12 tips untuk “Menjual dan berpikir”

Banyak copywriting dan pakar pemasaran mengajarkan ide-ide sederhana tentang psikologi. Mereka berkeras bahwa orang dapat sepenuhnya mengerti dan dimanipulasi dengan daftar motivator atau piramida kebutuhan.

psychology

Apa omong kosong! Aku bahkan tidak tahu mengapa pria di toko hewan peliharaan menempatkan 75 kucing makanan kaleng dalam satu tas dan sebuah kotak kecil memperlakukan lain sehingga aku terkesiap mobil saya condong ke satu sisi. Bagaimana saya mungkin bisa meringkas psikologi manusia dalam beberapa poinpoin?

 

Orang-orang sangat kompleks dan sering misterius, jadi kita semua berjuang untuk memahami sesama manusia. Namun, sekarang Anda mendapatkan selama takut untuk menjual, berikut adalah beberapa tidbits psikologis dasar yang dapat membantu Anda menulis salinan menarik.

 

1. orang membuat keputusan emosional.

 

Mereka memutuskan berdasarkan perasaan, kebutuhan atau emosi, bukan melalui proses pemikiran logis. Itulah sebabnya kenapa tidak berwujud manfaat adalah kunci untuk Persuasi.

 

Ketika Anda menulis, Anda harus bertanya pada diri sendiri, “Apa itu tombol panas emosional di sini?”

 

2. orang membenarkan keputusan dengan fakta-fakta.

 

Contoh: seorang pria melihat sebuah iklan dengan foto mobil sport dan langsung jatuh cinta. Namun, ia tidak bisa membawa diri untuk membeli mobil berdasarkan perasaan, sehingga dia membaca salinan untuk rincian teknis tentang mesin yang kuat, fitur keamanan, dan pemeliharaan rendah.

 

Dia ingin mobil karena itu membuat dia merasa baik. Tapi ia membeli hanya ketika dia dapat membenarkan pembelian secara rasional.

 

3. orang egosentris.

 

Kata “egosentris” berarti berpusat di sekitar ego atau diri. Kita semua melihat dunia dalam hal bagaimana berhubungan dengan kita secara pribadi. Jadi ketika salinan Anda meminta seseorang untuk melakukan sesuatu, itu harus juga menjawab terucapkan pertanyaan, “Apa itu di dalamnya untuk saya?”

 

Pada tingkat yang lebih dalam, pertanyaan mungkin “Bagaimana Apakah ini memberikan perasaan nilai pribadi?”

 

4. orang mencari nilai.

 

Nilai ini tidak nomor tetap. Nilai adalah relatif terhadap apa yang Anda Jual, apa yang orang lain mengenakan, apa yang prospek digunakan untuk membayar, seberapa buruk prospek menginginkannya, dan bagaimana calon pelanggan merasakan perbedaan antara penawaran Anda dan lain-lain.

 

Anda harus menunjukkan nilai yang tampaknya sama atau lebih besar dari harga yang diminta. Semakin besar nilai relatif terhadap harga, orang-orang lebih mungkin adalah untuk membeli.

 

5. orang berpikir dalam hal orang.

 

Otak manusia bukanlah sebuah komputer, kalkulator, atau informasi prosesor. Ilmuwan telah menunjukkan bahwa fungsi utamanya adalah untuk berurusan dengan interaksi sosial.

 

Ingat bagaimana beberapa pertanyaan matematika di sekolah tinggi dinyatakan sebagai situasi kehidupan nyata? Mereka adalah selalu lebih mudah untuk memahami dan memecahkan daripada masalah abstrak. Salinan Anda, karena itu, harus memiliki orang-orang melalui nama, ganti, harga, testimonial, kisah, foto Pelanggan yang puas, dll.

 

6. Anda tidak bisa memaksa orang untuk melakukan apa-apa.

 

Ketika orang-orang membeli, itu adalah bukan karena Anda memegang beberapa kekuatan atas mereka.

 

Anda bisa menghimbau. Anda dapat mendorong. Anda dapat menarik. Tetapi pada akhirnya, orang-orang melakukan apa yang mereka ingin lakukan. Ini berarti pekerjaan Anda adalah untuk menunjukkan bagaimana apa yang Anda tawarkan memenuhi kebutuhan prospek Anda.

 

7. orang menyukai untuk membeli.

 

Beberapa orang mengatakan orang tidak ingin menjadi “terjual.” Tidak benar.

 

Orang suka untuk dijual. Mereka suka untuk menemukan produk-produk baru yang indah dan pengalaman.

 

Apa orang tidak menyukai adalah untuk menipu atau ditipu. Oleh karena itu, dapat membantu untuk mengubah Anda analogi proses pemasaran.

 

Daripada “menjual” kepada orang-orang, cobalah untuk “membantu” mereka. Menjual produk yang baik, membuat penawaran menarik, dan memperlakukan orang dengan adil. Itulah ayal rumus untuk sukses.

 

8. orang secara alami mencurigakan.

 

Memang benar bahwa ada bodoh yang lahir setiap menit, tapi kebanyakan orang tidak cukup skeptis terhadap setiap penawaran. Mereka berusaha untuk menghindari risiko.

 

Anda tidak pernah dapat memprediksi tingkat kecurigaan orang tertentu memiliki, jadi biasanya yang terbaik untuk membuat cadangan semua klaim dengan bukti, seperti testimonial, survei hasil, dukungan otoritatif, hasil tes dan data ilmiah.

 

9. orang selalu mencari sesuatu.

 

Cinta. Kekayaan. Kemuliaan. Kenyamanan. Keselamatan. Orang secara alami tidak puas dan menghabiskan hidupnya mencari berwujud.

 

Pada yang paling sederhana, menulis salinan yang baik adalah masalah menunjukkan orang bagaimana produk tertentu, Layanan, atau penyebab memenuhi satu atau lebih dari kebutuhan mereka.

 

10. orang membeli “langsung” karena kemudahan dan eksklusivitas.

 

Jika orang-orang dapat dengan mudah menemukan hal-hal yang Anda tawarkan di toko terdekat, yang mungkin adalah dimana banyak akan membelinya. Jadi jika mereka tidak membeli dari Anda secara langsung untuk kenyamanan semata-mata, mereka melakukan itu karena mereka tidak bisa menemukan item di tempat lain (atau hanya tidak tahu di mana untuk melihat).

 

Itu sebabnya bijaksana untuk menekankan kenyamanan dan eksklusivitas dari apa yang Anda ingin menjual.

 

11. orang ingin melihatnya, mendengarnya, menyentuhnya, merasakannya, atau bau itu sebelum mereka membelinya.

 

Beberapa orang tidak pernah membeli online karena mereka tidak dapat memeriksa barang-barang. Beberapa item, seperti buku-buku dan CD, nyata dan cukup akrab untuk menjual mudah online karena ada sedikit keraguan tentang

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