Do you want to sell more? Do you want to make millions?
Listen…
If you want to bring in the big bucks, you gotta learn how to play the game.
And let me tell you,
it’s not just about having a killer product or service.
No, no, no.
Psychology plays a big role.
It’s all about the psychology, baby.
That’s right, I’m talkin’ about the 25 psychological triggers that’ll have people throwing their money at you faster than you can say “cha-ching!”
These are the money-making cheat codes that’ll set you apart from the competition.
Now, I know what you’re thinking.
“Rina, isn’t that a little manipulative?” Ha! Manipulative?
More like strategic, my friend.
The truth is…
All big boys and girls use them every day to make millions!
You see, these triggers have been scientifically proven to influence the way people think and behave. So why not use them to your advantage?
These psychological triggers will blow your mind, I promise.
You gotta see it for yourself.
So, get ready to take notes, buttercup, ’cause we’re about to dive into the
25 psychological triggers that’ll make your bank account overflow.
Are you ready to unleash your inner money-making machine? Let’s do this thing!
Table of Content
- Avoid Pain/Gain Pleasure
- Survival/Basic Needs
- Fear of Missing Out
- Sense of Urgency
- Social Proof
- Authority
- Reciprocity
- Curiosity
- Novelty
- Specificity
- Exclusivity
- Incentives
- Likeability
- Consistency
- Contrast Principle
- Storytelling
- Emotional Triggers
- Framing Effect
- Anchor Effect
- Confirmation Bias
- Halo Effect
- Power of Free
- Immediacy Effect
- Primacy Effect
- Recency Effect
#1 Avoid Paint/Gain Pleasure
The main two factors that make people buy are:
- Avoid pain
- Gain pleasure
But…
Avoiding Pain is a much stronger motivator.
Loss Aversion, applied right, can make you a successful marketer.
Loss aversion is the phenomenon where people tend to feel the pain of losing something more intensely than the pleasure of gaining something.
In other words…
we don’t want to lose what we already have, and we’ll do whatever it takes to avoid it.
Now, conventional thinking tells us that we should focus on the positive benefits of a product or service.
But what if I told you that highlighting the potential losses can be more effective – and it persuades your audience to take action?
Let me ask you this…
Which would motivate you more:
- the promise of gaining something or
- the fear of losing something valuable
Whether we like it or not, loss is a powerful motivator.
We’re hardwired to avoid pain, and as marketers, it’s up to us to tap into this primal instinct.
Fear/Pain is a bigger motivator that a pleasure.
So, how can you use loss aversion in your marketing strategy?
Start by identifying the potential losses your audience might face if they don’t take action.
For example
if you’re selling a weight loss product
focus not just on the benefits of losing weight,
but also, the risks of remaining overweight:
- heart disease
- diabetes
- and other health problems.
Then, contrast these losses with the benefits of taking action – the positive outcomes of using your product or service.
By doing so, you create a sense of urgency, compelling your audience to act now to avoid the potential losses.
In summary, loss aversion is a powerful psychological tool that can help you supercharge your marketing efforts.
By focusing on the potential losses your audience might face and contrasting them with the benefits of taking action, you can create a sense of urgency and motivate them to take the desired action.
So, start thinking about what your audience stands to lose, and use that to your advantage.
#2 Basic Needs/ Survival
What truly captivates our attention and compels us to take action are the powerful triggers of hunger and thirst. They possess an uncanny ability to shape our decisions, leading us to explore avenues we would have never considered before.
Picture yourself
wandering through an airport, feeling the pangs of hunger reverberate through your being.
Suddenly, those mediocre meals and overpriced beverages become irresistible. In that moment, you’re no longer the discerning individual you once were; you’re a captive of your own cravings.
The power of our basic human needs is truly remarkable, igniting a response within us that compels us to take action without a moment’s hesitation.
It’s as if we transform into intrepid explorers, enthusiastically investing in our well-being and security.
Just like a captivating adventure, we embark on a journey of meeting our multifaceted needs, reaching into our wallets with unwavering determination.
For example, our desire for safety fuels our impulse to invest in measures that safeguard us, whether it’s installing advanced home security systems or purchasing travel insurance for peace of mind
One influential framework that sheds light on these needs is Abraham Maslow’s hierarchy of needs, a well-known theory of motivation.
#3 Fear of Missing Out (FOMO)
People don’t want to miss out on a great deal or opportunity.
Listen…
We’ve all been there. Scrolling through our social media feeds, seeing our friends and acquaintances living their best lives, and what do we feel?
Fear of Missing Out, or FOMO for short. That’s right, FOMO is the little voice inside our heads that says, “hey, you don’t want to miss out on this amazing deal, opportunity, or experience!”
And let me tell you,
that little voice can be pretty damn persuasive.
But here’s the thing…
FOMO isn’t just some fluffy emotion. It’s rooted in good old human psychology. We’re hardwired to want to belong, to be a part of something, and to not miss out on anything that could potentially benefit us.
