Use This Simple Marketing Psychology to Grow Your Business

You've probably heard of the power of social proof... but do you know how to use social proof on Instagram? On your website? In email marketing? In this episode, you'll hear about the simplest and most powerful marketing psychology tactic you can add to your marketing - Social Proof.

In this episode...
What is marketing psychology and why it's simpler than it sounds
What is social proof? (An easy to follow example)
Examples of social proof in every day marketing
Overcoming feeling like a narcissist when you ask for reviews
An off-boarding strategy to get more testimonials for your business
The consequences of leaving it up to your clients to give your business good testimonials without guidance (and what to do instead)

⬇️ Tap here to access TESTIMONIALS THAT SELL (my new mini course!):
https://parkdale-republic.thrivecart.com/testimonials-that-sell/ 

✨Tap here to watch a FREE masterclass about “How To Get Clients From Instagram (without wasting hours glued to your phone)"

https://parkdale-republic.lpages.co/evergreen-webinar-registration/

Tap here to get your free Posts That Sell Template (This caption got us 10 sales calls in 3 hours)

https://parkdale-republic.lpages.co/10-sales-calls-new

Tap here to try Later.com (Jenna's favourite social media scheduling software)

https://later.grsm.io/egd652z1q1fk

Music by Jordan Wood

Hosted by Jenna Warriner, Creator of Magic Marketing Machine

Transcript

Marketing psychology is fascinating stuff and it's highly, highly accessible just because we have that tricky word in their psychology. Does it mean you need a degree to understand it. You can harness the power of marketing psychology in your business to improve your marketing, to get more sales from Instagram and from social media. 

And in fact, you might already be doing it unintentionally. So in today's episode, let's talk about how to harness marketing psychology, specifically social proof to. Warm up your leads faster and get more sales pouring in.   All right. Say you're sitting in a restaurant and you're looking at the menu and you see. I dunno, steak tartare. I just learned what steak tartare is because I'm going to Paris in a couple months anyway. Okay. So steak tartare is on the menu, right? And you're like, oh, I don't know about that. 

Rami. I don't know about that. And so your server comes over to the table and they're like, oh yeah, you should try the steak tartare. It's really delicious. You know, the server's there to help you.  But they also have skin in the game. Right. They're trying to sell you something. 

Although man, I'm already digressing so much. Did you know that in Paris tipping, isn't a thing. So typically.  your servers. They're not trying to like kiss your butt. Like we would in north America when we're working for tips. I just learned that too. Oh my goodness. JENNA, stay on track.  The server goes over to your table and you, you want to trust them, but you know, at the end of the day, they're trying to sell you something. 

So you don't fully put your trust in them when they say the steak tartare is good. Okay. But then you look around the room and you try and peak at what other people have on their tables. You try and peek at what. They ordered and if they are enjoying it and you see a couple people around, you do have the steak, tar tar. 

So that's some points where it, because other people trusted it. And then you look at the person. And they smile and nod at you. And while they're chewing, they like kind of smile and they point with their fork to the steak tartare and raise their eyebrows and nod their head. And they're like,  

As if to say. This is good in whatever language they speak when their mouth is not full. 



That is essentially social proof. That is the power of social proof. It's looking to someone else who already made that purchase and taking their opinion, instead of the opinion of the person who is trying to sell the thing to you. 

You are more likely to trust the stranger  versus the person who's going to benefit from you handing over your credit card information. It's also an evolutionary thing. We find safety in numbers. We look to other people who have done the thing we want to do for evidence that it worked for them.  So we can believe that it's going to work for us too. From the brand's perspective, how do we start to harness it? Well, showing your leads that other people have bought from you such as when you are on a website and there's a little ticker at the bottom of the screen that says a hundred people have bought this product. 

A thousand people have brought this product, a million people have bought this product. We always see these little tickers, right. Especially when you're selling  a product based business where those numbers can be really, really high.  And then the ticker is probably going in live time, telling you how many people have bought this product. On the cover of a book, we might see over a million copies sold worldwide. 



Or this book is one of Oprah's book club picks. 

Right? So now we have the social proof that. Oprah liked it. And her book club liked it. 



As a business, you have to find opportunities to show your audience that other people were happy working with you. And I know, especially a lot of small business owners can feel kind of narcissistic doing this because you're like, look how great I am. 

This person had a great time, but one of the best things you can do for your marketing is to stop thinking about yourself and how you look, and really just focus on your leads and focus on their experience. And don't even, don't even think about yourself,  if you have a lead who's coming to you and they are the perfect client for you and, you know, you could help them with your. Coaching business with your dog grooming business. 

They're the perfect client. So, you know, this is good for them. You should have no reason not to sell it to them because you know, it's going to change her life. You know, it's what they want or need. 

 Showing them, Hey look, Susie Ann worked with me and Suzanne is real happy, and now she has what she wants.  It's actually in your leads, best interest to hear that information. It's not about you bragging. It's not about you looking narcissistic. It's giving them the information. 

They need to feel more comfortable making a purchase with you.  Feel more comfortable working with you. 

Do you want to know one of my most favorite stories ever about my husband? It's less than a minute long. One time, my husband and I were arguing, we don't really argue. I think it was, it had to have kind of been a fake argument. I can't, I can't even remember the topic. But I was like, well, look, why did you do that? 

Just because I did it. If I jumped off a bridge, would you jump to? And he said, of course I would. You're not a strong swimmer.  

I think about that all the time. Because his frustration. And he was still looking out for me because it's right. I'm not as strong somewhere.  

