important part of its ability to influence the public and convince them of the potential of the solutions it offers.
One of the most efficient strategies for creating this type of authority among the public is the production of content aimed at blogs.
In this space, the company can demonstrate its knowledge of the sector in which it operates, advise the public and create an image with much more credibility, which awakens this super important trigger in the minds of consumers.