And you know what’s even more powerful than FOMO?
Knowing how to leverage it to your advantage.
That’s right, baby, because when you understand the psychology behind FOMO, you can use it to motivate people to take action.
Think about it.
Have you ever seen a limited-time offer or a flash sale that makes you feel like if you don’t act now, you’ll be missing out on something huge?
That, my friend, is FOMO in action.
And it works.
People want to act fast before the opportunity vanishes, and that’s exactly what successful businesses and individuals know how to do – create a sense of urgency to drive action.
So, what are you waiting for, sunshine? Don’t let FOMO control you. Instead, use it to your advantage.
Create irresistible offers and opportunities that people won’t want to miss out on. Give them a reason to take action, and watch the magic happen.
Because in the end, it’s not just about what you offer, it’s about how you make people feel.
And with FOMO on your side, you’ll make ’em feel like they simply can’t afford to miss out.
#4 Sense of Urgency
A sense of urgency motivate people to take action.
Are you tired of waiting around for things to happen? Do you want to take control of your life, your goals, and your dreams?
Well…
then let me tell you about the power of a sense of urgency.
That’s right. When you create a sense of urgency, you give people a reason to act fast and take action.
You make them feel like they simply can’t afford to wait around, because if they do, they’ll miss out on something BIG.
And let me tell you,
creating a sense of urgency is an art form.
It’s all about making people feel like they need what you’re offering right now, not later.
It’s about giving them a reason to act fast, to jump on the opportunity, and to not miss out on something amazing.
Think about it.
Have you ever seen a limited-time offer that made you feel like if you don’t act now, you’ll miss out on something huge?
That’s a sense of urgency in action, baby. And it works like a charm.
But here’s the thing. Creating a sense of urgency isn’t just about slapping a countdown timer on your website or flashing red and yellow banners screaming “BUY NOW!”
No, no, no.
It’s about creating a genuine feeling of scarcity and opportunity that motivates people to take action.
So, what are you waiting for, champ? If you want to take your life, your business, and your dreams to the next level, it’s time to create a sense of urgency.
Give people a reason to act fast, and watch the magic happen.
Because in the end,
the world belongs to those who act fast and take action.
And if you want to be successful, you’ve got to be one of ’em.
#5 Social Proof
Allow me to reveal to you the power of social proof.
You see,
just like in real life, the actions of one person can influence another, and it’s no different in the world of commerce.
When we see others raving about a product or service, it’s like a validation that it’s something worthwhile or valuable.
It makes us want to join the bandwagon, or else face the possibility of missing out.
This is why social proof is such a powerful psychological trigger that can motivate people to act.
When we see others buying a particular product, leaving positive reviews, or sharing about their experiences, it strengthens our belief in that product or service’s credibility and increases our trust.
Do you want to know what’s even more powerful?
The source and context of the social proof.
For instance,
seeing your beloved Aunt Matilda rave about a product will hold more weight than a random stranger on the internet.
Friends and family are the ones we trust. So, their review or feedback will be more convincing than a glowing testimonial on a company’s own site.
But let me tell you this…
No matter the source, social proof is a powerful motivator to take action.
When somebody is in the market for something, —they seek out social proof from other people who have already tested the waters.
#6 Authority
People trust and are more likely to buy from an authority figure or a reputable brand.
Well, well, well. Listen up, my friends. If you want to establish credibility, gain trust, and ultimately sell more of whatever the heck it is you’re selling, then you need to understand the power of authority.
That’s right, Authority.
People trust those, who are considered experts or authorities in their field.
And not only that,
but they’re more likely to buy from reputable brands that they recognize and respect.
Think about it like this:
If you needed brain surgery, who would you trust more – an expert neurosurgeon who’s performed hundreds of successful surgeries, or some fly-by-night quack with a certificate from a “medical school” you’ve never heard of?
The answer is obvious, right?
And it’s the same in the world of commerce.
When you establish yourself as an authority figure, as a brand that people recognize and respect, you gain their trust and their loyalty.
You become the go-to solution for their needs.
Now, I know what you’re thinking:
“Rina, how the heck do I establish myself as an authority figure or make my brand more reputable?”
Ha! I’m glad you asked.
It’s all about showcasing your expertise, building your brand, and demonstrating your value to potential customers.
So, whether you’re a marketing whizz, an entrepreneurial genius, or just getting started in your field, it’s time to establish your authority and build your brand.
Show people why you’re the real deal, why you’re the expert, and why they can trust you.
Because in the end,
it’s not just about what you sell, it’s about who you are and how you make people feel. And with authority on your side, you’ll be unstoppable.
#7 Reciprocity
People feel obliged to return a favour or a kind gesture.
Well, Let’s talk about the power of reciprocity.
You see,
when somebody does something nice for us,
we feel obliged to return the favour.
