Persuasive Web: Where Psychology Meets Conversion

DAY 29: 30 Ways to Persuade (Part 2 of 2)

Posted in 30 Days of Persuasion by persuasiveweb on June 29, 2009

Let’s continue yesterday’s “30 Ways to Persuade” post with the remaining 15 ‘ways’. FYI: The 10 categories into which we’ve divided these persuasion opportunities are based on the work of Robert Cialdini and HFI (among others).

Remember that we’ve got an additional 25 persuasion opportunities in our free ebook (which we’re currently preparing and hoping to share out… um… soon). 🙂 Without further ado…

VI. Reciprocity: We feel obligated to return favours performed for us.

Reciprocity16. Give to Get: Give your customer something before you ask them to give you anything.
Example: Free software download, followed by an email request to rate your software 5 stars, if they like it.

17. Ask for Favours: Without giving anything, ask users to do a favour for you, with the favour element clearly highlighted.
Example: “Can you please help us? We’re trying to get the word out about our blog – so would you do us a favour and Digg it if you like it? Thanks so much.”

VII. Scarcity: The less available something is, the more we want it.

Scarcity18. Sales – Urgency: Highlight the end date or time for a sale.
Example: “Sale ends midnight (MST).”

19. Sales – Flash: Intentionally limit sales to a very short period of time – and explicitly state the time.
Example: Clear start time for sale, and countdown of hours left in your sale.

20. Just 1 Left! Provide a real-time countdown of the quantity of a high-value item available.
Example: Number of seats remaining for a concert or on a flight.

21. Exclusive Access: Provide access to an event on your site to a limited number of people only (and commit to that number) to encourage those with access to take advantage of this exclusive opportunity.
Example: Invite a select group of preferred customers to your site for a sale, and give them a personalized access code as well as start/end times.

VIII. Social Proof: We look to what others do to guide our own decisions and behavior.

Social Pressure22. Herd Behavior: Showcase ratings & reviews from users alongside offerings to help narrow decisions for shoppers.
Example: “Rated 4.38 out of 5 stars by Canadian entrepreneurs.”

23. Social Pressure: Quantify the number of others who are already doing what you want your new users to do.
Example: “Already 80,000 users worldwide in just 6 months.”

24. Intelligent Recommenders: Use data from other shoppers and/or the current shopper (e.g., past behaviours) to recommend new best-match products and effectively narrow choices into sets.
Example:
“People who bought the Apple iPhone also looked at the Palm Pre.”

IX. Trust: Show your character and competence to help people feel confident in choosing to work with you.

paypal_logo25. Low-Risk Purchase – Return It: Build trust and reduce barriers for shoppers by explicitly stating your return policy.
Example: “No hassle returns! We even pay the return shipping.”

26. Clear Payment Options: If you allow users to pay by PayPal, credit card, e-check and/or other methods, or if you have credit terms, highlight those options early in the process (pre-cart).
Example: “Don’t pay for 90 days – or pay easily today by PayPal, Visa or MasterCard.”

27. Interface Properties – Brand: Clearly brand your site to ensure users know they’re on a legitimate site for purchasing and feel confident providing their credit card info.
Example: Consistent brand elements throughout the experience.

X. Other: Extra persuasion tips/tactics that are so unique, they just can’t be categorized.

repetition_warhol228. Repetition: Say it once. And remind them of it again to reinforce facts and reduce barriers related to uncertainty. (You don’t want users to have to hit the Back button to find that info… and end up abandoning their carts.)
Example: “We accept PayPal” messaging near purchase calls-to-action and again at entrance to cart.

29. Because: The word “because” is a cue to people that they are in the presence of reason and logic and that, in turn, they don’t need to think – the thinking’s already done for them.
Example: “More people choose our product because it’s the only one that removes stains in 4 minutes flat.”

15. Security: Highlight security & safeguards on your site to help users trust that you’ll protect their info.
Example: HackerSafe logo placed prominently on main pages and nearby buttons in cart.

It’s been a phenomenal 30 days for me. I’m looking forward to helping to craft this blog into a great resource for all things persuasion, usability, emotion and trust – and I really hope you’ll help us shape this blog into what you need and want. It’s all about increasing conversion, baby! 🙂

Oh, yeah: Download the free ebook as soon as it’s ready. And please Digg it and share it with friends!

~joanna

Advertisements