The Psychology of Selling in Today’s Market

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What You Need to Understand

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Today’s market is more competitive than ever. This means every company has to be more observant and more persuasive than ever. With so many sellers, buyers are forced to make more careful decisions. This means that salespeople need to be more sensitive and more educated on their customers than ever before. And this is where you come in. You can sell for the rest of your professional life, but without understanding how people think and how they make decisions, you won’t be much of a salesman. You can be the most outgoing person in the world and the most well-meaning person in the world, but without understanding how people think and how they make decisions, you won’t be much of a salesperson. This article will cover everything from how the human mind works to how common psychological biases affect salespeople.

What Makes Someone Buy?

The first step to becoming a better salesperson is understanding what makes people buy. Before you can get to the root of the problem and solve it, you must first identify the problem. The first step to becoming a better salesperson is understanding what makes people buy. Before you can get to the root of the problem and solve it, you must first identify the problem. People buy for many reasons, but usually, it’s because they want something. And that something is usually some sort of solution to their problem.

How the Human Mind Works

Maslow's Hierarchy of Needs | Simply Psychology

In order to sell, you need to understand how the human mind works. Our mind guides our behavior, Abraham Maslow created the above hierarchy to show our needs from basic to complex. People are hungry, this need is not met with most sales conversations, however listening to a person share with you about themselves can fill a more emotional hunger that reveals the need to feel a sense of belonging and the need to feel control over one’s own life. Further the mind needs to obtain financial gain to fulfill security in life, the need to feel efficacy, the need for uniqueness with ourself is rooted in the need for independence and, paradoxically, the need for community. We all then move into a need to achieve our full potential. As salespeople, we get to discover where people are in their journey of needs and provide a step to the next level in fulfilling the felt needs.

Why People Buy

Now that you know why people buy, you can better understand what it is they really want. There are a wide variety of reasons why people buy, but they usually share common traits. People want to feel certain of the decision they are making. Especially in cases where they are unsure of the future or uncertain of their place in it. People want to be guided. They want to feel like they are moving forward. People want to feel like they are making progress. They want things to happen quickly. People want to feel connected. They want to forge strong emotional bonds and connections. People want to feel satiated. They want to feel completely satisfied with the purchase. People want to feel like they are getting something new and different. They want to feel like they are in on something new and exciting. People want things to be consistent. They want things to be on a predictable schedule.

What’s Affecting Sales

What are the Factors affecting Sales of a Product? 8 Sales factors

Once you understand why people buy, you can better identify what might be affecting sales. There are a number of reasons why sales are down and what you can do to improve them. There are a number of reasons why sales are down and what you can do to improve them. There is a lot of consumer fatigue. People are over-saturated with choices, and they are finding it harder and harder to decide what to buy. Consumers are often confused about consumer products. They often don’t know if a product is what is good for them. People are often wary of new products or services. They are often skeptical of unfamiliar brands. Information can also be overwhelming. They are often overwhelmed by the volume of information available. They are often overwhelmed by an overwhelming number of choices. Consumers are often overwhelmed by the cost. Consumers are often concerned with the price of a product, even if it is not their main concern. Consumers are often overwhelmed by the commitment. People don’t want to make a commitment to a specific brand, but they do want to commit to a product.

Conclusion

The human mind is an amazing thing. It’s made of billions of neurons that connect to each other and form a vast network. This network connects our emotions to our thoughts, our thoughts to our actions, and our actions to our outcomes. It’s the mechanism by which we make decisions, it’s the source of our creativity, and it’s even responsible for our happiness. If you want to be a better salesperson, then you need to understand how the human mind works. Simplify your message by directing people to a specific solution to their problem.

Check out OneMob for free to create communication that overcomes the overwhelming experience consumers have and to present your product or service directly to the mind. Click here to get started with OneMob for free.

