Know and apply mental triggers and sell like never before
Posted: Mon Dec 23, 2024 8:46 am
Marketing has increasingly used neuroscience principles to improve sales pitches and boost business results. One of the concepts that deserves to be highlighted in this regard is mental triggers, due to their power to engage and influence customers when making a purchasing decision.
When applied correctly, they can improve salespeople’s performance and, consequently, profits. However, it is necessary to understand how each of them works and how they can be implemented efficiently and non-aggressively.
Knowing this, we prepared this post so that you can clear up your doubts about mental triggers and learn about the main ones that can be used in your business. Follow along!
What are mental triggers?
Every day, we use — often without realizing it — mental whatsappnumbers shortcuts that allow us to make decisions faster and more easily. These decisions are usually made instinctively, based on the emotions we are feeling at the time.
Mental triggers are circumstances that can provoke certain positive or negative emotions and influence the decisions a person makes. When applied to sales, the goal is always to awaken feelings in buyers that motivate them to make the purchase, without having to spend too much effort in the process.
The best way to do this is to give the consumer a good reason to buy the product. On the other hand, there are several ways to achieve this and each of them is based on the exploitation of different emotions common to all of us.
How to apply mental triggers to make sales?
To apply mental triggers correctly, you need to understand some factors of human behavior and how they influence the choice of a certain product or service. Therefore, you should implement the most effective approaches according to your business model. See below some of the main strategies that use mental triggers to increase sales .
Create a sense of scarcity or urgency
It's hard to measure the number of times we come across limited-time promotions, both in online and physical stores in various sectors of the market. In addition, promotions often have an extra factor: a limited quantity of products in stock or places on a course that are about to end.
This gives consumers the feeling that they cannot miss out on the promotion and need to do so quickly. It also creates a perception of the product's value, because if there are few products or vacancies available, they are probably in high demand, meaning they must be useful or valuable.
On the other hand, there is no point in trying to deceive the consumer and using this trigger without any basis, since it is essential that the offers are truthful. If the consumer feels that the company is making up data and numbers, it is possible that the strategy will have the opposite effect to that expected and harm the brand.
Exploring loss aversion
A very effective mental trigger is the exploitation of a human behavioral tendency known as loss aversion. According to this concept, the bad feeling of loss is about twice as powerful as the pleasure brought by a feeling of gain.
Therefore, people tend to always choose the alternative that presents the lowest risk of loss, even if it is not always the most advantageous. Knowing this, it is important to focus not only on describing the benefits of your service, but also what the customer has to lose if they do not use it.
To do this, you can address problems that people face in their daily lives that can be solved through your offer, which gives the impression that they are at a disadvantage by not having access to the service.
Use social proof
Have you ever had the impression that when there are a lot of people using a certain product or service, it must be good? Well, the trigger for social proof is based exactly on this tendency to measure the quality of something based on its popularity.
A good way to use this trigger is to present your company’s success stories and the results achieved by your existing customers to potential customers — preferably in numbers. In addition, it’s important to engage as many customers as possible on social media so that they can help share information about your products.
Show yourself as an authority on the subject
Demonstrating broad knowledge in your field of activity gives consumers greater credibility. This is because, when we feel that someone really has a command of a certain subject, we get the impression that we should take their opinions and recommendations into consideration.
Knowing this, it is important to explore this mental trigger and become an authority in your sector, especially in market niches that involve technical knowledge that the client often does not have. Some examples of businesses that can benefit greatly from this type of trigger are technology , marketing, finance and course and training companies.
Regardless of the market, a good way to establish yourself as an authority is by offering free educational materials to customers, which can be done through a blog or website, for example. In addition, you can form partnerships with professionals or other businesses that are already references in the area and act as sales facilitators by recommending your product or service.
Make the customer feel important
A survey conducted in the United States showed that 49% of consumers made an impulse purchase after receiving a personalized recommendation. In addition, 44% of customers would make repeat purchases with the same company after receiving a differentiated experience. This is because a good customer experience makes the customer feel that they are important to the brand and that it is making an effort to satisfy them.
Therefore, always try to provide good customer service, as well as offering benefits that make them feel good. This can be done, for example, by offering bonuses or discounts to new customers and also to those who are already loyal .
