How To Convince A Customer To Buy A Product
Research has shown that fear of missing out (FOMO) is a big reason for purchases, especially impulsive ones. Depending on the nature of your product or service, you can successfully leverage FOMO to convince a customer to make a purchase.
how to convince a customer to buy a product
Focus on a feature of your product that is different from your competitors. Highlight the feature that provides an advantage to the customer. You will convince customers to buy your product when you offer a feature that makes their life easier.
Instead of focusing on the entire population, narrow down your target market to a specific niche. This will help you to focus on your audience to whom you want to sell your product and those that are most likely to buy your product.
For example, if you make handmade products, focus on who the products will benefit most instead of everyone. Happily Ever Laughter, an Instamojo online store, sells merchandise to a very niche audience: armed forces community.
Along with reviews, you can also collect customer feedback. This will enable you to understand what pain points your product solved for the customer and use this information to convert future customers.
People want to know things and be entertained for free. If you can leverage this content need of your target audience and attract them, you can easily convince them to buy from you and make more sales. This technique is called content marketing.
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Your potential needs to climb to the top of the sales pyramid to purchase from you and become repeat customers. But how do you get people to buy your product and rise to the top faster?
Even if unicorns are making Rolex watches, a 10,000% difference is astronomical. The only logical reason for such a huge leap in price is positioning. Rolex is able to market themselves as a prestigious brand that can also impart its esteemed reputation on to its customer.
You can apply this same strategy of positioning on your own products or services. Whether you build off of your own reputation, as does Starbucks and Rolex, or you focus on the benefits, you can position your product to sell for a higher price than that of your competitors.
In their User Experience (UX) research report, E-Commerce User Experience Vol.3, the Nielson Norman Group provides us with valuable context to explain the importance of large, high-quality images. The research concludes that users were more attracted to and felt better informed to make a purchasing decision when product images were clear and of a higher quality. One shopper even said,
Researchers at the Baymard Institute also discuss in their research report, M-Commerce Usability: Exploring the Mobile Shopping Experience, the importance of using large, detailed product images. The report explains that the physical experience a shopper gets in a brick-and-mortar store is compromised by the nature of ecommerce. In the world of ecommerce, shoppers are not able to experience a product's texture, detail and quality, resulting in more focus being placed on a product's description and images. But the report further explains that providing a large-sized image is just the start to fully informing the shopper in their purchasing process ("M-Commerce Usability" 200-203). Which brings us to our second point...
From an article written for the Baymard Institute entitled, UX: 7 Product Image Categories, Christian Holst poses a valid question: besides the traditional white background product shown from three different angles, which other product shots can provide shoppers the information they need? As you may have guessed, this brings us to our third point...
Another benefit explained by Holst is the idea that by showing a product in a lifestyle context the product begins to feel less sterile and more human. By including humans or living creatures within the product image, an emotional response can be evoked within the shopper that is rarely achieved by using inanimate objects ("UX: 7 Product Image Categories"). This brings us to our fourth and final point...
Many ecommerce sites today are starting to utilize video to help ease the constraints that come from using 2D product images. When applicable, videos are extremely effective in showing a product in use as well as a product's special features. Videos also provide an outlet to show a 360 degree perspective of the product. What better way to experience a product that you are unable to physically experience than with a video!
Ways to Improve: If the retailer included additional lifestyle images, they could provide the shopper with a better sense of brand personality. For instance, by showing a yogi riding their bike to class with their mat neatly folder within a Giam yoga mat on their back would allow the retailer to show an eco-friendly brand personality and additionally promote a second product.
Ways to Improve: Although the retailer successfully provides the shopper with large images of the product from different views, they, unfortunately, regret to provide any interior views of the bookbag. These interior shots could be helpful in answering questions regarding the organization, usability, and scalability of the bookbag. The retailer could also benefit from providing the shopper with more lifestyle imagery. For instance, by showing the bookbag being worn by a man hiking along a beautiful mountain with a few friends, the retailer is able to show an adventurous brand personality while also showing a potential use of the bookbag. The shopper is better able to imagine themselves wearing the same bookbag on a hike with some of his own friends, ultimately making him purchase the product!
Ways to Improve: Although Amazon successfully serves as a platform for various brands to sell their products, it would still be beneficial for them to provide several lifestyle imagery options to the shopper. As previously stated, providing lifestyle imagery allows the shopper to gain a better understanding of the products usability and begin to imagine him or her utilizing the product.
In the end, it's the customer experience that matters most to online shoppers. And as expected a limited user experience will garnish limited results. Customers will continue to set expectations for ecommerce retailers. It's our job as user experience designers to meet and exceed what they expect when possible.
If you are selling expensive products in your store, you can offer something complementary to them. Add a low-cost product that accompanies your expensive product, and start selling online now through your Builderfly store. Such tempting tactics can help you gain more orders for your expensive products.
Your high-priced products give you the liberty to include the shipping price in your selling price and let customers enjoy the notion of free shipping. The cut-off in additional expenses for products for shipment charges is known to boost the conversion rate of stores at a significant rate.
Make your shoppers trust quality over quantity. If you are winning against the quality of the content used, you must highlight it within your product listings. When you list products on Builderfly, you can add detailed descriptions and tell your visitors about the better-quality material that you have used compared to other businesses in the market. If your potential buyer has an idea about the product quality based on the material used, you can surely win the leads.
When buying high-priced products, customers often compare them based on their service life. The quality material you are using for your products will automatically improve the shelf life. Talking about the same in your product listings on the website which you can create via Builderfly and justify the premium charges you levy for your services/products.
The customers who opt for your products over the cheap ones are ideally those who care about the product quality. You can connect with them to share their experiences with your products and help the native community of shoppers. We have a dedicated product reviews section enabled for product listing on each product detail page. Make your customers your brand advocates and amplify your sales.
Tech-product sellers often highlight the features of the products while listing the product information. You need to keep in mind that all of your shoppers are tech-brains or product experts. Highlighting the benefits of the features helps all of your customers understand the utility and significance of the features they must compare while shopping for expensive products online.
The product detail page is for your customers and not for the experts in the domain. Adding new and complicated terms to your product listings can confuse your customers or make them believe that your product is not a right fit. Avoiding the usage of jargons (new terms), you make the content of your product listings easily understandable to all of your shoppers, regardless of their knowledge scale.
High-quality product images and product videos give you greater liberty to show the best look of your product and highlight major attributes. Adding product videos gives a 360-degree view of the product to your audience. It helps them make a better purchase decision while shopping for the best deals. It improves the organic ranking of your products on SERPs and helps you win the trust of your shoppers.
The five forces model of analysis was developed by Michael Porter to analyze the competitive environment in which a product or company works.Description: There are five forces that act on any product/ brand/ company:1. The threat of entry: competitors can enter from any industry, channel, function, form or marketing activity. How best can the company take care of the threat of new entrants?2 041b061a72