So now hopefully you have a couple ideas on  how to use social proof. , in conversations with your leads on your website, on Instagram and in your social media, but let's take it one step further. 

 I just created an entire mini course around this. So I'm like knee deep in testimonials. 

And what business owners need to know about them right now, because one of the main misconceptions is you need to just leave it up to your clients, to send you amazing social proof and testimonials that you just need to leave it up to fate.

You do not want to leave something that important in their hands, because for most people, your clients aren't marketers, right? 

They don't know what to send you. That's going to look good. And that's going to be convincing for leads. Yes. They'll send you the testimonial and you'll have checked the box of other people have worked with me. That's one thing, but we can be so much more strategic than that. You can have testimonials that specifically reverse. A key objection that you hear, you can have testimonials that soothe. A specific worry people have about working with you or your service. 

If you know, there's something that keeps somebody from working with you, like they think that working with you will be too time-consuming or that it won't be worth the money or whatever sort of worries and fears you hear from your leads. You can post testimonials that specifically speak to that one thing. 

So the person who's experiencing that worry and thinking about working with you feels more safe. Clicking book now. Now. 

It's also why I say like, it does sound like magic, right? That's why my whole program is called magic marketing machine, but it's not magic. It's formulas and it's strategy. And it just feels like magic. When you see how well it works. 

 For instance, one of the strategies that's inside the testimonials that sell mini course is it's so simple. 

It's just create a system inside your business as streamlined as your onboarding that is off-boarding and asks your clients for a testimonial after they work with you.   This could be as easy as every time a new client signs up with you say your relationship is going to last three months, schedule an email that day. 

That's a forum template for the end of three months that asks them for their feedback or for a testimonial. It can be that simple. And then it eliminates the  stress of needing to ask for it. It eliminates the like, feeling gross, asking for something from somebody who just already gave you money, eliminate so many things. 

It's just, boop. We click a button, we send them the template and we have it all automated. So we don't forget.  



Also the type of questions that you're asking your clients will inform the types of answers that they give you. So typically if you just ask someone, yeah, could you send me a testimonial? 

They're probably going to do two things. The two things that are really, really common, the first one is they're going to just give you vague compliments, like. Jenna is so fun. Jenna was great to work with. I love Jenna. She got me results. And if you know anything about the soap box that I get on about copywriting, just saying results isn't enough. 

You always want to specify like what those results were. I got results with my coach. I got results with my dog. Walker, what results? Tell me the results. People will pay for the results anyway. Okay. Off my soap box really quickly. The other thing that they're going to send you is  fancy jargon because they aren't business. Owners and they're not copywriters. 

And they think that that's what good marketing is. So they're going to send you things like 

After working with Jenna, I can now confidently scale my business using effective marketing communications and strategies like that is not. That's not sexy at all. And especially in a fast paced environment, like someone cruising through your website or someone looking at social media, they are going to skim by that jargon. 

They want to know I got likes, I got followers. I got clients. I made money. That's what they want to know. 

 And those businesses out there who have amazing testimonials, that don't just sound like she was great.  I got results. They were probably using a testimonials strategy to collect very specific language from their clients so that every testimonial is doing a job. 

It's not just flattering you and it's not vague and it's not jargony. It's actually actively reversing and objection and speaking to the exact result that you know, your clients want. And that's why they're so powerful. Next time you see a testimonial and you're probably going to be , absent-minded, you're gonna be skimming on Instagram. 

You're going to see a testimonial and it makes you go, oh, wow. Oh, that's impressive. Pause. Try and catch yourself and really look at it. Objectively. 

Ask yourself. What about this is believable? What about this? Got me excited. Why did I stop? Why am I impressed? And.  How might this business have gotten this testimonial? How did they collect this? 

And I think you might be surprised when you find out how most businesses are collecting their testimonials. All right. I hope that you have learned so much about how to make your business look freaking delicious to your leads. If you want to jump in on testimonials that sell it's linked in the show notes and linked on my Instagram bio, and it's only $20. It's a $20 mini course where I, and I highly over deliver. I will tell you. Sample questions to ask your clients. I will tell you systems, I will give you email templates so that you don't need to feel awkward asking  for testimonials yourself.

It takes less than an hour to go through. People are buying it and telling me  that they're going through it in a night and able to apply everything in it immediately. 

There's also a bonus post that sell caption template. So you can fill out a really powerful sales template that has marketing psychology baked into it. And you can use your testimonials right away in like a bang in Instagram sales post. So that's linked in the show notes.



I just launched it and we're about to hit like 500 sales or something. 

People are really eating it up  oh. And the system on how I store them. So I have a robust system for how to store them so that you can label your testimonials and tag them based on what they're about. So say you were writing a line on your sales page about how you got your clients a very specific result. 

That's maybe a by-product of working with you. So sorry. I'm using a lot of. Um, program jargon here, but basically when someone works with you, they have the main result that they get. And they also have probably some many results along the way. So for me, the main result that magic marketing machine people get is clients, but the mini results along the way are more followers, more views, more engagement, more comments. 

So you can sort your testimonials. By those results and by-product results. 

So then if you're saying, making a post about how to get more views, you can use a testimonial that's specific to that thing. Same with objections. You could even sort them. So like there by objections,  if you often hear people say that your service costs too much money. 

Maybe you collect a bunch of testimonials that talk about how worth it it was for the money or that it was a bargain or whatever. And then when you're talking about that in your content,  you can showcase a direct testimonial that proves what you said is true.  Fun, right. Oh, marketing psychology. 



All right. That's it from me? Have a wonderful day.