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Hey my friend 👋
In this edition, you’ll learn:
How small commitments turn into big decisions + 3 specific ways to use it in marketing your offers.
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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.
❓The big question I had:
What influences our choices? What makes us choose one thing over another?
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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.
🤓 The Commitment & Consistency principle was discovered by Robert B. Cialdini, who is often called the “Godfather of Influence.”
In Cialdini’s research, he found that not only will people go out of their way to behave consistently, but they will also feel positively about being consistent with their decisions.
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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.
Duolingo → Has a “Streak Society” that rewards you for being consistent and learning every day as if your life depends on it.
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.
💡 By the way
I’ve been using an abandoned cart email automation for my courses for years (and it has generated $49,794 in additional revenue for the past 2 years).
Let me know if you want me to break down how I set this up in one of the next editions.
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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. 💛
Today’s lesson:
Start adding intentional micro-commitments before the main purchase — whether through pre-registration questions, a thoughtful downsell, or a simple abandoned cart follow-up.
When someone has already taken small steps toward your offer, saying “yes” becomes the most consistent next move.
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P.S. In the next editions of the Honest Creatorpreneur:
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