BY Jessica Helinski
When making your next deal, you may want to consider subtly using the power of psychology to sway the decision of a prospect. Elena Prokopets, in an article for Business2Community, shares how you can use the six most common psychological triggers to your advantage when negotiating.
According to author Robert Cialdini, we all possess six traits that have the most impact on our daily decisions and actions, and these traits are:
- Reciprocity
- Commitment
- Liking
- Social proof
- Authority
- Scarcity
Prokopets shares how you can harness the power of each trait and use it to improve conversions. Below is just one trait that she covers:
Social proof
Social pressure is a major influencer for people, and utilizing this is even easier in today’s online world. One way to do this is to highlight your many fans. You can share the number of followers you have on a social network or how many email subscribers you have, both of which may sway a prospect to follow suit. “Adding a small clause e.g. ‘Join 10,.000+ readers on our email list’ can drastically boost your conversions,” Prokopets writes. “First, they will be among the other cool kids. Secondly, they are not being the first, thus there’s no risk involved.”
Additionally, you may want to consider featuring testimonials. The power of others’ words about your product or service can influence others to sign up, thanks to the perception of credibility and value established by the testimonials.
Using social proof is just one way to use a “psychological hack” to boost conversion rates. The insights shared by Prokopets will help you easily use common mental cues to increase your influence and drive more sales.
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