Hey my friend 👋

Type: 🧠 Sales psychology

Since I remember myself, I've been interested in human psychology. When I was working 9-to-5, I would read books about influence, persuasion, cold reading during lunchtime. Just out of curiosity and fascination.

I didn’t see myself as an expert in sales psychology. But at some point, I realized that I was intuitively using it while crafting and selling my offers. And I was very good at it. It's powerful.

That’s why I want to share it with you.

The sales psychology is rooted in our human psychology. And everything I’ll be sharing with you is not just my idea. It’s science.

I’m pretty sure you’ve seen this principle in your life many times.

For example, the Commitment & Consistency principle is the reason why you’re more likely to do 100 workouts if you announce this goal on your IG stories and then share an update after each workout.

How big brands use the Commitment & Consistency psychological principle:

Nike Run Club App → Asks you to set your running goal. Once you commit, you start buying gear to “stay consistent.”

Kickstarter → You pledge $5 “just to support the idea,” and weeks later you’re backing $200 tiers because you’re now part of the mission.​
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Duolingo → Has a “Streak Society” that rewards you for being consistent and learning every day as if your life depends on it.

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​How to use the Commitment & Consistency principle for your offers

There are many ways. I'll give you 3 specific ideas to help you.

Idea 1: Use pre-registration lists instead of waitlists for online courses

Use pre-registration lists as part of your pre-sell strategy when launching your course. Every question in such a list is a micro-commitment that guides people and helps them acknowledge the problem they need to solve.

And then, when your course is positioned to solve this exact problem, buying it feels like the logical (consistent) next step.

Idea 2: Use downsells

A downsell is an offer that is lower in cost and scope than your main offer. You’d usually pitch it if your main offer was not a good fit, mostly because of the price.

A downsell uses the “foot-in-the-door technique” when you already got your potential customer’s attention, but the initial ask (=your main offer) doesn’t work for them.

I love downsells both as a customer and as a course creator. I think it’s very smart to use them.

Idea 3: Abandoned cart emails

Another great way to increase your offer sales is to follow up with those who abandoned their carts.

The potential customer has already done a lot:

• They found you
• They found your sales page
• They read the sales page
• They went to the checkout
• They added your offer to cart

That's already a lot of commitment.

Sending an abandoned cart email if they left the cart without checking out is just the step that makes sense.

And it serves them. And it serves you. So, it's a win-win.

I wouldn't be the honest creatorpreneur if I didn't add this disclaimer:

All principles of buyer psychology are powerful, so I deeply believe we should use them ethically. 💛