It’s just the way human psychology works. We don’t want to feel like we owe anybody anything, and we especially don’t want to be seen as ungrateful.
And that’s why reciprocity is such a powerful tool in the world of commerce.
When you do something kind or generous for your customers, they’re more likely to feel a sense of obligation to return the favour.
It could be something as simple as a freebie with their order, a personalized thank you note, or even just offering your time and expertise to help them out.
But here’s the thing…
Reciprocity only works if it’s genuine.
If you’re just doing it to manipulate people into buying from you or if it’s just a hollow gesture, people will see right through it.
They won’t feel any sense of obligation, and you’ll just end up looking like a phony.
So, the key is to be genuine and authentic in your gesture of kindness.
Give people a reason to feel grateful, to feel like you legitimately care about their needs and your heart is in the right place.
When you do, you’ll build a loyal base of customers who will trust you, respect you, and be more than happy to reciprocate.
It’s time to harness the power of reciprocity.
Do something kind, generous, and genuine for your customers, and watch the good vibes come right back to you.
Because in the end, it’s not just about what you sell, it’s about the relationships you build with the people who buy from you.
And with reciprocity on your side, those relationships will be stronger than ever before.
#8 Curiosity
People are drawn to new and unusual things.
Right now, you are wondering what’s next, Am I right?
My curious friends.
Let’s talk about the power of, you guessed it, curiosity.
You see, humans are naturally drawn to new and unusual things.
It’s that little voice inside our heads that says, “hey, what’s that all about?”
It’s what drives us to explore, to discover, and to learn.
And that’s why curiosity is such a powerful tool in the world of commerce.
When you can pique somebody’s curiosity, you’ve got ’em hooked.
You’ve got their attention, and they’re more likely to take action.
Think about it.
Have you ever seen an advertisement, a product, or a service that made you think, “hmm, that’s interesting, I want to know more”?
That, my friend, is curiosity in action.
But here’s the thing…
Curiosity only works if it’s genuine.
If you’re just trying to manipulate people into buying from you or if you’re not delivering on your promise of something new and exciting, people will quickly lose interest.
So, the key is to be authentic and deliver on the promise of something that is truly unique and intriguing.
Give people a reason to be curious, to want to explore and discover, and you’ll have them hooked.
Whether it’s a product that delivers on its promise, a service that solves people’s problems, or an ad that really speaks to your audience.
So, my friend, it’s time to unleash the power of curiosity.
Give people a reason to think, “what’s this all about?” and deliver on the excitement that you’ve promised. Be authentic, be genuine, and deliver something that truly stands out.
Because in the end, it’s not just about what you sell, it’s about the experience you create.
And with curiosity on your side, you make them addicted to your content, to your announcements and launches.
It will bring you so much success you have never seen before…
#9 Novelty
People are more likely to buy something that is new or innovative.
Let’s talk about the power of novelty.
Did you know that
people are naturally drawn to things that are new and innovative.
We want the latest and greatest, we want to be on the cutting edge, and we want to experience something that is truly unique.
And that’s why novelty is such a powerful tool in the world of commerce.
When you can offer something that is brand new, something that nobody else has seen before, you’ve got people’s attention.
You’ve got their curiosity, and they’re more likely to take action.
Think about it.
Have you ever seen a product or service
that made you say, “wow, I’ve never seen anything like that before!”?
That’s, my friend, is novelty in action.
Remember…
Novelty only works if it’s genuine.
If you’re just trying to sell people something that’s just slightly different than what’s already on the market, or if you’re overhyping something that’s not actually that innovative – people will see right through it.
So, the key is to be authentic and truly innovate in your products and services.
Give people a reason to believe that what you’re offering is something that nobody else can offer, and deliver on that promise.
Whether it’s a new technology, a unique approach to solving a problem, or a never-before-seen design, make sure that it’s truly novel and not just a rehash of something that already exists.
So, my friends, it’s time to embrace the power of novelty. Give people a reason to say, “wow, I’ve never seen anything like this before!” and deliver on the promise of something truly unique and innovative.
Be authentic, be genuine, and deliver something that truly stands out from the crowd.
#10 Specificity
Being specific about the benefits of your offers makes your communication magnetic.
Let’s uncover the power of specificity.
You see, when it comes to selling a product or service, being specific about the benefits can make all the difference.
Sure, saying that your product is “great” or “amazing” may get people’s attention,
but being specific about what makes it so great can make it more appealing and convincing.
And that’s why specificity is such a powerful tool in the world of commerce.
When you can clearly and specifically articulate the benefits and advantages of your product or service, you give people a reason to take action.
You make it clear why they should choose your product over someone else’s.
Think about it.
Have you ever seen an advertisement or sales pitch that listed specific benefits, like
“this car gets 50 miles per gallon” or “this mattress has a 10-year warranty”?
That, my friend, is specificity in action.
I always say to my clients
SPECIFIC is TERRIFIC
It sells.
