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Salute, carders, today we have a very useful article that I recommend everyone to read.
What will you choose? Most people in this situation will prefer the first cafe. The unknown effect makes us avoid options that we don't know anything about.
How to use it in sales: Make sure that people are well informed about the results and benefits of buying your product. Answer their questions in a timely manner to raise awareness quickly.
The first information we receive about a person or situation shapes our attitude. Why? A detail that has come into focus from the very beginning acts as a basis for comparison. Whatever happens in the future, we will compare the information received with this initial image.
How to use it in sales: The first impression is most important. You should carefully consider how the product will be presented to the public for the first time. Try to make sure that you get to know them in a positive way and create high expectations.
How to use it in sales: When your client is wrong about something, don't argue with them. Just ask them to explain their point of view. He will discover the holes in his arguments and admit the mistake.
Adults in many situations are no different from children. Our brains tend to choose quick rewards more strongly than long-term benefits. The value of the reward decreases as the duration of its receipt increases.
How to use it in sales: Emphasize the benefits that are available immediately after purchasing the product. Especially if the main results will be only in a few months.
How to Use it in Sales: The power of social proof is incredible — use this potential in your marketing. Reviews, comments, and photos of satisfied customers can blow up your sales.
In a study conducted by Duke University, participants were asked to choose one of two places for lunch: a five-star restaurant located far away, or a three-star restaurant nearby. It was a difficult decision to make. But when the third option appeared — a four-star restaurant further than the other two-it was not difficult to choose a five-star one. Best quality and second place in terms of distance — the optimal solution.
How to use it in sales: Offer different versions of the same offer. If the client is in doubt, throw in the bait that leads to the right choice for you.
Rhyming words are easy to remember. But Cochran used the rhyme in this case as a psychological device. People think that statements with rhyme are more truthful than those without rhyme.
How to use it in sales: Offer your product with a couple of rhyming lines. Also use rhyme to cover obscure aspects of your offer.
How to use it in Sales: Allow potential customers to participate in creating products or services. The more they feel that they are creating the product/service themselves, the more they will want to take advantage of the offer.
The answer lies in the illusory truth effect. Frequent repetitions convince you of the truth of the statement. In other words, it is easier for us to believe what is said 10 times than what we have heard only a couple of times.
"Repetition is the easiest and most common method of persuasion," explains Dr. Jeremy Dean.
How to use it in sales: Determine the main message of your offer, and communicate it to the consumer many times.
How to use it in sales: Make sure that your product presentation has a bright climax and a memorable ending. If you don't have enough time, don't try to make a medium-quality presentation. It is better to focus on the key points.
How to use it in sales: Emotions are the strongest motivator. Depending on what you're selling, show what your customers can lose if they don't buy your product. When people feel that something they already own is at stake, they are more willing to take risks.
It's always easier to do nothing than decide on something new. Due to the uncertainty effect (see point 1), what we own always seems more attractive than something we are not used to.
How to use it in sales: This bias explains why a quarter of potential deals fail. There are two strategies to avoid this outcome. If your offer is unique in the market, carefully study what is bothering your audience and calm them down.
If the consumer chooses from several options, it means that they are aware of the difficulties. Make sure that they are aware of the cost of passivity and encourage them to take action.
Imagine that you are faced with a choice: a lunch break and only two cafes in the area. The first one you know well, you like it, but you can not say that you are delighted with it. You've never been to the second cafe. It can be either good or bad.
What will you choose? Most people in this situation will prefer the first cafe. The unknown effect makes us avoid options that we don't know anything about.
How to use it in sales: Make sure that people are well informed about the results and benefits of buying your product. Answer their questions in a timely manner to raise awareness quickly.
Although it is not necessary to judge a book by its cover, but alas, our brain does just that.
The first information we receive about a person or situation shapes our attitude. Why? A detail that has come into focus from the very beginning acts as a basis for comparison. Whatever happens in the future, we will compare the information received with this initial image.
How to use it in sales: The first impression is most important. You should carefully consider how the product will be presented to the public for the first time. Try to make sure that you get to know them in a positive way and create high expectations.
Convincing a person of something that contradicts their deepest beliefs with a reasonable argument is bound to fail. Moreover, because of the effect of the opposite result, you will only more strongly convince the interlocutor of his correctness. Trying to fight off your arguments, he will move more strongly into the position that he defends.
