This problem also applies to calls to action. If your site has too many, users will be less likely to complete any of them. You can mitigate this problem by emphasizing one option over the others. For example, featuring a product or emphasizing a single call to action. The other thing you can do is make sure each option is as distinct as possible. Avoid having many products with slight variations. 2. Status quo bias The second of our five powerful psychological traits is the status quo bias. This is our tendency to become attached to things with which we are familiar. For example, we tend to order the same thing in restaurants because we know we like it. We prefer the certainty of what we know, rather than the risk of something new. Also, our inherent laziness often prevents us from making a change.
This is something that many companies take advantage of. Companies that increase prices for existing customers. They do it because they know that it is unlikely that we will move to another place. For those of us who run e-commerce websites, this status quo bias has Panama Email List two main implications. First of all, it means that we must be careful when making changes to our website. People become familiar with how our site works and changing it too much can upset the status quo. This can encourage people to consider other options. Psychology for Shaping Ecommerce Success: Amazon MacBook The evolution of Amazon’s website has been slow, to avoid overwhelming customers with change.
Psychology Is Powerful
For example, many people buy from Amazon because they know the site well. If Amazon were to radically change its website, this would, in theory, remove that competitive advantage. Second, we need to make the transition away from competitors as simple as possible. If measurement is difficult, we will not overcome people’s status quo bias. Either that, or we will have to offer significant incentives. A good example of this is banking. Banks do their best to make switching to them as easy as possible, while at the same time making it difficult to move. A bank will offer to handle setting up new direct debits if you switch to them. They will also offer incentives like cash back or preferential rates to entice you. 3. Social proof Next, we come to the most well-known of the psychological characteristics that I wish to cover here.
That is the concept of social proof. Social proof is the idea that, all else being equal, we tend to follow the crowd. This makes it important to show that others like the products we offer. That’s why eCommerce websites are built on reviews, testimonials, and ratings. Social shares are also another example of social proof. The more people share a product, the more likely we are to assume it’s good. Psychology for Shaping Ecommerce Success: Writing Product Reviews When all things are equal, we tend to follow the crowd. This is why we value reviews so much. Social proof is even more powerful when the recommendation comes from someone we know. The most powerful example of this is a recommendation from friends or family. But a celebrity endorsement or recommendation from a well-known professional body is also good.
Do You Take Buyer Psychology Into Account
You May Also Like: The Ultimate Guide to Powerful Customer Testimonials (with 6 Simple Questions) 4. Scarcity The most powerful psychological trait on this list is the idea of scarcity. If something is in limited supply, it motivates us to action because we fear missing out. You can use this in many different ways. You can limit the stock of a particular product or offer a great discount for a limited time. Booking.com uses the idea of scarcity well. They show you the few rooms that are available. Then they tell you how many other people are looking at that hotel. This propels you to action. You are afraid that if you don’t book the room, it will disappear. This is the power of scarcity. Psychology to Shape E-Commerce Success – Booking Site Booking.com uses scarcity to motivate people to book now.