Let me give you another example, that demonstrates the power of specificity.
A shop that sells leader shoes
Example A
High-quality, real leader shoes.
Example B
Genuine deerskin lining offers a great in-shoe feel
Full length, triple density footbed features memory foam for all-day comfort.
Special midsoles provide exceptional comfort and flexibility.
Non-marking rubber outside for the ultimate in wet and dry traction.
Now, tell me honestly-which of the examples is much better?
Thinking…
YES! Example B. That’s a message that sells.
Another example
Example A
A FREE Masterclass
How to get more clients
Example B
A FREE Masterclass
How to get 10 Clients in 7 Days
Which example is more compelling?
Yes, B. Why? Because it is specific.
How you can get the most of this psychological trigger?
Be specific in all your marketing communication- titles, product descriptions, sales pages, guarantees, telling stories etc
But here’s one thing to remember…
Specificity only works if it’s genuine.
If you’re just trying to make empty claims or exaggerating the benefits of your product or service, people will see right through it.
So, the key is to be authentic and specific about the benefits that your product or service provides.
Give people a reason to choose your product over somebody else’s by being specific about what makes it better.
Whether it’s a faster response time, a longer-lasting durability, or a specific feature that no one else has, make sure that it’s truly something that sets you apart and is worth highlighting.
It’s time to embrace the power of specificity.
Give people a reason to say, “Wow, I never knew that!” and give them details about what makes your product or service stand out from the crowd.
Be specific, be genuine, and deliver something truly unique.
#11 Exclusivity
People value products or services that are exclusive or hard to get.
Want to stand out from your competition?
Let me tell you this…
Exclusivity is the buzzword you need in your vocabulary!
Because…
People crave unique products and services, and you know what?
They’re willing to pay a premium price for it!
Exclusive products and services are like those hard-to-get Nike’s or designer bags everyone wants but only a few have.
And let me tell you, nothing makes you feel more special than owning something unique that others can’t have!
People LOVE it!
You deserve to have something truly special and exclusive. Something that sets you apart from the rest.
Now, I know what you’re thinking:
“Rina, how can I create exclusivity like that?”
And that’s where I come in, my friend.
Here is how to have exclusivity as a marketing tool.
So, how about giving your prospects a VIP experience?
Make them feel special with exclusive access to premium content, early bird discounts or limited-edition products.
By offering them something, nobody else can have, they’ll feel like they’re part of an exclusive club, and they’ll thank you with their wallets!
And let’s talk about how exclusivity taps right into our human psychology.
It triggers our “fear of missing out” and “status-related” motivations.
When people see others enjoying something exclusive and special, they’ll want to join in too. It’s just human nature!
Killer marketing tip
Use scarcity as a motivator. Create limited editions, exclusive content, or only host a limited number of attendees.
All of these tactics create a sense of urgency and exclusivity that drives customers to take action.
So, don’t settle for mediocre, add exclusivity to your digital marketing strategy and watch your sales and brand reputation soar!
Trust me, you won’t regret it.
#12 Incentives
Discounts or freebies do encourage people to make a purchase.
When you’re struggling to get your prospects to take action…
Here is the secret ingredient that drives conversions and sales…
let me introduce you to the magic of incentives!
Incentives are like the sugar that makes your marketing message sweet and irresistible.
People love getting something extra, something they didn’t expect. And you know what? Incentives work like candy.
They give your prospects that extra push they need to take action.
Now, you may argue, “But Rina, incentives are just bribes, right?”
No way, my friends!
Incentives are simply the cherry on top of your irresistible sundae.
Incentives make your offer stand out and make it more attractive by adding more value. And when you add more value, it’s a win-win for everyone.
And let’s talk about the psychology behind incentives.
People have a natural inclination to move away from pain and towards pleasure.
But…when you add an incentive,
you’re increasing the pleasure factor, and people are more likely to take action because it feels good to get something extra!
So, what kind of incentives can you use?
Well, the sky’s the limit! You can offer free shipping, a discount for first-time buyers, a free e-book, or an exclusive bonus content.
Anything that adds value can work as an incentive.
And here’s the kicker: it doesn’t have to cost you a fortune! You can create something exclusive and valuable without breaking the bank.
So, there you have it. Incentives are the secret weapon to turn your prospects into customers.
Make sure to add some sweet incentives to your offers, and watch your conversion rates soar!
Trust me; you won’t regret it.
#13 Likeability
People are more likely to buy from someone they like/love/admire.
Keep reading…
Because….
I’m about to tell you a secret to success.
The magical key to any marketing strategy is…likeability!
Now, I know you might be thinking,
“What does likeability have to do with marketing?!”
But let me tell you, it’s paramount!
People are more likely to buy from a brand and trust a business when they like them. It’s just basic human nature, folks!
So, how do you make your brand more likeable?
Well, you have to show your human side! Let your personality shine and showcase your brand’s unique tone and voice.