Now that you understand how mental triggers work, you must have realized how advantageous it is to use them in your business. Finally, you need to be careful when applying them in sales so as not to confuse their use with manipulation techniques. Always maintain empathy for customers and be careful not to be overly appealing when using a mental trigger or to engage in any type of misleading advertising.
When applied correctly, they can improve salespeople’s performance and, consequently, profits. However, it is necessary to understand how each of them works and how they can be implemented efficiently and non-aggressively.
Knowing this, we prepared this post so that you can clear up your doubts about mental triggers and learn about the main ones that can be used in your business. Follow along!
What are mental triggers?
Every day, we use — often without realizing it — mental whatsappnumbers shortcuts that allow us to make decisions faster and more easily. These decisions are usually made instinctively, based on the emotions we are feeling at the time.
Mental triggers are circumstances that can provoke certain positive or negative emotions and influence the decisions a person makes. When applied to sales, the goal is always to awaken feelings in buyers that motivate them to make the purchase, without having to spend too much effort in the process.
The best way to do this is to give the consumer a good reason to buy the product. On the other hand, there are several ways to achieve this and each of them is based on the exploitation of different emotions common to all of us.
How to apply mental triggers to make sales?
To apply mental triggers correctly, you need to understand some factors of human behavior and how they influence the choice of a certain product or service. Therefore, you should implement the most effective approaches according to your business model. See below some of the main strategies that use mental triggers to increase sales .
Create a sense of scarcity or urgency
It's hard to measure the number of times we come across limited-time promotions, both in online and physical stores in various sectors of the market. In addition, promotions often have an extra factor: a limited quantity of products in stock or places on a course that are about to end.
This gives consumers the feeling that they cannot miss out on the promotion and need to do so quickly. It also creates a perception of the product's value, because if there are few products or vacancies available, they are probably in high demand, meaning they must be useful or valuable.
On the other hand, there is no point in trying to deceive the consumer and using this trigger without any basis, since it is essential that the offers are truthful. If the consumer feels that the company is making up data and numbers, it is possible that the strategy will have the opposite effect to that expected and harm the brand.
Exploring loss aversion
A very effective mental trigger is the exploitation of a human behavioral tendency known as loss aversion. According to this concept, the bad feeling of loss is about twice as powerful as the pleasure brought by a feeling of gain.
Therefore, people tend to always choose the alternative that presents the lowest risk of loss, even if it is not always the most advantageous. Knowing this, it is important to focus not only on describing the benefits of your service, but also what the customer has to lose if they do not use it.
To do this, you can address problems that people face in their daily lives that can be solved through your offer, which gives the impression that they are at a disadvantage by not having access to the service.
Use social proof
Have you ever had the impression that when there are a lot of people using a certain product or service, it must be good? Well, the trigger for social proof is based exactly on this tendency to measure the quality of something based on its popularity.
A good way to use this trigger is to present your company’s success stories and the results achieved by your existing customers to potential customers — preferably in numbers. In addition, it’s important to engage as many customers as possible on social media so that they can help share information about your products.
Show yourself as an authority on the subject
Demonstrating broad knowledge in your field of activity gives consumers greater credibility. This is because, when we feel that someone really has a command of a certain subject, we get the impression that we should take their opinions and recommendations into consideration.
Knowing this, it is important to explore this mental trigger and become an authority in your sector, especially in market niches that involve technical knowledge that the client often does not have. Some examples of businesses that can benefit greatly from this type of trigger are technology , marketing, finance and course and training companies.
Regardless of the market, a good way to establish yourself as an authority is by offering free educational materials to customers, which can be done through a blog or website, for example. In addition, you can form partnerships with professionals or other businesses that are already references in the area and act as sales facilitators by recommending your product or service.
Make the customer feel important
A survey conducted in the United States showed that 49% of consumers made an impulse purchase after receiving a personalized recommendation. In addition, 44% of customers would make repeat purchases with the same company after receiving a differentiated experience. This is because a good customer experience makes the customer feel that they are important to the brand and that it is making an effort to satisfy them.
Therefore, always try to provide good customer service, as well as offering benefits that make them feel good. This can be done, for example, by offering bonuses or discounts to new customers and also to those who are already loyal .
Now that you understand how mental triggers work, you must have realized how advantageous it is to use them in your business. Finally, you need to be careful when applying them in sales so as not to confuse their use with manipulation techniques. Always maintain empathy for customers and be careful not to be overly appealing when using a mental trigger or to engage in any type of misleading advertising.