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Tips and Tricks
for Increased
Sales |
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Tips and Tricks for Increased
Sales
The whole idea of the marketing and sales
is to play with the psychology of the consumers. In any
campaign, efforts should be made it make it so influential
that the decision making of the customer is totally in the
favor of the company.
There are some tricks to manipulate the
mind of the consumers, which can be utilized by not only
ordinary sales person, but can be used by larger firms.
Although they are used unknowingly, there is no set list.
Mutual exchanging is the first and
powerful trick. The company can start with giving something
for free to the customer. He will take it for the first time,
but from next time he will feel obliged and will try to return
the favor. Offering the product for free initially can do
this. And if the customer is satisfied with the product, he
will buy it for himself from next time. Some salespersons get
confused with this principle. For example, it is
ineffective and wrong according to this principle, to quote
‘Spend over $25 and get a free t-shirt’. The offer is not
free; the customer has to spend something to get the free
product. The product being given should be totally free
without any condition to be fulfilled. For example, the line
‘Get the latest lipstick shade absolutely free’ will do the
trick. If the shade is really good, they will buy it the next
time and might even think of buying other shades of
lipstick.
The next trick is to present something as
of high value, but the company should incur only small or no
amount in producing it, like information. It can tempt the
customer by saying that the information provided to them is a
big time secret and is not known to anyone at all. But some
mess it up, by saying that they are providing very valuable
information, but it turns out to be another advertisement.
Another example is giving out free sample
to the targeted customers. Again the mistake made here is that
companies distribute samples of poor quality or rejected
products. This certainly lowers the customers liking towards
the product and he will assume that’s the way the product is
actually and won’t go ahead to buy it.
Use words, which initiate immediate
action, like ‘Limited time offer’, ‘Offer ending soon’, and
‘Offer till stocks lasts’ are really motivating. The customer
gets the impression that the offer will end really soon as the
products are limited edition and he should go out and buy it
at the very first chance. This works well specially with
customers who have an interest in collecting antiques,
collectibles and anything which are not easily available.
Tricking the customer in making a
commitment is another next good method to increase sales. The
trick is to make the customer to take small steps toward the
goal, without realizing about it. Like when the customer
requests for some information, provide them with the relevant
information for free and make them fill a form and take
contact information from them. This is like committing to get
offers and information about products in future. Do not
advertise in this step. In the next step advertisements about
products and services can be sent to the customer to the
address provided by them. Conducting surveys is another
example.
Lottery is another good method. When a
person buys a lottery ticket, he fills his address on the
ticket. This information can be used to contact the customer
in future. In the above practices it’s very vital to not to
advertise in the first step. Only after getting the customer
contact information, should promotional mails be mailed to
him. Long advertisements that are featured in the newspaper
are a small twist to this trick. If the customer invests time
to read the whole advertisement, he has committed and will
surely respond to the ad.
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