People love relatable and authentic messages, and making them laugh or smile will make your brand memorable.
Another way to increase likeability is to engage with your audience. Answer their questions, respond to their comments on social media, and show an interest in their lives.
After all, building a human connection is crucial to building brand loyalty! And let’s talk about storytelling.
Nothing creates an emotional connection like a good story. Share your brand’s story, your mission, your values, and let your prospects know what makes you different.
Make them feel like they’re a part of your journey, and watch them become loyal advocates for your brand.
Now, I know what you’re thinking…
“But Rina, how can I stand out in a saturated market?”
Create memorable, unique, and shareable content that taps into your audience’s emotions.
It will create buzz and attract attention, and ultimately make your brand more likeable.
Be likeable, show your human side, engage with your audience, tell your story, and create memorable content.
These key elements will make your brand stand out from the crowd, and increase your chances of success.
Trust me; likeability is the secret sauce you’ve been missing all along.
#14 Consistency
I’ve got more wisdom to drop on you today.
And it’s all about one of the most crucial elements of your brand – consistency!
Now, I know that consistency may not sound like the sexiest topic, but let me tell you, it’s vital to success!
Consistency creates a sense of familiarity with your audience and builds trust. It helps them know what to expect from your brand and reinforces your message.
Think about it this way – imagine if McDonald’s changed their logo, colours, and slogans every month? People wouldn’t know what to expect, and it would ruin their brand recognition.
Consistency isn’t just about maintaining a brand image; it’s about creating a system that your audience can depend on.
And let’s talk about the psychology behind consistency.
People like routine, they like to know what’s coming, and they like predictability.
If they’ve had one positive experience with your brand, they’re more likely to come back and more likely to recommend you to others.
Consistency builds a sense of loyalty in your audience, and that loyalty translates to long-term success for your business.
So, how can you apply consistency to your digital marketing strategy?
Start by defining your brand’s tone and voice, colours, and messaging, and stick to them across all platforms.
Ensure that everything from your website to social media to email newsletters follows the same style guide.
Another tip is to publish content regularly, and stick to a schedule.
It helps your audience know when to expect new content, and it shows them that you’re committed to your brand and your message.
Consistency is the key to building trust, brand recognition, and loyalty. So, stick to your guns and set your brand up for long-term success.
Trust me, you won’t regret it.
#15 Contrast Principle
People perceive things differently when they are compared side by side.
I am so glad you are still here…
Keep reading…
Because…
You’re going to discover a secret weapon that can make your sales soar.
The contrast principle.
People perceive things differently when they’re compared side by side, and that’s where the contrast principle comes in!
By presenting two options side by side, you can make one option seem better than the other, even if both options are similar.
For example, let’s say you’re selling two similar products – one is $50, and the other is $100. By presenting them side by side, the $100 product seems expensive, while the $50 product seems like a bargain.
The contrast principle is all about using perception and psychology to your advantage!
By making your product or offering seem like the better choice next to something else, you can convince your audience that they’re getting the best deal.
You can also demonstrate results by showing before and after pictures.
Let’s say if you help to lose weight, improve well-being, treat skin etc
Now, I know this may seem a bit sneaky to some of you, but trust me, it’s a powerful tool!
It’s also important to note that you shouldn’t use this principle to deceive your audience or make false claims.
Rather, use it to present your product in the best possible light by highlighting its unique features and benefits.
So, how can you apply the contrast principle in your digital marketing strategy?
Start by presenting different offerings side by side on your website, emails, or ads. This will help your audience compare your offerings and choose the best fit for them.
You can also apply the contrast principle in your pricing strategy by highlighting the value that your product offers compared to competitors.
The contrast principle is a powerful tool to make your offerings seem more attractive in the eyes of your audience.
Present your products or services side by side with others to highlight their unique value and make them seem like the best option.
Trust me, this principle will drive more sales and make your business thrive!
#16 Storytelling
Want your brand message to be remembered? Tell stories.
Let me tell you…
Nothing grabs people’s attention like a good story.
Stories are how we make sense of the world, and they’re a powerful way to connect with your audience on an emotional level.
Think about it – would the Lord of the Rings movies have been as popular if they were just a list of facts and figures?
Nope! It’s the compelling story that kept people coming back for more!
So how can you apply storytelling to your digital marketing strategy?
First, make sure you know your audience, and create a story that speaks to them on a personal level.
Use relatable characters, conflict, and resolution to keep them engaged and interested.
Another tip is to showcase your own unique story as a business or brand.
People want to know who they’re buying from and what your brand stands for.
Sharing your own personal story or the story of how your business started can create a powerful emotional connection with your audience.
And let’s talk about the psychology behind storytelling.
Stories tap into our primal need for connection and help us see the world from a different perspective.
You see…
When you tell a story, people are more likely to remember your message, and they’re more likely to take action because they feel connected to your brand.
