BLOG POST 167
Impulse purchases are a huge part of online sales. Understanding why people buy on a whim can help you ethically influence your audience and increase your earnings.
“People don’t always buy what they need — they buy what they feel.”
1. The Power of Emotion
Decisions are often driven by emotion rather than logic. Highlighting benefits, excitement, or urgency can trigger buyers to act immediately.
2. Scarcity and Urgency
Limited-time offers, countdowns, or low stock alerts push customers to make faster decisions, tapping into their fear of missing out (FOMO).
3. Social Proof
Reviews, testimonials, and seeing what others are buying creates trust and encourages impulse purchases. People often follow the crowd subconsciously.
4. Convenience and Ease
Reducing friction — simple checkout processes, one-click purchases, and mobile-friendly designs — makes it easier for a buyer to act without hesitation.
5. Visual Appeal
High-quality images, videos, and clear design attract attention and make products more desirable, increasing the likelihood of spontaneous buys.
6. Anchoring & Discounts
Show original prices next to discounted rates. Anchoring creates a perception of value and encourages people to seize what feels like a deal.
7. Personalized Recommendations
Suggesting products based on past behavior or interests can spark an impulse by showing items the buyer didn’t even know they wanted.
Interactive Exercise: Understand Your Buyer’s Impulse Triggers
1️⃣ Identify Emotional Triggers
List 3 emotions that your audience may feel that could lead to a purchase.
2️⃣ Highlight Scarcity
Think of 2 ways to create urgency around your products or offers.
3️⃣ Gather Social Proof
List testimonials, reviews, or numbers that could show your product is trusted by others.
4️⃣ Plan a Visual Hook
Sketch or describe a visual element that could grab attention and encourage impulse buying.
Note: There’s a form at the bottom of this page. Once you fill it in, you’ll instantly receive an email from me — plus a special resource you can easily share with your friends, family, and colleagues.
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"You miss 100% of the shots you don't take."
— Wayne Gretzky
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