購買意欲を高めて売上に繋げる消費者心理
ビジネスに「集客」は欠かせません。
集客をして、購買に繋げる必要があります。その集客する方法は様々ですが、どの方法を使うにしてもユーザーは購買意欲をそそられなければ購入に至ることはありません。特にWeb上で集客をする場合は、ユーザーが初めて目にする広告文次第で自社のWebサイトを目にするかどうかが決まりますし、サイトではデザインやコピーなどが購買や申込みに至るかどうかの決め手となります。
購買意欲を高めるには、ユーザー目線にならなければなりません。実際、広告運用をしていると「もし私が見込み客だったらどういう広告をクリックするだろう。」「欲しいと思ってもらうにはどういう表現をしたらいいのか。」「何がポイントとなって行動を起こすだろう。」というようなことをよく考えます。もちろん技術的なスキルも必要ですが、フェーズに合った見込み客の心理を考えるのもとても大事なポイントです。
この「フェーズに合った心理」ということが重要です。例えば、飛び込み営業先でいきなりセールストークをしても購入には至らないですよね。まずは自己紹介から入り、自分に興味を持ってもらう、商品のことを知ってもらう、必要性を知ってもらう、など様々な段階を経てセールスします。
人は、基本的に次のような段階を踏んで、「購入」や「申込み」に至ります。
注意 → 興味→ 連想 → 欲望 → 比較 → 確信 → 決断
1.注意
自身の問題に気づいていないユーザーも多くいます。まずは、そういった潜在層の目に止めてもらう、自分のことだと思ってもらい問題に気づいてもらう必要があります。つい目を止めてしまうようなディスプレイ広告や悩みを認識させるようなコピーが効果的です。
2.興味
世の中、あなたの商品をすでに知っている人はどのくらいいるでしょうか？あなたの商品がどんなに見込み客の役に立ち、悩みを解決してくれるものか知っている人がどのくらいいるでしょうか？いくら素晴らしい商品があっても興味を持ってもらわなければ次のステップには進みません。まずは、あなたの商品に興味を持ってもらい、良い商品だと思ってもらう必要があります。
3.連想
興味を持ってもらったら、次はその商品を使った自分を想像し、使ったらどうなるかというようなことを連想します。効果が出た自分、それを手に入れたら楽しい未来が待っていることを連想できるように誘導します。少しの表現方法の違いで、ユーザーは全く違った印象を持ちます。例えば、「レタス3個分の食物繊維がとれる」と書いてあると一度に多くの食物繊維が取れて健康的になれると思いがちですが、実はレタスに含まれる食物繊維は、かなり少ないようです。どんな表現方法をするかで、イメージは随分変わるのです。
4.欲望
商品を手に入れた自分を想像することで、「欲しい」という欲望が湧いてきます。人には様々な欲望がありますが、先天的欲求と後天的欲求があります。後天的欲求は、「便利でありたい」「質の良さ」「情報が欲しい」というものですが、先天的欲求は「痛みや苦痛から逃れたい」「食べたい」「長生きしたい」など衣食住に関わる生きていく上で必要な欲求のことを指します。後天的欲求ではなく、先天的欲求が起こった時に人の感情は動きやすくなり、どうしても欲しくなります。
5.比較
商品が欲しくなり、即購入となればいいのですが、実際はそうではありません。「値段や質に間違いがないか。」「同じような商品でもっと安いものはないかな。」というように比較検討します。人は、失敗したくないという欲求と購入に踏み切る納得をしようとします。そのためにも比較検討をします。たとえ他の商品より価格が高くてもそれだけの価値があればあなたの商品を選ぶでしょう。あなたの商品を購入する理由をはっきりさせましょう。
6.確信
他と比較検討した上で、間違いないと思ったら確信に変わっていきます。その確信を後押しするような表現が効果的です。「○○ランキング一位」「○○賞受賞」「愛用者3万人突破」などの表現は納得を裏付ける要素となります。
7.決断
そして、購入手続き、申込み手続きをするという最終段階に入ります。「申込みはこちら」や「期間限定プレゼント」などCall to actionで申込みを促します。しかし最後まで油断はできません。申込フォームがややこしかったりうまく手続きができないと簡単に諦めてしまう場合もあります。また、いざ購入しようと手続きする時に、思ってもいなかった送料がかかったり到着が遅いなどのリスクがある場合も一気に欲しいという気持ちが冷めてしまう場合があるので要注意です。
どちらにしてもしっかりとしたターゲット設定がなければ見込み客の心理を考えることもうまく誘導することもできません。ペルソナをしっかりと設定した上で、人が購入に至る心理プロセスを利用し、それぞれのフェーズにあった誘導をすることで、購入に繋げることができます。また、売りつけられると捉えられると人は拒否反応を起こすものです。買って欲しいという気持ちより、まずユーザー目線になって考えてみましょう。
前職はウエディングプランナー。現在は、2人の育児をしながらリスティング広告、Facebook広告などのweb広告運用やセミナーを開催。多角的視点から考える広告運用やマーケティング情報をお届けします。
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