{"id":3247,"date":"2019-01-04T20:00:39","date_gmt":"2019-01-04T20:00:39","guid":{"rendered":"https:\/\/prettylinks.com\/?p=3247"},"modified":"2020-01-13T05:44:08","modified_gmt":"2020-01-13T05:44:08","slug":"5-psychological-techniques-you-can-use-to-increase-conversions","status":"publish","type":"post","link":"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/","title":{"rendered":"5 t\u00e9cnicas psicol\u00f3gicas para aumentar las conversiones"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_82_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Contenido<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-69d291e25abf4\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"ez-toc-cssicon\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #000000;color:#000000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #000000;color:#000000\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-69d291e25abf4\"  aria-label=\"Alternar\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1' ><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#Psychologys_Place_in_Conversion\" >El lugar de la psicolog\u00eda en la conversi\u00f3n<\/a><\/li><\/ul><\/li> <li><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#5_Psychological_Techniques_You_Can_Use_to_Increase_Conversions\" >5 t\u00e9cnicas psicol\u00f3gicas para aumentar las conversiones<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#1_Foot_in_the_Door_FITD\" >1. El pie en la puerta (FITD)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#2_Reciprocity\" >2. Reciprocidad<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#3_Fear_of_Missing_Out_FOMO\" >3. Miedo a perderse algo (FOMO)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#4_Social_Influence\" >4. Influencia social<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#5_Anchoring_and_Decoy_Pricing\" >5. Anclaje y precios se\u00f1uelo<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/prettylinks.com\/es\/blog\/5-psychological-techniques-you-can-use-to-increase-conversions\/#Conclusion\" >Conclusi\u00f3n<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<p>La conversi\u00f3n consiste en animar a los usuarios de su sitio web a completar una acci\u00f3n espec\u00edfica. En otras palabras, tiene que convertir al visitante medio en alguien que participe activamente. Con tantos competidores, esto puede resultar complicado.<\/p>\n<p>Sin embargo, si entiende qu\u00e9 es lo que hace \"vibrar\" a su p\u00fablico, podr\u00e1 ajustar su contenido y su sitio web para conseguir el m\u00e1ximo atractivo. La psicolog\u00eda y el marketing est\u00e1n estrechamente relacionados, por lo que aplicar caracter\u00edsticas de ambos es una forma inteligente de lograr los resultados deseados.<\/p>\n<p>En este art\u00edculo, hablaremos de cinco t\u00e9cnicas basadas en la psicolog\u00eda que puede utilizar para aumentar las conversiones. Empecemos.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Psychologys_Place_in_Conversion\"><\/span>El lugar de la psicolog\u00eda en la conversi\u00f3n<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Ofrecer un servicio excelente no es la \u00fanica forma de animar a los usuarios a comprar sus productos y suscribirse a sus servicios. Aplicar algunas t\u00e9cnicas psicol\u00f3gicas bien conocidas puede mejorar las posibilidades de conversi\u00f3n, es decir, convertir a un navegante ocasional en un cliente de pago.<\/p>\n<p>Independientemente del sector, todos los vendedores <a href=\"https:\/\/www.salesforce.com\/ca\/blog\/2015\/04\/psychology-of-sales\" target=\"_blank\" rel=\"noopener noreferrer\">comprender el papel de la psicolog\u00eda<\/a> para conseguir que la gente se convierta. En la mayor\u00eda de los casos, los consumidores no se comprometer\u00e1n a realizar una compra sin saber c\u00f3mo les beneficia directamente. La aplicaci\u00f3n de ciertas t\u00e9cnicas puede hacer que sus productos parezcan m\u00e1s atractivos, y aun as\u00ed hacer que el usuario sienta que la decisi\u00f3n de <a href=\"https:\/\/hbr.org\/2012\/05\/to-keep-your-customers-keep-it-simple\" target=\"_blank\" rel=\"noopener noreferrer\">comprar era totalmente suyo<\/a>.