The 5 hidden triggers that influence why most people buy. Have you ever wondered why you purchase the products you do?

It’s not always because you need or even want them, right? In fact, you — like all humans — are driven by triggers that you’re not even aware of. From a brain science perspective, thoughts come first, feelings second, and behaviours finish out the process. That’s why marketing and advertising campaigns are designed to appeal to your emotions; your emotions control your behaviours.

So by understanding these triggers, you can begin to see through the persuasion techniques used by businesses and make more mindful decisions about your purchases.

1. Scarcity: The fear of missing out is a powerful motivator. When a product or service is presented as limited or exclusive, it creates a sense of urgency to act fast before it’s too late.

2. Social proof: We are highly influenced by the behaviours and opinions of those around us. When a product is endorsed by a celebrity, has positive reviews or testimonials, or is recommended by friends, we are more likely to trust and buy it.

3. Authority: We tend to trust and follow the guidance of those who are seen as experts or authority figures. Products endorsed by doctors, scientists, or professionals are often more appealing to customers.

4. Reciprocity: Human beings have a natural tendency to return favours and repay kindness. When a company offers a free sample or gift, it creates a sense of obligation to reciprocate by buying the product.

5. Emotion: Marketing campaigns often appeal to our emotions to create a connection with the product. Ads that evoke feelings of joy, love, or nostalgia can trigger a desire to own the product and experience those emotions again.

By being aware of these 5 hidden triggers that influence, consumers can make more informed decisions about what they buy and why. Instead of falling prey to marketing gimmicks, we can choose products that truly align with our values and needs. This also works to the advantage of a business, as the better you know your customers, the better your marketing will be!

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See other blogs that may help your business sell more!

New Clients are crucial to any business.

In fact, the need continually needing new sales (or new clients) is was what started the “planned obsolescence” movement. However, I find that to be unfriendly.

New Clients and Planned Obsolescence

In the planned obsolescence business strategy, if you control a significant market share, you can rely on repeat customers. For the most part, however, this is not only unfriendly to the consumer, but loyalty also becomes based on price, which winds up becoming a commodity-based business and based little on your service, customer experience, or other common attributes.

The following 25 ways to get new clients are from Melinda Emmerson in her post about attracting new leads; something every small business should pay attention to.

Selling is about building relationships and helping your sales leads reach their goals with your product or service. However, before you pitch your offer, you need to catch their attention and genuinely start a conversation. If you can find the right blend of face-to-face and online networking, you can build your brand and engage quality prospects simultaneously. You must build trust, demonstrate credibility, and give people “reasons to buy” by providing education and being a resource. Here are 25 ways to attract new sales leads for your small business.

1. New Clients and Video

Video is the top content format, making it a wonderful way to attract new clients and sales leads. The video combines the very best of visuals, content, and personalized marketing. Video today can be a 15-second reel, an animated gif, a 3-minute TikTok video, or a 5-hour virtual conference on Zoom (and use the replay on Vimeo). All social media channels love video: Facebook, YouTube, Instagram, LinkedIn, TikTok, Pinterest, and many others.

2. Go Live

If you want to demonstrate your expertise, definitely GO LIVE. Social media loves live video. It’s a non-formal, authentic way to reach your audience.  New clients love seeing a business’s personality and Facebook Live, Instagram Live, LinkedIn Live, and TikTok Live show that. You can create quick educational content with live videos, communicate with your audience, introduce yourself or your team, talk about your industry, and build deeper connections.

3. Getting New Clients With Content Marketing

Content marketing is the process of creating relevant and valuable content to attract, acquire, and engage your target audience. This includes blogs, images, videos, podcasts, infographics, reviews, interviews, and or course, Search Engines! With content marketing, you can build a community and attract new sales leads in the process.

4. Trade Association

Every industry has a trade association. To grow your business and learn the latest industry techniques, consider joining the local chapter of your trade association. Also, consider attending the national conference to network with peers from across the country. You never know when you can partner with another firm to go after a larger piece of business.

5. Niche Networking Groups

Networking groups are a great way to meet potential customers. You can find online networking groups on Facebook and LinkedIn, and be sure to offer support to group members. You can look for an in-person opportunity to network with Meetup Groups, BNI, or LeTip groups.

6. Chamber of Commerce

Joining the local chamber of commerce is an effective way to build relationships in your local area. Getting involved by attending events is a good way to get to know people, including local non-profit leaders. Often large chambers have a small business board or a small business affinity group. Look for a leadership role to stand out.

7. New Clients Through Blogging

You can use a blog to introduce your brand and share news, tips, videos, podcasts, and insights to educate and entertain your target customer. You should also have a lead magnet on your blog to entice leads to give you their contact information to build your email list. The goal is to acquire new sales leads and then nurture them with sales funnels so that you can convert them into customers.