How to use it in sales: When your client is wrong about something, don't argue with them. Just ask them to explain their point of view. He will discover the holes in his arguments and admit the mistake.
Offer your child a choice: one candy now or two candies tomorrow. You will witness the effect of devaluing the reward, or Hyperbolic discounting — because for sure the child will choose one candy, but immediately.
Adults in many situations are no different from children. Our brains tend to choose quick rewards more strongly than long-term benefits. The value of the reward decreases as the duration of its receipt increases.
How to use it in sales: Emphasize the benefits that are available immediately after purchasing the product. Especially if the main results will be only in a few months.
Most of all, we want what others already own. And the more people in our environment use certain things, the stronger our desire to get them.
How to Use it in Sales: The power of social proof is incredible — use this potential in your marketing. Reviews, comments, and photos of satisfied customers can blow up your sales.
Is it difficult to choose between the two options? Perhaps the third one will simplify everything. The bait effect is irrational, but it is scientifically sound.
In a study conducted by Duke University, participants were asked to choose one of two places for lunch: a five-star restaurant located far away, or a three-star restaurant nearby. It was a difficult decision to make. But when the third option appeared — a four-star restaurant further than the other two-it was not difficult to choose a five-star one. Best quality and second place in terms of distance — the optimal solution.
How to use it in sales: Offer different versions of the same offer. If the client is in doubt, throw in the bait that leads to the right choice for you.
In 1994, attorney Johnny Cochran was ingenious in defending football player O. J. Simpson. His famous statement "If it doesn't fit, you must acquit" (if it doesn't fit, the accused should be acquitted), the strength of which was the presence of rhyme in the words "fit" and "acquire".
Rhyming words are easy to remember. But Cochran used the rhyme in this case as a psychological device. People think that statements with rhyme are more truthful than those without rhyme.
How to use it in sales: Offer your product with a couple of rhyming lines. Also use rhyme to cover obscure aspects of your offer.
The IKEA effect is that people value things assembled/made with their own hands more than things made by others. By using this feature correctly, sellers can increase their profits.
How to use it in Sales: Allow potential customers to participate in creating products or services. The more they feel that they are creating the product/service themselves, the more they will want to take advantage of the offer.
How does hypnosis put people to sleep? In movies, the process looks like this: the hypnotist repeats the words " you want to sleep, you fall asleep...". Suddenly, the person's eyes close and he falls asleep. What's happening?
The answer lies in the illusory truth effect. Frequent repetitions convince you of the truth of the statement. In other words, it is easier for us to believe what is said 10 times than what we have heard only a couple of times.
"Repetition is the easiest and most common method of persuasion," explains Dr. Jeremy Dean.
How to use it in sales: Determine the main message of your offer, and communicate it to the consumer many times.
Why do speakers tend to end on a high note? This is how our perception works: a person best remembers the climax and ending. If you are shown a boring movie with one exciting scene and a bright ending, you will remember it better than just a good movie without impressive moments.
How to use it in sales: Make sure that your product presentation has a bright climax and a memorable ending. If you don't have enough time, don't try to make a medium-quality presentation. It is better to focus on the key points.
Most people are very afraid to take risks. The loss of what you've acquired is much more painful than the acquisition of something new and pleasant. Knowing this is very important when creating a brand.
How to use it in sales: Emotions are the strongest motivator. Depending on what you're selling, show what your customers can lose if they don't buy your product. When people feel that something they already own is at stake, they are more willing to take risks.
If you put a frog in cold water and then slowly raise the temperature of the water, the frog will not jump out — but will cook in this water, and without noticing it . It's the same with humans: because we tend to maintain the status quo, we are blind to impending dangers.
It's always easier to do nothing than decide on something new. Due to the uncertainty effect (see point 1), what we own always seems more attractive than something we are not used to.
How to use it in sales: This bias explains why a quarter of potential deals fail. There are two strategies to avoid this outcome. If your offer is unique in the market, carefully study what is bothering your audience and calm them down.
If the consumer chooses from several options, it means that they are aware of the difficulties. Make sure that they are aware of the cost of passivity and encourage them to take action.
