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Does your visitor hesitate? Offer a discount and close the sale instantly!

How many sales do you lose each day because your visitors hesitate at the last moment? Cart abandonment is a major challenge in e-commerce, often caused by a last-minute reluctance before purchase. However, a simple and effective solution exists: offering a targeted discount at the right time. Whether it’s an immediate discount, a limited-time offer, or free shipping, this incentive can be enough to convince a hesitant customer. Discover how to use this strategy to maximize your conversions and secure your sales today!

1. Why is a discount a powerful psychological trigger?

In the field of e-commerce, understanding the psychological mechanisms that influence buying decisions is essential to optimize conversion rates. Among these mechanisms, the offering of discounts plays a crucial role by acting on several cognitive levers.

Propose a discount

The effect of scarcity and urgency

Time-limited promotions create a sense of urgency among consumers, prompting them to act quickly to avoid missing an opportunity perceived as rare. For example, an offer like “10% off if you order within the next 10 minutes” can significantly increase the conversion rate. This approach exploits the fear of missing out on a good deal, a well-documented phenomenon in behavioral psychology.

The psychology of immediate gratification

Humans have a natural propensity to favor immediate rewards over delayed ones. Offering an instant discount meets this need by providing immediate gratification, which can transform hesitation into a buying decision. For instance, offering a 10% instant discount on the first purchase can encourage new customers to complete their order without delay.

An effective way to overcome objections

Price is often a major barrier to purchase. By offering a discount, you can mitigate this objection and make your product or service more attractive. According to a study, 57% of buyers state that a discount encourages them to complete their purchase. Thus, a well-placed discount can be the deciding factor in converting a hesitant visitor into a customer.

2. How to effectively integrate a discount to maximize your sales?

Strategically integrating discounts into your customer journey is essential to optimize your conversion rates. A well-thought-out approach can transform a hesitant visitor into a loyal customer.

Integrate a discount

Choose the right type of discount

  • Percentage discount : Offering a percentage discount on the total price is a common method to attract customers. For example, offering a 10% discount on the entire cart can encourage visitors to finalize their purchase. 
  • Fixed amount discount : Granting a fixed discount, such as €20 off any purchase over €100, can encourage customers to increase the value of their cart to benefit from the offer. 
  • “Buy one, get one free” offer : This strategy is effective for clearing stock or promoting new products. For example, offering a free item with the purchase of a specific product can boost sales and draw attention to less popular items.

The right moment to offer the discount

  • Exit pop-up : When a visitor is about to leave your site, a pop-up offering an immediate discount can convince them to complete their purchase. This technique captures attention at the critical moment and can reduce cart abandonment rates.

  • Checkout page : Offering a discount directly on the checkout page can encourage customers to complete their purchase. For example, offering a discount for subscribing to the newsletter at this stage can increase conversions.

  • After a period of inactivity : If a user remains inactive on your site for a certain amount of time, a notification offering a discount can rekindle their interest and prompt them to continue their shopping journey.

Optimize display and messaging

  • Impactful calls to action (CTA) : Use clear and engaging CTAs, such as “Get 15% off now!”, to prompt visitors to act immediately. 
  • Create a sense of urgency : Integrating a countdown showing the remaining time to benefit from the discount can encourage customers to make a quick decision. For example, displaying “Offer valid for the next 2 hours” creates time pressure that can increase conversions.
     
  • Personalization of the offer : Tailoring discounts based on user behavior, such as offering a discount on a browsed but not purchased product, can make the offer more relevant and increase the chances of conversion.

Offering a discount at the right time is a powerful strategy to convert a hesitant visitor into a customer. With Poosh, the number one popup notification solution, trigger targeted offers and instantly boost your sales. Test this approach today! 🚀

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