Storytelling is a powerful tool you can use to connect with your audience on an emotional level, stand out from the crowd, and drive more sales.
So, go out there and tell your story! Trust me, your audience will thank you.
#17 Emotional Triggers
People make their purchasing decisions based on their emotions and justify by logic.
Emotional triggers!
It’s crucial to know this.
Read this again…
People make purchasing decisions based on their emotions, not just facts and logic.
That’s why it’s crucial to understand what emotional triggers drive your audience.
For example, let’s say you’re selling a home security system.
Sure, you could talk about the technical features of the system, but what’s going to resonate more with your audience?
The emotional triggers of safety and peace of mind, right?
By targeting those emotional triggers, you’ll be able to create a message that resonates deeply with your audience and moves them to take action.
Now, I know you may be thinking,
“But Rina, what if I’m selling software or something less emotional?”
Trust me, there are emotional triggers in every industry!
Whether it’s the desire for success, the need for efficiency or convenience, or even just the feeling of belonging to a certain group – there’s always a way to connect with your audience on an emotional level.
So how can you apply this in your digital marketing strategy?
First, know your audience, and what triggers drive them.
Conduct surveys or focus groups, or ask directly on social media to understand what motivates them to buy.
Then, use those emotional triggers in your messaging and marketing materials.
Tell stories, use images or videos that evoke emotions, and showcase how your product or service can provide the solution that your audience is looking for.
In conclusion, emotional triggers are the secret to driving sales and connecting with your audience on a deeper level.
By understanding what motivates them emotionally, you’ll be able to create a message that speaks directly to their heart and moves them to take action.
So, go out there and use those emotional triggers to make your digital marketing strategy stand out and take your business to the next level!
#18 Framing Effect
People’s choices can be influenced by how information is presented.
Please pay close attention…
Because I am introducing you to a psychological phenomenon
Framing Effect.
Here’s the deal
people’s choices can be heavily influenced by how information is presented to them.
Yup, that’s right! It’s not just about what you say, but also how you say it.
The way in which information can be framed or presented influence people’s choices and behaviour.
For example
if you’re trying to sell a product, you might frame the information in a way that emphasizes its benefits and positive features, rather than its drawbacks or limitations.
By doing so,
you can make the product seem more appealing and persuade people to take action and make a purchase.
Example A
Yogurt 80% Fat FREE
Example B
Yogurt 20% Fat
Which once would you pick?
Example A
Only 10% SPAM
Example B
90% Spam FREE
50€ of a €500 product / 10% off a €500 product
Which once would you pick?
That’s no-brainer, right…
You can see, obviously,
that different words could make a huge different in sales. Same product, different framing, and straight away it influences us without us even realising it. It could mean millions to you.
Now, is your glass half-full or half-empty?
#19 Anchor Effect
People tend to rely on the first piece of information they receive.
It’s a sneaky little cognitive bias that you need to watch out for!
Here’s the scoop
people tend to heavily rely on the first piece of information they receive when making decisions or judgments.
This is known as the Anchoring Bias, and it can have a huge impact on how we perceive and evaluate information.
You see,
the anchor price is a type of pricing strategy in which a higher-priced product or service is presented first, to create a “reference point” for the customer.
This way…
When a lower-priced option is presented later, it seems like a much better deal in comparison.
It’s a clever little trick that has been used by marketers and sellers for years.
For example, if you’re shopping for a new car, the first price you see for a particular model might anchor your expectations for what a reasonable price is.
This bias has been scientifically proven time and time again!
How can you implement anchor pricing?
First, it’s important to understand your target audience and their purchasing behaviour.
Knowing their price sensitivity and preferences will help you decide the best anchor price for your product or service.
Once you have determined the appropriate anchor price, present it prominently on your website or marketing materials.
This will create a reference point or comparison point in the mind of your customers, making other prices seem more reasonable in comparison.
It’s important to note that the anchor price should still be a fair and reasonable price for your product or service.
Setting an unrealistically high anchor price can harm your brand and customer loyalty.
Additionally, be transparent with your pricing and avoid using the anchor price as a deceptive tactic.
Customers can quickly lose trust in a brand that uses manipulative pricing strategies.
Overall, the use of anchor pricing can be a powerful tool in your marketing strategy.
Just be sure to implement it honestly and transparently, and always consider the needs and preferences of your customers.
#20 Confirmation Bias
People tend to seek out information that confirms their existing beliefs.
That’s right – we’re often more interested in validating our own ideas than exploring new and potentially conflicting ones.
Confirmation Bias is a mental shortcut that our brains take in order to process and evaluate information more quickly and efficiently.
And in a world where we’re bombarded with a seemingly endless amount of complex and diverse ideas, this bias can become even more prevalent.
Confirmation bias is a psychological pattern that can be used by brands to influence how people perceive their products or services.
How brands use confirmation bias?
