How to sell online products? The psychology behind it.
This blog post is for the people who do not buy online and how to sell online products to them. You must understand the psychology behind their behavior to sell them your stuff.
Some people are afraid to buy online. I realized this when most of my relatives hesitate to buy electronic gadgets, clothes, online education classes, etc from online trusted websites.
Even you must have gone through this. People are afraid to trust. But why? Well, according to me it can be one of the two reasons:
- People do not trust the online brand
- People do not trust themselves.
Let me explain both these points in this blog post. This is the explanation of my perspective on how to sell online products by overcoming the above challenges.
If you think about it these are the only reasons why people do not shop online. So, let’s go-ahead and understand the psychology of your prospect.
1. Doubt number one and its solution
Doubt that you are not good enough. Trust in your brand
You must understand that for your ideal prospect at first, you are just a random person selling stuff on the internet. They do not know you. So they will not trust you because of the following reasons:
- They do not have testimonials of your products
- You are not putting out valuable content consistently
- You have a bad reputation of not delivering on your promises
- You are not empathetic
- You do not have a personal brand, etc
It takes about 7 to 12 times of engagement for you with your prospect to make a sale.
Let us understand that how can you clear these doubts and build trust
Solution: Offer them Lead Magnets
Lead magnets show your expertise. They subconsciously tell your prospects that you can deliver value to them.
Keep in mind that your lead magnet should be specific so that your prospects actually take that lead magnet. Once you have their permission to send them emails by offering your lead magnets, then you can build relationships with them using email marketing strategies.
Once meaningful relationships are built, then trust is built and hence your sales will increase.
Another reason why your sales will increase after giving lead magnets is that the principle of reciprocity kicks in. This means that if you give something for free to someone, then they also feel that they
2. Doubt number two and its solution
Your prospects Lack of trust in themselves.
So, how to sell online, and how to increase sales? Well, sometimes, you have to build trust in your prospect themselves. The following can be the reasons for their lack of self-belief:
- They have purchased many products online but have no results/satisfaction
- They are not taking action or using the product/service properly
- They are still stuck in their past bad experience.
- They have a toxic or non-supportive environment
- They are overwhelmed by the task in front of them or about the product, etc
Solution: Give them Little victories in the form of your tripwire offer
How do we build self-belief? We reach small milestones and feel good about themselves. So, your job as a marketer should be to give them little victories.
It can be a free/paid consultation and giving them a 7-day plan, Give them a small task where you know that they can do it easily. Usually, people underestimate their potential.
You have to unleash their hidden potential and make them feel proud of themselves
Conclusion
If you know your customer better than others, then you can easily understand what their doubt is. Trust in you or trust in themselves.
Deliver value in advance, build a relationship, show your authority/expertise, and sell them.
It should feel like you are here to help them and not sell them. Although selling is serving, most people who are customers feel that if someone is selling them something means he/she is robbing me. So first provide free value and then your paid stuff.
I hope you liked this article. Please share it with someone who is asking themselves how to sell online?
Also read: How to write with passion and convert like crazy.
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