Today I’m starting a category called “Sales Psychology.” I debated whether I should share my secrets so openly on a blog. My main concern was whether I would lose any potential sales by revealing my best marketing sales psychology triggers. In the end, I concluded that it is better to give freely than to hoard. After all, I did write the book about the Karma of Success.

So here goes. I hope that you will enjoy and benefit. Feel free to share with others.

Sales Psychology Tip:

The psychology of free shipping persuades your potential customers to act by telling them if they are remotely interested in your product, they should buy now to save money on shipping costs. The reason why this works is because people “hate” to pay for shipping. They view it as a non-value added expense. Observe how Amazon.com works. They offer free shipping for orders above $25. A number of Amazon’s potential customers would pay more for product by adding extra items to their shopping cart in order to reach the $25 level. I know I do.

So try this in your online business. One variation of this sales psychology is to offer free, upgraded shipping to people who spend a higher dollar amount. For example, Tenniswarehouse.com offers free 2-day shipping for orders above $75. You may want to test different price points depending on your product.

This entry was posted on Sunday, March 16th, 2008 at 3:23 pm and is filed under Sales Psychology. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.