Brands use confirmation bias by convincing prospects that they are part of an exclusive or desirable in-group, such as associating their products with popular influencers or celebrities, to create a sense of belonging and exclusivity.
For example
Apple’s iPad Pro is used by artists and designers.
Here’s another example
Imagine a clothing brand called “FashionFusion” that wants to sell their new line of trendy sneakers.
They know that young people are their target audience, so they want to create a sense of belonging and exclusivity.
They strategically showcase their sneakers being worn by popular celebrities, musicians, and social media influencers who are admired by young people.
By associating their sneakers with these influencers,
FashionFusion taps into confirmation bias. When young consumers see their favorite celebrities wearing the sneakers, they feel a sense of connection and identification.
They start to believe that these sneakers are not just fashionable but also part of a trendy and cool lifestyle.
FashionFusion may further enhance the confirmation bias by featuring customer testimonials and social media posts from satisfied buyers who express how wearing the sneakers makes them feel confident, stylish, and part of a fashionable community.
This creates a reinforcing effect where potential customers see others who share their beliefs and experiences, strengthening their desire to own the sneakers.
By leveraging confirmation bias,
FashionFusion creates a perception that their sneakers are coveted and that wearing them will make the customers feel like they belong to an exclusive group of trendsetters.
But it’s important to remember the potential pitfalls…
By limiting ourselves to only seeking out information that confirms our existing beliefs, we risk missing out on valuable insights and perspectives. That’s where the role of critical thinking and open-mindedness becomes crucial.
#21 Halo Effect
People tend to judge a person or product based on their overall impression.
Next on the list, the Halo Effect.
It might sound like something mystical or otherworldly,
but in reality,
it’s a sneaky little cognitive bias that can seriously impact a decision-making.
Here’s how it works
the Halo Effect is a bias in which our overall impression of something or someone influences how we perceive specific areas or aspects of it.
It’s like a halo or aura of positivity that surrounds something and makes us see it in a more favourable light.
For example
if you really like a particular brand, you might assume that everything associated with that brand is of high quality, even if you haven’t thoroughly evaluated it.
Or, if you really like someone’s appearance, you might assume that they are intelligent and skilled in their field – even if you haven’t seen any evidence to support that notion.
Here are 5 Steps you can create a Positive Image for your Brand:
- Focus on providing high-quality products or services that exceed customer
expectations.
This builds a positive reputation and perception of the brand and its offerings.
- Cultivate a strong brand identity through consistent messaging and visual branding.
This can include a recognizable logo, colour scheme, and tone of voice that conveys the brand’s values and personality.
- Create positive associations with the brand by partnering with reputable organizations or individuals, supporting charities or causes, and engaging in community initiatives.
- Generate positive reviews and testimonials from satisfied customers and share them through social media or marketing materials. This can help to reinforce the positive image of the brand and build trust among potential customers.
- Focus on creating a positive customer experience at all touchpoints, from initial contact to post-purchase follow-up.
A positive experience can create a lasting impression and contribute to the Halo Effect.
The best way to cultivate a positive brand image & reputation is by:
- focusing on providing excellent products /services
- building a strong brand identity
- and creating positive associations and experiences.
These factors can contribute to a positive perception of the brand and create a halo effect.
#22 Power of FREE
People are more likely to try a product if it is offered for free.
WOHOOO. You’re still reading. Lovely.
Here’s the real POWER.
Humans love free stuff.
We can’t resist it!
Whether it’s a free sample, a free trial, or a buy-one-get-one-free deal, the word “free” triggers a powerful psychological response in our brains. And that’s where the power of FREE comes in.
Clever Marketers use this tactic to attract potential customers by offering them something for free. It might seem too good to be true, but trust me – it works like crazy.
It works like nothing else does!
The word “FREE” itself attracts like crazy. “FREE” triggers a powerful psychological response in our brains.
That’s why FREE stuff attracts potential customers and drive sales.
By offering free trials, samples, or other incentives, businesses can create a sense of goodwill and trust with potential customers and motivate them to take action.
My favourite FREEBIE?
Is…
Free downloads!
They are the best freebie because they cost you nothing other than the time and knowledge.
If you create a FREEBIE and add real value, something that people come back to it over and over, it’s a WIN-WIN.
They get knowledge and you get brand awareness.
Just remember to put your logo on that PDF!
#23 Immediacy Effect
People don’t have patience.
I guess it’s you too.
Waiting for the webpage to load before your BIG holiday, yes you have 10 more things to organise…
Replies, waiting for an appointment, waiting for dinner to cook – it’s enough to drive anyone mad!
And that’s where the Immediacy Effect comes in.
You see
the Immediacy Effect is all about giving people what they want, when they want it.
It’s about creating a sense of urgency that motivates people to take action RIGHT NOW.
And let me tell you…
This is an essential strategy for any digital marketer worth their salt.
Let’s say if you have two courses, and only one of them is opening the doors shortly, that one is going to get attention and interest.