8. Write Guest Posts

Look out for guest posting opportunities. Writing guest posts is a proven way to get your brand in front of prospective clients. Major websites, including Mashable, Outbrain, Copyblogger, and Entrepreneur.com, accept guest posts. Investigate the submission process and get familiar with your target publication. Be sure to pitch content on topics that have not been published recently.

9. LinkedIn

Make sure you have an up-to-date LinkedIn profile with a great headshot. Treat your profile like a business landing page and not a resume. You want to educate people about what your business does and the results you generate. Be sure to publish regular content on your LinkedIn profile to attract new sales leads and prospects to contact you.

10. Facebook

Start with building a Facebook Page and Facebook Group; they are used in different ways regarding attracting new clients. Facebook networking can help you become a well-known voice in your niche. You can get ahead of your competitors if you consistently contribute value to industry-related discussions. More people discover new businesses on Facebook than on any other source.

11. YouTube

YouTube is the king of long-form video content. With YouTube, you can optimize your videos for SEO, allowing you to reach a more targeted and relevant audience to generate new sales leads. Additionally, the people watching YouTube are actively looking for videos to watch. They’re interested in longer video content.

12. Twitter

Even though Twitter is under new management, Twitter is a great place to build a network and acquires new sales leads. Make sure your content appeals to your target audience and adds value — whether tweeting about marketing, product videos, or industry trends. Twitter is also a great way to listen to your competitors and learn about issues your target audience wants to solve.

13. TikTok

TikTok is all about short-form videos. Produce short tutorials, show your products in action, and start stitching on TikTok. This is different from going Live or creating short-form content. Stitching is unique to TikTok, and it’s essentially a response video used to attract your target audience.

14. Podcasting

Business today is all about building trust, and there’s no better way to build trust with your target audience than podcasting. You can make incredible connections with your listeners and transform them into new sales leads and, eventually, paying customers. This platform is excellent for interviews and panels because it is recorded and archived. Later, it can be shared at any time and repurposed for additional content.

15. Volunteering

Giving time and resources to your local community is a great way to build your personal brand. Sponsoring community events shows your gratitude and gives you access to local politicians, residents, and businesses. It is not only good business, but it’s a great way to meet people who you would not have otherwise met.

16. Pro-Bono

Taking on strategic pro-bono projects can again yield contacts, referrals, and testimonials. It’s also a great way to barter with another business whose services you need but might not be able to afford. Just make sure it’s a win/win if you take on a pro-bono customer and still use a contract so the value of your service to known to them.

17. New Clients Through Referrals

Referrals are the best way to get new sales leads and new clients for your small business. Not only should you work hard to keep your customers, but you motivate them to become referral engines for your business. Create a way to reward them with exclusive early access to new services and products, referral bonuses, and a discount loyalty program.

18. Email marketing

Email marketing is one of the most valuable and direct ways to build relationships with potential and existing customers. Use email to educate, inspire and, yes, pitch your offers. Be sure to earn trust before making an offer.

19. Speaking

Seek out speaking opportunities with organizations that could benefit from your expertise. Make sure you are delivering information that is high value and can help your audience get results. Always have a free giveaway as part of your presentation to build your email or SMS/text marketing list. Also, create a one-pager that reinforces your talk and provides everyone with your contact information.

20. Webinars

Webinars are another effective content marketing tool that combines web, visual and audio to deliver valuable content online and attracts new sales leads. Your webinar should always end with an offer. Another benefit is that you can use webinar sign-ups to build your email list, and you can send the replay of your webinar to anyone who signed up but didn’t attend.

21. Business Cards

A clean, well-designed business card is still an essential tool of the trade when it comes to branding, networking, and gaining new sales leads. A business card can make or break a client’s first impression of your company. Make sure yours are up to date and include social media contact info too.

22. Digital Business Cards

Never fear if you find yourself at a networking event and forget your physical business cards; you can create a free digital business card! HiHello is free software that you customize, then share your card with anyone—no app is required to receive a card. After you sign up on iOS, Android, or the web, you’ll be able to create and personalize your virtual business card.

23. Direct Mail

Direct mail can be very effective in getting new clients if used properly. For local retailers, direct mail is useful for getting leads to visit a webpage, buy online, or make an appointment. It stands out if it is professional, personalized, and well-produced.

24. Grand Opening Event

Use your grand opening to introduce your business to your community, friends, and family. Make it a community event to let everyone in your circle know you are open for business. Have special activities, run a raffle, and offer discounts to draw people in and attract new sales leads. If you have the budget, consider engaging a local radio station to do a live remote at your event.

25. New Clients and Media Releases

Media releases are a great way to deliver information to many people, especially online. Find a newsworthy angle, craft an appealing press release headline, and summarize your story in your subtitle. Only include essential information and quotes from the business owner, plus photos, video, and other branding elements. Lead the reader to the next step you want them to take.

Smart content development and purposeful networking will allow you to put yourself out there authentically and build your brand. This will draw your target customer to you and attract new sales leads to your small business. Once you build trust and relationships, sales will follow. Use social media strategically, be consistent with your content, and always keep your word. If you do these things, doors will open, and you’ll always have new sales leads coming into your business.

