Understand what motivation already exists then make it easy to get than done.

Insufficient information. A chair, two feet tall, black, $5,000. There are thousands of sites that hardly provide any information about the products they sell. Research says 50 percent of purchases are not completed due to lack of information. FUDs: fears, uncertainties, doubts. Much like the list of questions above, every person has some doubts in

Friction is all the doubts, hesitations and second thoughts people have about giving you money for a product. Is it really worth the money? Will it break? Can I trust this guy? Will it work? What if it doesn’t fit? Is this a scam? Is it the right choice for me? Will she like it?

You can increase motivation with an effective sales copy and what not, but if you’re trying to artificially create motivation

Treepodia says video is one of the few strategies that seems to work well regardless of the category in which it is deployed. The following chart shows the conversion rate increases that were witnessed for shoppers who watched product videos:

Serious gains in conversions don’t come from psychological trickery, but from analyzing what your customers really need, the language that resonates with them and how they want to buy it. It’s about relevancy and perceived value of the total offer.

anchoring and adjustment.

at times more powerful than pleasure/pain. For example, in some situations, people will accept pain (buying home insurance) in order to overcome fear (anticipation of your house burning down).

If you decide to still charge for shipping, you have to do this one thing: mention shipping costs up front.