<\/p>\n<p>Por ejemplo, pensemos en las tiendas f\u00edsicas que anuncian las rebajas con el uso de <a href=\"https:\/\/www.business2community.com\/marketing\/10-colors-that-increase-sales-and-why-0366997\" target=\"_blank\" rel=\"noopener noreferrer\">carteles de colores vivos<\/a>. Algunos colores evocan determinadas sensaciones; por ejemplo, se cree que el verde tiene un efecto calmante. A <a href=\"http:\/\/hustlebranding.com\/2013\/04\/30\/the-just-do-it-effect-the-power-of-the-worlds-most-inspiring-slogan\/\" target=\"_blank\" rel=\"noopener noreferrer\">eslogan de la empresa<\/a> tambi\u00e9n puede ser un factor psicol\u00f3gico importante en la decisi\u00f3n de compra de un cliente. Esl\u00f3ganes famosos como \"Just Do It\" de Nike y \"I'm Lovin It\" de McDonalds han sido h\u00e1bilmente elaborados para causar el efecto deseado en los consumidores.<\/p>\n<h1><span class=\"ez-toc-section\" id=\"5_Psychological_Techniques_You_Can_Use_to_Increase_Conversions\"><\/span>5 t\u00e9cnicas psicol\u00f3gicas para aumentar las conversiones<span class=\"ez-toc-section-end\"><\/span><\/h1>\n<p>Antes de presentar las siguientes t\u00e9cnicas psicol\u00f3gicas, es importante se\u00f1alar que no pretenden \"enga\u00f1ar\" a los clientes. Mientras su servicio les resulte valioso, estas estrategias no son ni m\u00e1s ni menos que buenas pr\u00e1cticas de marketing. Empecemos por una de las t\u00e9cnicas m\u00e1s fundamentales de todas.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_Foot_in_the_Door_FITD\"><\/span>1. El pie en la puerta (FITD)<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>El m\u00e9todo Foot in the Door (FITD) implica&nbsp;<a href=\"https:\/\/www.forbes.com\/sites\/neilpatel\/2014\/10\/13\/foot-in-the-door-technique-how-to-get-people-to-take-seamlessly-take-action\/\" target=\"_blank\" rel=\"noopener noreferrer\">conseguir que un usuario acepte<\/a> a una petici\u00f3n grande, pidiendo primero un favor m\u00e1s peque\u00f1o. Pedir algo menor puede poner a la gente de un humor m\u00e1s agradable, haci\u00e9ndoles m\u00e1s propensos a aceptar la acci\u00f3n que realmente quieres.<\/p>\n<p>Un ejemplo de ello en la vida cotidiana ser\u00eda pedir prestado el coche de alguien para un viaje corto y, m\u00e1s tarde, pedirlo prestado para todo el fin de semana. La nueva petici\u00f3n es <a href=\"https:\/\/www.psychologistworld.com\/behavior\/compliance\/strategies\/foot-in-door-technique\" target=\"_blank\" rel=\"noopener noreferrer\">muy influenciado por el original<\/a>y se basa en una relaci\u00f3n cada vez m\u00e1s estrecha entre usted y el propietario del veh\u00edculo. Tambi\u00e9n se conoce como <a href=\"https:\/\/www.businessinsider.com\/ben-franklin-effect-2016-12?r=US&IR=T\" target=\"_blank\" rel=\"noopener noreferrer\">Efecto Benjamin Franklin<\/a>.<\/p>\n<p>Puede aplicar la FITD a su sitio web animando a los visitantes a responder encuestas y dejar comentarios. Esto sentar\u00e1 las bases para posteriores peticiones de mayor envergadura. Adem\u00e1s, pedir a su p\u00fablico que opine sobre su sitio web es una forma estupenda de <a href=\"https:\/\/hyken.com\/customer-confidence\/7-ways-build-online-customer-trust\/\" target=\"_blank\" rel=\"noopener noreferrer\">establecer un alto nivel de confianza<\/a>.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_Reciprocity\"><\/span>2. Reciprocidad<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>La reciprocidad se refiere al proceso de <a href=\"https:\/\/www.thejoyofbusiness.co.uk\/how\/the-reciprocity-principle-and-how-to-use-it-in-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">dar al usuario lo que quiere<\/a>&nbsp;primero, para animarles a realizar una acci\u00f3n. Esta t\u00e9cnica se basa en la parte de la naturaleza humana que nos hace preguntarnos: \"\u00bfQu\u00e9 gano yo?\".