Doing business is actually a process of falling in love, allowing users to find you, understand you, and fall in love with you. Some people say that this is obviously just standing up and talking without pain in the back. In fact, it is much more complicated to execute. The key point in this process is that as long as the user is psychologically related, it will affect their purchasing decision. As a seller, you should understand what consumers are thinking.
The first point is the psychology of face
There is a Chinese saying that giving face to others is giving yourself face. Whether it is a store on Taobao or an independent website, your reputation depends on whether the overall layout and overall style of your store can match your overall image (prominent head), content (wearing famous brands), Service (social etiquette), these are all about your face, so you have to do these in place first to analyze the consumer profile before you can respond to the social etiquette. According to some observations in daily sales, when customers buy a product, the following roles will appear
. The initiator who advocates product purchase. His face is that what I recommend must be good. How can you induce others to recommend you? Product This is a situation.
Is the decision-maker the head of the family, a man or a woman? Or whether the head of the family is the head of the house or the head of the house is oneself. These are all issues that can be discovered during the consultation process. The face of men and women, the face of parents, and their own face all need to be taken into consideration.
Influencers are people who often make troubles and complain. Try to minimize the impact of influencers. Enterprises should take the initiative to influence them.
, users will ask questions about various concerns and details that they don’t understand.
Followers are people who will buy and use it after seeing others buy it, and they will also say that it is very good. Because Chinese people attach great importance to face and work hard to achieve the goal, half of the products will be sold.
The second herd mentality
Chinese people like to liven up the atmosphere on the Internet. How to use numbers to illustrate this can achieve the purpose of following the herd. For example, why every store in Taobao Mall has to make popular products is to arouse the herd mentality of customers.
The third authority psychology
What is authority? National brand, certified, foreign authorized, mentioned by media experts. First, the authoritative identification is authoritative. If it is not authoritative, definitely look down and that is an opportunity. For example, a simple scraping board will have five certifications, which are just testing certifications, but there can also be more such as expert opinions, celebrity opinions, famous person examples, etc.
The fourth psychology of taking advantage
Remember the psychology of taking advantage and selling things at a low price. Instead, he said that by weighing Yuan's worth of things on a packaging scale and subtracting them from him, he felt like he was enjoying a 50% discount. Some people will ask, don't consumers have the ability to evaluate? By adding additional selling points, the product will be unique to you, so there will be no comparable price and it will not be transparent. Refining product sellers such as the following aspects
, the product itself
, company strength
, production technology
, consumers
, newspaper and media reports
, related Certification
, history and culture related to tradition
The discovery of product selling points, no matter how there is no added value hype, is still increasing added value.
The Fifth Chaos Psychology
This psychology is difficult to grasp, or it is called regret psychology. What should you do if you feel that it is not worth the purchase? Mainly rely on value-added services. When making products, you should be targeted, especially single products with relatively high sales (returns and exchanges guaranteed). There is also a stipulation that once the items are sold out within a certain period, they will be gone. If used better, activities can be developed based on the data.
The Sixth Price Psychology
This is the art of pricing. It should be noted that the middle line can be used as the baseline to rise or fall. When the price rises, the price should be highlighted. Good goods are not cheap. When the price drops, the quality should be highlighted. The price should be low and the quality should not be reduced. The service is still guaranteed. In the case of product homogeneity, its added value is indeed the focus of sales. For consumers, while valuing a product, they also pay more attention to its added value. For now, in addition to the reputation, glory and confidence it brings to customers, the added value lies in after-sales service.
The seventh psychology of showing off
List out the capital that allows customers to show off. Your capital to show off is also the capital for customers to show off. Customers don’t know where to show off, so you have to teach them.
The Eighth Grassroots Psychology
We are all ordinary people who all have the dream of becoming a star. You need to stimulate his potential. How can people consume and become the focus of other people's attention? Share in two words. The first one on this website is Fanke. You can focus on Fanke Master.
The Ninth Comparison Psychology
The so-called comparison psychology is actually comparing yourself with the people around you. When you sell products, you should have a comparison mentality. My products are more expensive than others, but mine are more expensive. good. In other words, it is true that my house is cheap because it is cost-effective and expensive. It is cheap and has the benefits of being cheap.
The Tenth Lazy Person’s Psychology
Everyone is lazy. E-commerce is particularly important, so for e-commerce purchases, payment must be simple, returns must be simple, and that’s why we have cash on delivery. Clothes can be tried on. Fitted, direct returns, free returns and exchanges, etc.
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