We all know that feeling that comes before we make a purchase. Even when we really want something, when it comes to the moment where we need to actually hand over the cash there is a bit of “pain” that most people feel. This is known as the “pain of payment”. This feeling could be […]
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Marketing psychology is a growing field of study. For a marketer to be successful its important to understand consumer behaviour. The more you can understand how people will act or respond to your marketing campaign, branding, or pricing strategy, the more successful you’ll be. Marketing is about all people. It is important to understand how
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Cialdini and a few other researchers did an experiment where they wanted to test the principle of social proof and its ability to influence the behaviour of others.
He approached a hotel and asked if he could do an experiment to see if he could increase the towel re-usage rate amongst guests.
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Pricing strategy is a hot topic. Knowing how to price a product or service correctly can make a big difference to your sales. Get your prices right and you’ll attract more customers and sell more goods. But how do you make your prices appear more attractive without having to lower them? After all, we all
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Have you ever wondered why you buy what you buy? You can spend your money on anything you want, but what is it that makes you decide to buy one thing over another? If you can understand what makes your customers buy you’ll be able to increase the effectiveness of your marketing and sell more
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In his excellent book, “Influence, The Psychology Of Persuasion” the social psychologist Robert Cialdini identified 6 principles of persuasion and influence. They are deeply rooted behavioural traits that govern our behaviour and decision making, either consciously or unconsciously. They can be ethically used to influence people and enable us to predict with a high degree
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Creating effective marketing campaigns, adverts, and sales copy doesn’t need to be daunting. There are certain psychological triggers that if understood and used correctly can significantly improve your marketing efforts. If you can apply these psychological principles you will attract and retain more customers, reduce buyer resistance, and boost sales. Here’s a list of 6
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Studies have shown that around 45% of all behaviour is habitual. Think about that for a moment. That means almost half of all the actions we perform are done without any conscious thought and are triggered by our environments or other stimuli. If you observe your behaviour and that of other people, you’ll soon find
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Social proof is a phrase coined by psychologist Robert Ciadini. It describes a psychological and social phenomenon wherein people copy the actions of others when attempting to undertake behaviour in a given situation. In other words, we look to other people’s actions to confirm our own. The towel experiment Robert Ciadini did an experiment to
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As marketers and salespeople, it’s important to understand how to eliminate buyer’s remorse if we want to sell more. We are always trying to promote our products and services and present them in the best light possible. We want our customers to feel good about spending their money with us, and we want our products
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