What makes shoppers reach for their wallets and part with their hard-earned cash?
We might be inclined to think that it’s as simple as an attractive price or a case of need, but the process of buying products is complex and made of many different variables, each of which can push the customer in a totally different direction – and right into the arms of your competitor.
Psychologists have identified six elements that are visible in shoppers:
- Social proof (what are others doing?)
- Authority (reviews and expertise)
- Scarcity (less is more)
- Like (emulate the people that you like)
- Consistency (stick with brands you trust)
- Reciprocity (pay it forward)
Each of these steps plays a key part in helping customers make purchases – by recognizing these stages, brands and retailers can implement changes to provide a more tailored shopping experience, leading to higher sales and greater customer satisfaction.
This infographic from Tabjuice takes a closer look at the psychology of social commerce.
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