Using Social Norms to Drive Sales Behaviour

People follow people.

If buyers see others like them taking action, they're more likely to do the same.

That’s the psychology of social norms—showcasing what’s typical to drive what’s next.

Use it wisely. “85% of our clients choose this option” isn’t just data—it’s influence.

Don’t fabricate it. Reflect what’s true. Speak in terms of shared behavior.

Humans are wired to belong.

So when you show them they’re not alone in saying yes, you make it easier to say yes again.