5 tricks to sell used by the big brands
From the origins of the society and its first commercial methods such as barter (exchange of material goods of similar value) to the present time, the need has been generated in the businessmen to make known and to promote their products to be the most sold ones.
Traditionally, the trend for companies to achieve more revenue was based on applying more resources when advertising their brands . For example: if five advertisements bring an increase in sales of 100,000 cars per year for a car brand, theoretically by placing 10 advertisements sales would increase by double. This strategy would be the perfect equation if the increase in resources did not imply more costs, since in some cases the return on profits is less than the capital invested.
To solve this dilemma, the study of human behavior through new technologies and neurological research has brought up the so-called Neuromarketing. This aims to understand how the consumer’s brain works to achieve more sales with lower costs. Let’s see what are those tricks to sell used by the brands created to market many products.
Tricks for selling using Psychology Keys
Below are five of the most popular strategies to sell and be sold to us conceived from neuromarketing. Did you know them?
1. Buy now and pay in interest-free installments
Several studies have shown that the purchase of an item can result in the activation of certain pain-related neurological areas. Knowing this, companies have taken advantage of this fact and have chosen to promote deferred payment in many of their products (especially those of higher cost). This deferral of payment is advantageous , because it means a reduction in the discomfort caused by the purchase.
However, it is not only the fact of paying instantly that determines the negative activation. Others, such as value for money, also determine whether buying an item is an “eye for an eye”.
Thanks to this type of payment facility, our purchasing initiative increases.
2. Buy packs
The purchase in packages supposes another strategy to diminish the discomfort that produces to us to disburse money when not detecting the individual value of each one of the articles, if not of the set. It is, in fact, one of the most popular tricks to sell .
Let’s take an example: buying a cake from the local bakery costs us 3 euros per piece, while the kg of them is 10 euros. The candy fans will have it clear: for 10 euros I take more. The same happens with the famous 3×2 in different sectors such as food.
The purchase of the set means that the price of each of the goods included will be detected less, so that there will be a reduction in the negative activation that the economic expenditure entails and a feeling of satisfaction with the choice made.
3. Before vs. Now
It’s very popular to see telemarketing type offers like: Before: 49.99 and now 39.99 and that we find a unique opportunity. This has to do with the so-called anchorage. Every item we think of buying carries a price that we are willing to pay for the valuation we make of its quality and cost. If we put anchors or high prices, by modifying them downwards, the item will be a complete bargain .
4. I’ll take two
How often do we go out and buy a bottle of shampoo and spend long minutes thinking about whether we want it with aloe vera, neutral or for sensitive skin? Faced with these types of decisions, entrepreneurs have created a strategy that makes them win and get more sales. The so-called decoy marketing plays a very important role in these situations.
Let’s imagine that all the models are similar in price but one of them has a promotion of 25% more for a modestly higher price. Many of us would be clear, for a little more I get almost double. When deciding the comparison of values and benefits is paramount in our brain, if we understand that the quality-price reality increases, we will process that this will be the right choice.
If the aim is to increase sales, we only have to put an improved product compared to another very similar one and the consumer will understand that the quality price is higher, that is, if we give an inferior product (which acts as a decoy) the same or almost the same value as the improved product, sales will increase.
5. Minimize and you will win
As consumers we have all felt the fatigue of choosing between 100 brands of cereals when we want to try new ones. The reality is that choosing from a large number of very similar options is mentally tiring .
A clear example is the quality surveys that can be carried out by any brand. When we answer the first questions, our attention is 100%, but once the number of items has passed (and especially when there are many), our fatigue begins to take its toll and we are more easily distracted and even respond without valuing the options very much.
Because of this type of discovery, large food stores and online shopping among others, are reducing the number of options by detecting customer needs and minimizing their field of choice. Choosing between 5 options is easier and more comfortable than choosing between 10 and if someone advises and guides us, better!