Every purchase comes down to decision-making process. The good news is that you, as a dropshipping entrepreneur, can steer this process to making your clients buy from your store. And we’re going to list the necessary psychological triggers to pull this off.
Purchase triggers in action: Airbnb case study
Have you heard about Airbnb?
Most likely, you have: this company is well-known worldwide. But, do you know that its path to success wasn’t plain sailing?
The founders of Airbnb had tried to launch it several times before the company picked up steam.
One of their attempts was in 2008, during the US presidential election.
Obama vs McCain. Their debate took place in San Francisco, where the entrepreneurs lived. Plenty of people were expected to arrive. A great event to get the ball rolling for such company as Airbnb, isn’t it?
Right, but…
The main pain in the neck was funding the project. The sum of money they had wasn’t enough. The businessmen had to think something up. And they did!
They bought tons of breakfast cereal. Then they designed boxes in “Obama/MacCain” style, filled them with the cereal and sold them out.
Although the price was $40 for a box, which was about 10 times higher than the same cereal in the original package, people saw fit to buy it.
The profit was abundant to cover all the expenses. Moreover, their experience encouraged a famous investor to fund their Airbnb venture.
Psychological triggers to make customers buy
That is a great story, right?
Besides, it’s a case in point of how psychological triggers work.
Against their better judgement, people preferred to lighten their wallets for the cereal they could easily buy ten times cheaper.
How come?