My Unparalleled Offer to New Clients

Give me a call or set up a chat in my calendar and let’s have a conversation about your business. I’m willing to give you 20 to 30 minutes of my time at no cost to you and if you feel that you can get better results from what you create I’ll support you in doing that by answering calls from you whenever you need advice.

Now, this doesn’t mean that you get a bunch of free services forever, however, what it does mean is that you will have a direct connection to me and if I am not in a meeting or away from my desk, I will answer the phone and you can ask your question and pick my brain at no cost. Alternatively, come follow my page on Facebook. This is  a guarantee that I’m here to help and if that means personal help, that puts a “no wasted time” aspect on our connection. You win either way! 

Have you ever noticed that when you’re talking to somebody there’s always a story to be told? This is also true with businesses. So what is your story?  after all, everyone has a story.

The advantage to telling your story is the empathetic nature of The Human Condition. “Empathy is often defined as understanding another person’s experience by imagining oneself in that other person’s situation: One understands the other person’s experience as if it were being experienced by the self, but without the self actually experiencing it. A distinction is maintained between self and other. Sympathy, in contrast, involves the experience of being moved by, or responding in tune with, another person.” ~ Encyclopedia of Social Psychology 

Everyone has a history.

People from all over the world have various backgrounds, races, ethnicities, and histories. We all have a story to say, and more precisely, your business has a story; such as, why you started, what you sell, and why people should buy from you. 

That said, we are all not natural storytellers. If you are like most people, your life lacks inherent drama. This is when serious self-reflection, along with conversation with friends and family comes in handy. After you have read through a few of my blog posts, you will recognize Cortex Marketing’s philosophy, which I’ve talked about multiple times in all my blogs.

Telling Your Story

It’s important to remember the difference between the message that you want people to hear and the message that people are going to hear from their perspective. In fact, for most, it can be a challenge to develop the skill and a style that allows you to write from another’s perspective effectively; even though our egos will often tell you otherwise. This is where I can help.

Here is my offer, if you received any value from my words here or in another blog, fantastic, that is the goal from my end. If you are confused about where to start when looking to tell your story and need help, I encourage you to read through all my blogs. If you have read my other blogs and you are still not seeing the results you want in your personal or business marketing, call my office at 1-888-502-3523 and talk to me directly.

My Unparalleled Offer

Give me a call or set up a chat in my calendar and let’s have a conversation about your business. I’m willing to give you 20 to 30 minutes of my time at no cost to you and if you feel that you can get better results from what you create I’ll support you in doing that by answering calls from you whenever you need advice.

Now, this doesn’t mean that you get a bunch of free services forever, however, what it does mean is that you will have a direct connection to me and if I am not in a meeting or away from my desk, I will answer the phone and you can ask your question and pick my brain at no cost. Alternatively, come follow my page on Facebook. This is an attempt at providing a guarantee that I’m here to help and if that means personal help, that puts a “no wasted time” aspect on our connection. You win either way! 

Business Communication

Why do people listen to your business advice? Or an even better question is, Why should they listen to your business advice?

The truth of the matter is that many in the marketing world still market in a way that they believe that psychology is the key to marketing. Unfortunately, they are only partially right, which is why they often only get partial engagement and partial results.

Influence is a multi-spoked wheel

In everyday business communication, often there are situations where the partners in the communication process often get caught in what is called “the traps of miscommunication”.

This article tries to shed a light on some of those traps, as well as to give an insight into the psychology of effective business communication, and of ways to achieve it.

The psychology of business communication

The psychology of business communication involves looking at the complex relationships between business and informal communications. Business communication is an object-oriented activity and is aimed at organizing and optimizing activity — presenting a business model, reaching an emotional agreement with a client, and targeted project planning.

A participant’s emotional attitude is key

To achieve the most effective emotional communication, the subject of communication and the participants’ emotional attitudes toward it are the main factors of the communication process. The ability to understand the targets’  needs and their positions (which includes personal attitude), is a necessary condition for the success of communication. The reason is that the main objective of business communication can be called productive cooperation, the desire to bring together goals and establish and improve emotional buy-in.

This  is a subject-target activity

Since this is a subject-target activity, the content of each communication form (talks, discussion, report, etc.), as well as each speech structure (conclusion, opinion, cue, critical remark, note) depends on the communicative intent and the expected result. Every specific goal in business communication requires the content of communication, which allows it to be implemented and to achieve the necessary results.

At the end of the day

The success of your communication depends on the adequacy of attitudes, the understanding of the subject and interpersonal position, the knowledge of the patterns of various forms of communication and rules of behaviour in various situations, the ability to form a tactical plan and implement it on the basis of existing social skills. This situation is especially important in those situations when there is an assumption about the possible insincerity of a business partner.

Learn more about getting your message heard.