<\/p>\n<p>Ofrecer su <a href=\"https:\/\/www.referralcandy.com\/blog\/reciprocity-marketing-examples\/\" target=\"_blank\" rel=\"noopener noreferrer\">usuarios cosas gratis<\/a>Ya se trate de productos o servicios, capta su atenci\u00f3n y aumenta las probabilidades de que se interesen por ellos. <a href=\"https:\/\/www.verywellmind.com\/what-is-the-rule-of-reciprocity-2795891\" target=\"_blank\" rel=\"noopener noreferrer\">devolver el favor<\/a> y convertir en una fase posterior. Un ejemplo de reciprocidad es el uso del muestreo por parte de los supermercados. Una muestra gratuita anima a la gente a comprar el art\u00edculo completo y crea un sentimiento de deuda con el proveedor.<\/p>\n<p>Una de las mejores formas de implantar la reciprocidad en tu sitio es ofreciendo contenidos exclusivos a tus usuarios, que recibir\u00e1n cuando se suscriban a un <a href=\"https:\/\/prettylinks.com\/es\/blog\/linking-tips-for-email-campaign\/\" target=\"_blank\" rel=\"noopener noreferrer\">lista de correo<\/a> o rellenar una encuesta. Tambi\u00e9n puede crear demostraciones de su producto u ofrecer pruebas gratuitas y\/o niveles limitados de servicios gratuitos.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"3_Fear_of_Missing_Out_FOMO\"><\/span>3. Miedo a perderse algo (FOMO)<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Una de las t\u00e9cnicas psicol\u00f3gicas m\u00e1s eficaces, la <a href=\"https:\/\/optinmonster.com\/fomo-marketing-examples-to-boost-sales\/\" target=\"_blank\" rel=\"noopener noreferrer\">Miedo a perderse algo (FOMO)<\/a>&nbsp;apela directamente al deseo del usuario de no perderse una oportunidad emocionante. El uso de una publicidad inteligente puede resaltar el placer que una persona podr\u00eda estar obteniendo de su producto, impulsando las ventas como resultado.<\/p>\n<p>Los anuncios de perfumes y otros productos de belleza, por ejemplo, a menudo nos venden la idea de que nos volveremos tan \"irresistibles\" como la modelo si utilizamos un determinado producto. Aunque inconscientemente sabemos que se trata de un <a href=\"https:\/\/mashable.com\/2013\/07\/09\/fear-of-missing-out\/?europe=true#5c_hUEKvdiqw\" target=\"_blank\" rel=\"noopener noreferrer\">estratagema de marketing<\/a>, nuestro <a href=\"https:\/\/prettylinks.com\/go\/fomo\/\" title=\"Enlace de afiliaci\u00f3n de FOMO\" class=\"pretty-link-keyword\"rel=\"nofollow \" target=\"_blank\">FOMO<\/a> todav\u00eda puede hacer que nos creamos el mito.<\/p>\n<p>Puede <a href=\"https:\/\/mention.com\/blog\/fomo-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">aplique FOMO en su sitio web<\/a> incluyendo ofertas de productos o servicios populares que expiren pronto. La corta fecha de caducidad puede animar a la gente a hacer compras r\u00e1pidas para no perderse nada. El uso de <a href=\"https:\/\/neilpatel.com\/blog\/emotional-marketing-to-facebook-ads\/\" target=\"_blank\" rel=\"noopener noreferrer\">lenguaje \"emotivo\" (o emocional)<\/a> es otra forma inteligente de persuadir a los usuarios para que se conviertan.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"4_Social_Influence\"><\/span>4. Influencia social<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>La influencia social es una t\u00e1ctica muy utilizada en Internet, sobre todo en las redes sociales. Al fin y al cabo, otro principio b\u00e1sico de la naturaleza humana es que <a href=\"https:\/\/www.pixlee.com\/blog\/is-social-proof-marketing-the-next-big-thing\/\" target=\"_blank\" rel=\"noopener noreferrer\">somos f\u00e1cilmente influenciables<\/a> por los que nos rodean.<\/p>\n<p>B\u00e1sicamente, quiere demostrar a los clientes potenciales que su servicio es popular. Esta t\u00e9cnica se integra bien con la <a href=\"https:\/\/prettylinks.com\/go\/fomo\/\" title=\"Enlace de afiliaci\u00f3n de FOMO\" class=\"pretty-link-keyword\"rel=\"nofollow \" target=\"_blank\">FOMO<\/a> ya que, al ver que nuestros iguales disfrutan de un producto o servicio, es m\u00e1s probable que nosotros tambi\u00e9n lo queramos. Las t\u00e9cnicas de influencia social animan a los clientes indecisos a dar el paso y comprar.<\/p>\n<p>Aunque hay muchas formas de utilizar la influencia social en su sitio web, la presencia de rese\u00f1as positivas es uno de los mejores m\u00e9todos para generar confianza entre los consumidores. Mostrar rese\u00f1as en su sitio puede mostrar a sus visitantes el valor de su producto, as\u00ed como su popularidad. No tenga miedo de incluir tambi\u00e9n algunas rese\u00f1as negativas, ya que esto a\u00f1adir\u00e1 credibilidad a sus afirmaciones.