This course shows you 11 techniques that leverages customer psychology principles. Understanding and applying them ethically can help you boost your Etsy conversion rates.
1. Social Proof
- Leverage customer reviews and testimonials. If you don’t have many, highlight one or two in your listing photos.
- Showcase social media following and influencer collaborations if you have any
2. Authority
- Demonstrate expertise through photos and video that showcases your crafting process. Or display any relevant certifications or training.
- You can also build authority by creating relevant content on your blog or social media
3. Foot-in-the-Door Technique
- Offer low-cost option to get people to make a small, first purchase. For example, a sample kit with 3 of your bestsellers.
- Use follow-up strategies to encourage larger purchases through email marketing
4. Trust & Reliability
- Create detailed, accurate listings. Pay special attention to colours and sizes.
- Have clear shop policies and consistent branding in your Etsy shop
5. Decoy Effect
- Introduce a third option to make target product more attractive. For example, create a $25 small size to make the $29 medium size more attractive.
6. Scarcity
- Make use of Etsy's low stock alerts by set your inventory level lower (but be truthful and use ethically)
- Create limited edition or seasonal products
7. Anchoring
- Compare your products to premium alternatives to make yours seem better value
- Frame products as experience replacements
- Break down products into smaller parts to increase the perceived value
8. Cognitive Ease
- Use clear, straightforward language in titles and descriptions
- Simplify the buying process with ‘buying process’ listing photos
9. Urgency
- Run short-term sales (just a few days instead of weeks)
- Use clear communication to highlight deadlines. Leverage email marketing to make it more effective.
10. Loss Aversion
- Highlight long-term value and cost of inaction
- Address customer pain points directly
11. Reciprocity
- Include personalised thank you notes
- Offer small freebies or samples with orders
Additional Techniques:
- Use just below pricing ($.99) for value-based products or when you are running a sale. Use round pricing for more premium options.
- Higher price can create an impression of higher quality
- Storytelling to create emotional connections