They Just Want to Conform! Buyers are conformists. Here are three psychologal weapons to add to your selling arsenal. Use the following three psycho-influencing techniques proven to cause people to do things or not do things they otherwise wouldn’t normally do. And do such things even if it is really stupid, or crazy, or illogical, simply because of the blinding, influencing effect others actions can have on our own actions.
The first psycho-influencing phenomenon is the band wagon effect. The bandwagon effect is a phenomenon whereby the rate of uptake of beliefs, ideas, fads and trends increases the more that they have already been adopted by others.
Mrs. Jones, we now have over 20,000 satisfied customers. We have over 100 homeowners a month go forward with us while we are here in the homes. In fact, the folks I was with prior to coming to be with you went forward today as well.
This can strongly influence their decision making process to buy now, Assuring them their behavior is conforming with every one else. You want to make them feel so that to not buy, would be unorthodox, non-conforming, inappropriate behavior.
The second psycho-influencing phenomenon is called social conformity. Social conformity is defined as a type of social influence that results in a change of behavior or belief in order to fit in with a group. Normative conformity occurs because of the desire to be liked and accepted.
80% of our homeowners buy while I am here today. What’s wrong?
Can you see why more homeowners choose us over anybody else?
I am stunned because you are in the same boat as everyone else we visit, and yet they go forward, and you are hesitant, let me show the payment plan everyone is using that fits everybody’s budget including yours.
The third psycho-influencing phenomenon is keeping up with joneses “Keeping up with the Joneses” is an idiom in many parts of the English-speaking world referring to the comparison to one’s neighbor as a benchmark for social class or the accumulation of material goods.
Mr. and Mrs. Davis, three other families right here in your neighborhood made the decision to upgrade their bathrooms this week as well, including the joneses. This must be the week for upgrades in this neighborhood.
What kind of experience do you want your friends and family to have when they come to your house and use your bathroom? You can hide a bedroom but guests have to use the bathroom. Why don’t we go ahead and wow them Mr. Davis.
Use conformity, and you will be amazed just how well they actually do conform.