Post on 12-Apr-2017
Digital Shoppers Psychology – 10 Principles Sharp Marketers should Exploit
Digital Shoppers Psychology – Logic and Psychology that influences a Customer to Buy
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Digital Shoppers Psychology – What influences Customers’ Love for Shopping Today?
Customers want more convenience & ease od purchase
Returns, discounts, offers and season sales actually influences their buying behavior
They are exposed up to 3000 advertising messages everyday that includes signs, billboards, flyers, scented
advertisements, TV, film previews etc.
Customers don’t want to waste their precious time
The “Love for shopping” are not the same for customers as before …
Digital Shoppers Psychology – What influences Customers’ Love for Shopping Today?
Customers are more engaged through cash back and cashless economy gaining
momentum
They are more comfortable with online shopping accessibility from anywhere,
anytime
Customers prefer less effort but superior experience
Consumer’s love for malls or in-store shopping are declining
Digital Shoppers Psychology – Shopping Styles, Personality Types & Behaviors
Not even the Shopper types and their changing shopping natures…
Experiential
Adventure or Mall lingerer Shopaholic
Shopaphobic
Economic shoppers
Price-insensitive
Bargain hunter
Sociable
Situational Shopper
Digital Shoppers Psychology – Demographics & Psychographics
And also the demographics in contrast with ever-changing psychographics pattern…
Gen Y/Millenials (1977-92)
Gen Z (B. 1993 or later)
Matures (B. 1945 or Earlier)
Gen X (B. 1966-76)
Digital Shoppers Psychology – The Marketing Mantra
Customers are 60% through their buying journey by the time they reach out to sales rep. To see results from your marketing strategy, apply this marketing mantra –
STOP SELLING; INSTEAD TRY BUILDING RELATIONSHIPS
Make the customer feel good…
Digital Shoppers Psychology – Shopping Trends & Stats for Marketers to Follow
So, what sets consumer’s mood to shop? Customer’s behaviors are fuzzy. It needs a deep in-depth understanding of the customer to make them act upon. Use Consumer psychology instead to attract them!
60-90% of customers choice depends on color psychology of
the product that they decide within 90 seconds
61% of customers will read reviews before shopping
Social media reviews , demos, reviews & more information about product act like social proof for customers to trust
People retain 65% of information from Visual ads
unlike only 10% if they hear the info.
A sense of urgency such as a timer or countdown, spin-the-wheel game, cuts the delay in
making customers react to boost up conversion rates
significantly!
Digital Shoppers Psychology – 10 Principles Sharp Marketers should Exploit
To open customers’ wallets, apply these best marketing psychological moves or Principles to communicate with them!
#1 Freedom of Choice: Always offer a freedom of choice to shoppers. 40-60% of customers are more likely to give attention to a brand if offered a choice.
#2 Rewards & Gifts: Behind any gift, there's a pleasure hidden for customer. Gifts act as motivational factor that marketers can harness to make them complete a transaction or registration task or behave in a certain way.
Digital Shoppers Psychology – 10 Principles Sharp Marketers should Exploit
#3 Less is more in pricing: Instead of a rounded price of suppose $10, using a price of $9.99 leaves a gap between the real value and perceived value which is all about illusion of a good deal. Consumers end up buying subconsciously not much reacting to this difference while ignoring the price structure.
#4 The Power of Digital Wallet: To win over customers, it’s a win-win strategy where customers are charmed with VIP access to beat the rush, store coupons & special offers while for brands-get them share the deal with friends and update wallet content.
Digital Shoppers Psychology – 10 Principles Sharp Marketers should Exploit
#5 Social Shopping: Use “Social feeds” to bring products directly in front of the customer’s eye. Turn this retail experience into a biggest driver of brand revenues.
#6 Optimized Product Search: Make your products exposed to customers once they search for. Focus on SEO friendliness, Quora, LinkedIn etc. Make sure that your product is related to a variety of topics ranking higher than average.
Digital Shoppers Psychology – 10 Principles Sharp Marketers should Exploit
#7 Personalized Retargeting Campaigns: Don’t lose your abandoned customers because they might be your hot prospects. To bring them back, re-create their interest, remind them through retargeted email campaigns that boost them up to complete the purchase.
#8 Customer Motivators : If your product does not delight the customer from within, it’s likely that the customer will not seek them out. Inspire delight by offering moments of happiness to the customer to remember & cherish. For example, ModCloth allows their customers to upload photos of their favorite styles and trends. It’s a fun experience!
Digital Shoppers Psychology – 10 Principles Sharp Marketers should Exploit
#9 Build Repo with Customers: One-to-one relationship using consumer behavior insight in the context of products can boost huge customer loyalty and great ROI. Personalized interactions with personal touch not only optimizes product service but also retains customers.
#10 Provide Home Comfort: Purchasing a product directly sitting right at the comfort of home eliminates the need to deal with salesperson or rushing to complete shopping till store hours. Give them countless choices to explore, smooth transaction, basket choices or access more time options.
So, now you know the Psychological Principles that can help you to design your Customer satisfaction journey?
RememberCustomer Satisfaction +
Endless Positive Experience = Customer Buying
Psychology
80% of shopping are mostly unplanned or impulsive. It depends on how you design the Psychological makeup of customer to set the
mood that can upsurge the chances of purchase!
To know about more about Digital Shoppers Psychology & behavior, please visit my blog Subhakar Rao Surapaneni marketing insight