Sales is all about understanding human psychology. Now don’t worry, I’m not telling you to go back to school. We’re going to take care of everything right now on this article. After reading this you will know the key psychological persuasion tricks for dropshipping. This means after finishing this, you will be ready to go out there and have massive success with your dropshippping store. Let’s get into it.
Psychological Persuasion Tricks for Dropshipping
Use scarcity/urgency – Scarcity is when you state there is a limited number or products remaining. For example, ” Only 20 necklaces remaining, hurry!” Urgency is when you state there is a deadline for the sale. For example, “Only 24 hours left of the Christmas sale, buy now!” Both can work tremendously well to increase conversions. Be careful if you’re using both though as this can often be overkill.
Dropshipping is all about forcing the impulse buy. You do not know the customer you are trying to target on Facebook. They are simply scrolling along and happen to stop and click on your ad. We are selling low ticket items (less than $100), which means customers will make up their mind on the spot whether they will buy or not. Yes, you can do retargeting (and we’ll be talking about this in a future article) but it’s the impulse buy we’re chasing for the most part.
Use benefits over features – Features are listing traits of the product. For example “Our mug is red and holds 300ml of liquid”. Benefits are the positive outcomes the customer receives. For example “Our mug is red to bring you Christmas cheer during holiday season. It holds 300ml of water to allow you to enjoy a large cup of relaxing tea to make your holiday season perfect”. Do you see the difference there? Benefits always win out over features.
The reality is human beings do not care about your product. They care what your product can do for them. That’s why you must change the default Aliexpress product descriptions. They simply list the features without stating the benefits to the customer. The art of writing words that sell is known as copywriting. Amazon does a better job than this compared to Aliexpress if your interested to learn more.
The power of demonstration – Demonstration in dropshipping terms is marketing your product in use. This a key to understand psychological persuasion tricks for dropshipping. Instead of having pictures of your bracelet on a table, have pictures of a girl wearing it on an actual wrist. This will increase conversions for sure. Why? Because customers like to imagine themselves wearing it. It’s much easier to do this when you provide pictures of people using your product.
It doesn’t have to be clothing either. If you’re selling a lawnmower accessory, provide pictures of it in use. It is better if the people in the pictures are similar to your customers. If you are advertising a hat for college men, make sure your model is a college man. This helps with provoking an emotion in your potential customer.
Negative emotions over positive
Negative emotions are more powerful than positive ones. That doesn’t meant that you should never use positive emotions. It depends on the market and situation. However it’s important to remember that negative emotions are more powerful. Fear of loss is more powerful than desire of gain to put it another way.
Let me give you an example. Writing “Did you know X number of dogs were run over this year? To protect your dog, grab our special leash.” While this may seem intense for some of you, it is a powerful ad regardless. Dog lovers who come across this ad will be forced into action to protect their dog. Consider this point also. By forcing them to act you are also helping to protect the dog they love dearly. If you do not give people a reason to act, they won’t act at all. Now you know the key psychological persuasion tricks for dropshipping.