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How to Build a Sales Funnel with Video

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Sales are vital to any business. After all, it’s hard to make money if you don’t sell anything! But even though they may be critical, they can also be quite challenging if you don’t know what you’re doing. This sales funnel with video guide will walk you through the basics of building a sales funnel with OneMob so that you can take advantage of opportunities and make the most out of your marketing efforts. Here’s how to build a sales funnel with video in five easy steps.

Why Video

Your customers prefer video. In fact, 92% of consumers say they’ve watched an explainer video to learn more about a product or service. If you want to build trust and drive sales, you need high-quality videos that explain your value proposition and help users take action. Whether you’re working on building awareness, encouraging conversion or sending customers down your marketing funnel, creating videos is a great way to make an impact on your audience.

Step 1: Finding A Niche (and an email list)

Your niche (e.g., car insurance) is where you spend most of your time and energy. When you have enough traffic, you can focus on other niches (e.g., mortgage insurance). The key is finding an audience interested in what you have to say and then building that email list!

Step 2: Setting Goals and Objectives

It’s not enough to know what you want; in order to get it, you need SMART goals. They are specific, measurable, attainable, relevant and time-based (SMART). In other words, your goals must be clearly defined so that every step of your sales funnel contributes towards achieving them. This applies from top to bottom—from marketing campaign all the way down to each call-to-action on your page. A good goal is well-defined, quantifiable and actionable; but most importantly, it’s realistic—not too hard or easy for customers to achieve. Be sure that each element in your funnel is designed to lead people forward towards taking whatever next step gets them closer to completing their goal(s) before they leave without doing anything at all. This means better microsites, more effective calls-to-action and more targeted content throughout your campaign or microsite experience will help make sure they take those final steps toward converting visitors into leads into clients then repeat customers!

Step 3: Choosing The Right Format For Videos

The biggest challenge in creating sales videos is choosing what format is best. You have many choices, including live action video, animated or whiteboard videos, or even product demos done in PowerPoint or Keynote. It’s important to pick a format that tells your story most effectively. If you’re selling an e-book about weight loss for moms, for example, it makes sense to use an animated whiteboard video that’s easy on viewers’ eyes and keeps them engaged. After finding the right format, upload to your OneMob library and use it as your featured video on your microsite. 

Step 4: Developing The Best Sales Copy And Microsite

If you want to create an effective sales funnel and convert your website visitors into leads and customers, it’s important that you understand how each piece of your online presence—from microsite, content selection, call-to-action and email copy—relates to one another. These elements must be complementary in order for people to take action. This means you need fully developed concepts that tie into each other so your prospects can follow through. The best OneMobs combine those elements within microsites. Follow best video practices for a good video that clearly shares what content you want your customer to interact with on the microsite and what action step you want them to take after engaging with the microsite. 

Step 5: Build the top, middle and bottom of the funnel

Create Awareness at the Top of the Funnel

The awareness stage of your sales funnel is where you should establish brand loyalty and familiarize new prospects with your product or service. It’s essential that you do everything possible to get their attention, but also be sure that they can easily find out more information on their own if they choose. Your goal in these first moments of contact is simply to grab their attention—if people are interested enough in learning more about what you have to offer, they will take action. After all, one email address won’t put food on your table unless you start building relationships with others down in subsequent stages of your funnel. You need those people ready and waiting when it comes time for them to buy (or buy again). Your ultimate goal at this stage is simply getting people into contact with what you have to offer.

Put another way, they won’t know that your solution is ideal if they don’t fully understand what challenges they face. This stage is all about educating them about the problem. Here are some videos you can create to do that.

Educational Videos

Buyers lack information at the beginning of their journey to find a solution. This is where becoming their guide can pay off. And becoming a guide means creating videos that answer quick questions, as in the Watermelon Media video below. The video explains what content marketing is in a short, animated, easy-to-understand way.

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Explainer Videos

Explainer videos are a staple in digital marketing. They discuss complex concepts in simple language, giving viewers a better understanding of what your solution offers and how it works.