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"5_Anchoring_and_Decoy_Pricing\"><\/span>5. Anclaje y precios se\u00f1uelo<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>En t\u00e9rminos de marketing, <a href=\"https:\/\/sherpablog.marketingsherpa.com\/consumer-marketing\/marketing-101-decoy-marketing-price-anchoring\/\" target=\"_blank\" rel=\"noopener noreferrer\">anclaje<\/a> es cuando un servicio con varios niveles o planes incluye una opci\u00f3n que constituye la mayor parte de las ventas. Suele ser el servicio m\u00e1s barato. Esta opci\u00f3n es tambi\u00e9n un \"ancla\" que ayuda a determinar lo que parece razonable para el resto de los precios.<\/p>\n<p>Sin embargo, puede incluir deliberadamente un <a href=\"https:\/\/www.jeremysaid.com\/blog\/how-to-use-the-decoy-effect\/\" target=\"_blank\" rel=\"noopener noreferrer\">opci\u00f3n se\u00f1uelo<\/a> - una oferta obviamente inferior que anima a la gente a comprar una opci\u00f3n m\u00e1s cara de la gama de servicios que se ofrecen. La adici\u00f3n de otros beneficios disponibles en el se\u00f1uelo est\u00e1 dise\u00f1ado para atraer a la gente, y hacerles sentir como si una etiqueta de precio m\u00e1s alto vale la pena.<\/p>\n<p>Otra forma de aplicar el anclaje en su sitio web es mostrando un precio tachado con una oferta mejor al lado. Tambi\u00e9n puedes centrarte en la diferencia de porcentaje entre los distintos precios que muestres, ya que esto hace que el ahorro parezca a\u00fan mayor.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span>Conclusi\u00f3n<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>La relaci\u00f3n entre el marketing y la psicolog\u00eda es estrecha. Por eso, no es de extra\u00f1ar que entender lo que motiva y persuade a las personas pueda tener un efecto positivo en las ventas.<\/p>\n<p>En este art\u00edculo, hemos cubierto algunos de los trucos que puede utilizar para maximizar su tasa de conversi\u00f3n, tales como:<\/p>\n<ol>\n<li>La t\u00e9cnica FITD, que puede animar a los usuarios a realizar acciones m\u00e1s importantes en su sitio.<\/li>\n<li>Reciprocidad: crear una relaci\u00f3n entre usted y los usuarios, de modo que sea m\u00e1s probable que ellos hagan algo por usted a cambio.<\/li>\n<li>Ofertas que caducan y encienden la chispa <a href=\"https:\/\/prettylinks.com\/go\/fomo\/\" title=\"Enlace de afiliaci\u00f3n de FOMO\" class=\"pretty-link-keyword\"rel=\"nofollow \" target=\"_blank\">FOMO<\/a>y motivar a la gente a comprar.<\/li>\n<li>La influencia social, o el uso del poder de la persuasi\u00f3n social para captar nuevos clientes.<\/li>\n<li>Anclas y se\u00f1uelos, que pueden inducir a la gente a comprar art\u00edculos m\u00e1s caros.<\/li>\n<\/ol>\n<p>\u00bfC\u00f3mo utiliza la psicolog\u00eda para aumentar las conversiones en su propio sitio web? H\u00e1znoslo saber en la secci\u00f3n de comentarios.<\/p>","protected":false},"excerpt":{"rendered":"<p>La conversi\u00f3n consiste en animar a los usuarios de su sitio web a completar una acci\u00f3n espec\u00edfica. En otras palabras, tiene que convertir al visitante medio en alguien que participe activamente. Con tantos competidores, esto puede resultar complicado. Sin embargo, si sabe qu\u00e9 hace \"vibrar\" a su p\u00fablico, podr\u00e1 ajustar su contenido...<\/p>","protected":false},"author":11450,"featured_media":3275,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"_strive_editorial_status":"not-started","_strive_copy_of":0,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_strive_checklists":"\"\"","_strive_active_checklist":"","_strive_post_notes":"","footnotes":""},"categories":[11],"tags":[],"class_list":["post-3247","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 4.9.5.2 - aioseo.com -->\n\t<meta name=\"description\" content=\"If you want to increase sales on your website, it helps to know some psychology. 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