Think about it
when you’re scrolling through your social media feed, what makes you stop and pay attention?
It’s the posts that say “Limited time offer!” or “Act fast!” or “Don’t miss out!” – those are the ones that create a sense of urgency and get people to take action.
And that’s what you want for your business, right?
You want people to take action. You want them to buy your product, sign up for your service, or download your app.
And if you can create a sense of immediacy, you’re much more likely to make that happen.
Now, I know what you might be thinking:
“But Rina, I don’t want to be pushy.”
And I hear you, I really do. That’s why it’s important to be honest and transparent. If you’re offering a limited-time discount, say so. If you’re running a flash sale, let people know.
The key is to be clear about what you’re offering, why it’s time-sensitive, and what people stand to gain by acting now.
Start implementing the Immediacy Effect in your digital marketing strategy today!
Create a sense of urgency, get people to take action, and watch your business thrive. Trust me, it’s worth it.
#24 Primacy Effect
Primacy effect is the tendency for people to remember the first piece of information they encounter in a series.
As marketers, this means that the first impression we make on our audience can have a lasting impact on their perceptions and actions.
Now, conventional thinking tells us to save the best for last – to build up to the main point or benefit of our product or service.
But what if I told you Primacy Effect is more important?
To get attention, hook and hold them…
Because people are busy, and could be doing hundreds of different things, then reading/listening to your presentation.
So, anything you do-remember-what you say or do in the very beginning matters!
When you go live or make a video, hook them and say why should they watch your video. What’s in for them!
Otherwise, you lose them in a blink of an eye!
By leading with your strongest benefit or message, you can maximize the impact of the primacy effect and create a more lasting impression.
Think about it
If the presentation was boring in the first few minutes, you just “tuned out”. You were there, but mentally you were somewhere else.
Recall these presentations?
That’s why I always say BEING BORING is a very big marketing SIN.
So, how can you use primacy effect in your marketing strategy?
Start by identifying the most compelling benefit or message you want to convey, and lead with that.
Use attention-grabbing headlines, images, or videos to capture your audience’s attention right from the start.
Then, follow up with supporting information to reinforce your message and persuade your audience to take action.
By doing so,
you leverage the primacy effect to create a more lasting impact and increase the chances that your audience will remember and act on your message.
Master the beginning,
because you want them to stay to the end, where you present your offers.
In summary, primacy effect is a powerful psychological tool that can help you improve your marketing efforts.
By leading with your strongest message,
you can maximize the impact of the first impression and create a more lasting impression.
So, go forth and be bold – make that strong first impression and leave a lasting impact on your audience!
#25 Recency Effect
People tend to remember the last thing they see or hear.
The last on the list, but trust me- not the least important psychological phenomenon, that can elevate your marketing strategy.
Recency effect is the tendency for people to remember the most recent piece of information they encounter in a series.
This means that the last thing you say or show to your audience is more likely to stick in their minds.
Now, conventional thinking tells us to end on a high note – to finish with a compelling call to action or a memorable takeaway.
But what if I told you that recency effect can be even more powerful when used strategically?
By making your last message the most impactful, you can increase the chances that your audience will remember and act on it.
Think about it…
What’s the last thing you remember from a presentation or conversation?
It’s most likely the final statement or point that was made.
This is the power of recency effect, and as marketers, it’s up to us to leverage it to our advantage.
So, how can you use recency effect in your marketing strategy?
Start by identifying the key takeaway or call to action you want your audience to remember.
Then, save it for the end of your presentation or content piece.
But don’t just drop it out of nowhere – use supporting information and a strong build-up to make your final message even more impactful.
This can be achieved through memorable visuals, storytelling, or other creative means that will make your content stand out.
By using recency effect strategically, you can leave a lasting impression on your audience and motivate them to take action.
So, next time you’re crafting your marketing message, keep this powerful psychological tool in mind – and turn your last impression into your best impression.
In summary, recency effect is a powerful psychological tool that can help you enhance your marketing efforts.
By making your final message the most impactful,
you can increase the chances that your audience will remember and act on it.
So, keep this in mind when crafting your next marketing campaign – and leave a lasting impression on your audience!
Let me summarise the last two psychological triggers
Primacy and recency effect
We remember the first and the last the BEST!
Examples
The first day in college and the last
The first date and the last
Recall these moments. I bet you can. See how powerful these triggers are?
That’s why every time you do a sales presentation-always remember
Start and end strong
Start with benefits and finish by showing all what’s included in your course (with bonuses)
You’re a rockstar!
Congratulations
on making it through the whole article! You’re a true champion when it comes to learning about digital marketing strategies.
Your commitment to learning is truly inspiring, and I have no doubt that you’re going to take what you’ve learned and use it to propel your business to new heights.
Now, it’s time to take action and implement the golden nuggets.
Don’t wait another minute – go out there and make the most of these Psychological Triggers!
I believe in you!
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