We all know that companies use these tactics to try to get us to act on a sale, and we do! We all know that 99¢ is really $1.00, but it works! Our brain tells us we need to act before it’s too late. Marketers are using our own instincts against us, and there is nothing we can do about it!
It all has to do with the Reptilian brain, millions of years of evolution, and a time when not getting that meal when the opportunity arose could mean death. It’s not that dire anymore, but we still have the faculties that cause us to make decisions based on urgency and abundance. I could talk about this for hours, but instead I’ll refer you to influence: The Psychology of Persuasion by Robert Cialdini and Neuromarketing by Patrick Renvoise, two great books that teach you how to use those faculties to your advantage.
One way Strathcom has incorporated this into our new website platform is a tool we call Silent Salesman.
When a user goes to the VDP (Vehicle Detail Page) of a vehicle they are interested in, they will still be met with the standard photos, description, pricing etc., but now they will also see how many people have viewed that vehicle and how many inquiries have been made on that vehicle. The more interest that is shown in that car, the more the user is going to want it. The more inquires the user sees for that car, the more it will trigger the reptilian brain to act in fear of missing out. It seems like a small feature, but it has tons of power.
This is just one tool that Strathcom can add to your toolbox to sell more cars. If you’d like to know how you can enable the Silent Salesman tool on your website, drop us a line at firstname.lastname@example.org. Sell more cars before the customer ever walks into your dealership!