Understand Your Buyer > How To Engage > Loss Aversion
What is it?
Loss Aversion is the phenomena whereby we are more motivated by protecting against losses than seeking gains.
Why does it work?
If we place more weight behind protecting what we have, minimising issues and pain, then as sellers we can focus on these areas to better appeal to prospects.
How can you use it?
Tailoring your sales messaging towards protection, safety and continuity more so than gains and growth can help to close more sales and engage clients as you are connecting with their main drivers.
Like this kind of stuff? Want more?
84 ways to reach, engage and convert people to buy using psychology, science and common sense.
In the book we cover:
✅ How people work – 18 factors that affect client behaviour.
✅ Selling Communication Basics – 12 ways to communicate more clearly.
✅ How to get attention – 18 ways to stand out and be noticed.
✅ How to engage – 27 ways to engage potential buyers.
✅ How to convert – 10 ways to convert prospects to buyers.
Everything in the book works and is backed by psychology, science, common sense and my own testing.