Using visually interesting graphics and animations, this OneMob Video explains how OneMob can help businesses improve outreach by combining context, content and calls-to-action:

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Short Video Ads Identifying Problems

Short ads can be highly effective when executed well. This 61 second ad reveals a problem truckers face and how much help Corinna is offering to solve the problem.

Drive Consideration at the Middle of the Funnel

Marketing works best when it leads people through a sales funnel, starting with awareness, then interest, then desire and finally action. Building your product messaging at each stage of that funnel is crucial. For example, in that first phase—awareness—potential customers should understand what your product does and why they need it. During interest you’ll want them to get more information about features and pricing. And in desire you’ll want them to sign up for early access or pre-sale offers. Each piece of your messaging should build on one another until you get someone all the way through your funnel so that you can then convert that visitor into a customer.

Here you want to focus on specifics, including how your product works, why it works in a certain way, and even the alternatives available and why they aren’t the ideal solution.

Product Intro Videos

Videos that introduce your product and how it works are critical for buyers. The goal of this OneMob Video is to show how helpful it is to use OneMob. If you’re a potential buyer who’s strapped for time, watching a 1.5 minute rundown of OneMob is a quick win.

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Tutorials

Tutorials provide prospects with a more in-depth experience of your offering. This type of video is ideal for prospects who are considering their options and want to take a closer look at what your product can really do for them.

This OneMob Video is to peel back the curtain on what buyers need to know about using OneMob. The video teaches beginners how to create a campaign in OneMob and share with potential customers.

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Influence Decision-Making at the Bottom of the Funnel

Prospects are most likely to make decisions that allow you to move them down your sales funnel. This is when they’re beginning to come around, so it’s important not only that you present valuable information, but also that your sales staff can convince prospects that they’re on their side. If you don’t have access to sales people, give prospects something of value in exchange for their contact information—something no one else is offering. Something as simple as free advice or a $100 coupon code might be enough. Be sure that whatever you provide demonstrates how much better off customers will be after working with you (better than what they had before). Provide good content and customers will decide where to spend their money by themselves. You just need to show them how worthwhile your offer is and what it offers beyond its obvious benefits.

The Relationship Gets Stronger at the Bottom of Your Funnel: Even if everything goes perfectly from top to bottom, some potential customers won’t convert because they either lack time or money (or both) or just aren’t interested at all—regardless of what you do or say. At least then, though, you know where you stand!

This is where you have an opportunity for the sale, so focus on content that will help convert leads into customers. This often involves reinforcing ideas shared at the middle of the funnel.

Demo Videos

OneMob’s abilities and functions are shown in this short demo that reveals the true benefits within the software.

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Customer Testimonial Videos

According to social proof theory, a person who doesn’t know the proper behavior for a certain situation will imitate the behavior of others and look for guidance for their actions. Using video testimonials at the bottom of your funnel is a great way to inject some social proof into your buyer’s journey.

But don’t just scratch the surface or be vague in your video. Give specifics and create a story that’s worth watching, especially for buyers looking to be convinced that yours is indeed the right solution.

In this testimonial video, Kevin explains how OneMob helps him reach more customers.

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Bonus Step:

Getting Traffic To The Funnel

There are three primary methods for generating traffic—viral, pay-per-click (PPC), and SEO. Viral traffic requires you to convince people you know, like and trust that your product/service is something they would want to share. This kind of traffic comes at a cost, however: It takes time and effort. You have to be willing to give away your products or services in order for others to spread word about them. PPC is like viral traffic except it doesn’t rely on personal connections, which makes it easier but also more expensive. SEO means using search engine optimization techniques to get found by search engines like Google and Bing. While these may not generate instant sales right away, they do drive qualified prospects through your sales funnel over time. Research each method thoroughly before deciding what works best for you. Each business has different goals, requirements and limits so you’ll need to find one that fits just right. Now let’s build a successful sales funnel with your OneMob’s filling the front end of the funnel!

Email us at sales@onemob.com to learn more about getting your OneMob account to build your next great sales funnel.

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