HERE! I have some information on inducing impulse buys...{More PROFIT}

I do a lot of marketing/consulting work for various websites and offers.

My field of expertise is persuasive/emotional marketing via psychology (This stuff borders manipulation sometimes but it works.)

anyway, I just wanted to share a few tips on impulse buying.

Here's why...

I can just about instantly increase a websites revenue by 50% or more using influence tactics that nudge consumers towards impulsive purchases.

We test this by sending media traffic (banners, direct buys and PPC on a small scale) to two different websites.

Site A includes the impulse schematic and site B doesn't.

Almost always site A, which incorporates "the tricks" beats out site B.

Please keep in mind, especially if you are a newbie, I would argue that upwards of 60% (probably much much more) of all your PROFITS are going to come from impulse buys.

Honestly just check out the WSO section, you had no intentions on buying that oto...did you??, but you couldn't resist...

And those oto's are where the sellers profits come from. That frontend $9.97 product is a loss leader.

So it's in their (and your) best interest to setup a solid, hard hitting backend that offers multiple higher priced items for sell. Thats how you profit from impulse buys.. Thats how you get rich.

My point is, you should always learn the basic and advanced skills of persuasion. And most of your marketing should appeal to emotions with about 5% appealing to logic/reason.

Here are a few ways I get customers to make impulse buys.

* Loss Aversion: Everyone has an innate concern with the avoidance of feeling bad in the future and/or avoiding a loss. Use that Idea to increase impulse buys.

EX. Here's a quick way I increased profits for a relatively small dating site over 90 days by $12,000+ compared to the previous 90 days.
We implemented a coupon that was only good for 4 hours. Here's the common feedback we received from the customers "I dont have the money for this, but there's a sale, and its only good for 4 hours, if i dont buy now, I'll miss out on this super cheap price". So in order to avoid the loss -- They purchased.

* Self fulfilling prophecies: Tell your customers what you expect of them. They will begin to believe it and embody it (whether its positive or negative -- so keep it positive). Once they believe it, they will start taking steps to live up to it -- and now their mind is more susceptible to persuasion and impulse buying.

EX. I did some work for HUGE weight loss newsletter. Over the course of 4 days I basically used different ways to say the same thing. Essentially I said "I expect you to lose around 11 pounds minimum, as long as you take these pills at the right time to maximize your results"

Two things happened..One, I created a self fulfilling prophecy, i expect them to lose weight by taking the pills, therefore they must obtain (i.e. purchase) the pills in order for that to happen. Also, I created major curiosity by telling them to take the pills at the right time to maximize their results...In orderto learn the right time (and why that time is so important) they had to click through and read the sales page.

to simplify this one (I feel like it still sounds complicated) heres a very simple self fulfilling prophecy .. " A teacher says that he expects you to do a great job on your test because he knows how hard hard you've prepared. In reality, you know that your study time has been spent playing games, texting and drinking. However, in an attempt to live up to the expectations set by your teacher, you cancel tonight's bar hopping and you study, so that you can do a great job on your test.

The point -- You can get people to do what you want them to do just by telling them that you expect them to do it...It's that simple and it works wonders on banner ads.

*Perfection Technique: this technique uses a subtle way to say "My product is the shit, those products you've been using in the past are horrible, so buy mine or suffer the consequences"

it goes like this -- Product A is what you use now and the results you have achieved have been sub par so far. Product B is the perfect solution for {insert target audience}, Therefore, Product A is not good enough and its a waste of your time and money.

EX. Use a lot of bullets or a comparison chart to do ALL of the following : exaggerate your product benefits/exaggerate the weaknesses of your competitors products/ undermine the strength of your competitors product/and undermine your own product weaknesses...

Entice Pity: make your product a condition by which if not purchased and used, a negative consequence will take place and destroy their life. Sounds pretty bad right....

EX. I can't take full credit for this, I worked along mr. Jon B. on a major clickbank weightloss product. In the newsletter follow up we enticed pity by using these exact words..

"{Name}, I know you've tried losing weight before, but soon you'll be faced with a stressful situation that could change your life forever. You see, summer is quickly approaching and if you dont figure out a way to lose weight pretty much IMMEDIATELY ...you'll have to figure out a way to keep your spouse from eyeballing the mass influx of "summer hotties" that are sure to magically appear in a few months..."

I took pity on them trying to lose weight in the past. And the possibility to of their spouse noticing the hotties vs his wife. (keep in mind,these leads were acquired from high profile marriage & family sites)

The inclusion of that message increased our CTR by email 29% when compared to the emails which did not use the message. But even better, it led to an ultimate conversion rate of 9.67% on lukewarm traffic. (not sure what the rate is now, but it was awesome at the time)


Entice Flattery: Your customers love to be flattered. And they will do almost anything to avoid going against the flattering comment you give them. So use this thought to mentally place your customer in between a rock and a hard place where the outcome leads to them taking action to avoid looking bad.

In simple terms tell them a person with such high qualities would never let an offer like this pass them by.

EX. In one of my own personal CPA campaigns (niche dating) I sent my list a series of emails and in the last email i said this: "Surely, an amazing guy as smart and hardworking as you, deserves to date a woman who most would consider "To HOT for TV" not just the normal basic chicks you see on most sites." Yes, I ran the risk of losing sales because most men believe the "basic chicks" are EASY (if you get my drift). But because I explained that they are amazing, smart and hard working it would have been an admittance of low self esteem and self doubt if they did not give this offer a try. I did roughly around $8,000+ in 2 months with a simple lander.

Here's the last one, its kind of obvious I guess...

* I call it The ease effect: Basically instead of admitting and dealing with the fact that we are lazy procrastinators we'd much rather purchase a product that will give us instant results without the work.

So with that in mind...(This works really well in the IM niche), Dont talk much about the work involved to get results, and definitely stay away from mentioning their lack of motivation. Instead, tell them "you dont have time to put in a bunch of long hours and hard work. And you most certainly cant afford to sit around all week waiting for slow results...Thats a good recipe for failure in this niche. But wouldn't you agree that it'll be much more Easy{lucrative/effective/fun} if you could instantly have {major result} right now -- with little effort....{Go into product pitch}

Basically you just told them that their life will be horrible if they continue with their current activities. but you have a much easier solution -- one that will bring many great rewards and results. Exactly what everybody wants right.

Well, Those are a few ways to increase impulse buys with psychology (I guess they increase purchases in general :p ).

Remember, armed with the power of emotions you can turn the vast amount of freebie seekers into hardcore purchasing customers.

Just learn the results your customers want. Then create a message that describes how your offer will help them get more of it or get it faster & easier.

P.S. Here's a PDF I found, I think its dated, but it still had some cool impulse buying studies in it.
http://www.uie.com/publications/whit...ulseBuying.pdf

Hopes it Help,
Antonio A.