From the origins of society and its first commercial methods such as barter (exchange of material goods of similar value) to the present, there has been a need for entrepreneurs to publicize and promote their products to be the best sellers.
Traditionally, the tendency to get more income from companies was based on applying more resources when advertising their brands. For example: if five ads provide a sales increase of 100,000 cars a year for a car brand, theoretically putting 10 ads sales would increase twice. This strategy would be the perfect equation if the increase of resources did not suppose more costs, since in some cases the return of benefits is less than the capital invested.
To solve this dilemma, the study of human behavior through new technologies and neurological research has brought to light the so-called Neuromarketing. This aims to understand how the brain of consumers works to achieve more sales with lower costs.
Let’s see what are those tricks to sell that use the brands created to market many products.
Tricks to sell using keys of Psychology
Here are five of the most popular strategies to sell and sell us designed from neuromarketing. Did you know them?
1. Buy now and pay in installments without interest
Several studies have shown that the purchase of an article can cause the activation of certain neurological areas related to pain. Knowing this fact, the companies have taken advantage of it and have chosen to promote the deferred payment in many of their products (especially in the higher cost). This postponement of the economic payment is advantageous, because it supposes a reduction of the discomfort that supposes the purchase.
However, it is not just the instantaneous payment of the variable that determines the negative activation. Others, such as the price-quality ratio, also determine whether buying an item is an “eye of the face”.
Thanks to this type of payment facilities, our purchase initiative increases.
2. Buy packs
The purchase in packages supposes another strategy to diminish the malaise that produces us to disburse money when not detecting the individual value of each one of the articles, if not of the group. It is, in fact, one of the most popular selling tricks.
Let’s take an example: buying a cake in the bakery of the neighborhood is an expense of 3 euros per piece, while the kg of them is 10 euros. Candy fans will have it clear: for 10 euros I get more. The same happens with the famous 3×2 in different sectors such as food.
The purchase of the set implies a lower detection of the price of each one of the included goods, for what will suppose a reduction of the negative activation that supposes the economic cost and a sensation of satisfaction by the taken election.
3. Before vs. Now
It is very popular to see ads of the type of telemarketing offers like: Before: 49.99 and now 39.99 and that we think a unique opportunity. This has to do with the so-called anchoring. Every item that we think about 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 article will be a complete bargain.
4. I take two
How many times do we have to buy a bottle of shampoo and we spend long minutes thinking if we want it with aloe vera, neutral or for sensitive skin? Faced with this type of decision, entrepreneurs have created a strategy that makes them win and get more sales. The so-called decoy marketing has a very important role in these situations.
Imagine that all the models are similar in price but one of them has a promotion of 25% more for a small higher price. A lot of us would be clear, for a little more I take 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 will be the correct choice.
If what is intended is to increase sales, you just have to put an improved product compared to a very similar one and the consumer will understand that the price quality is greater, that is, if a lower product (acting as a decoy) is given a value equal or almost equal to the improved product, sales will increase.
5. Minimize and beat
As consumers, we have all felt the fatigue of choosing between 100 cereal brands when we want to try new ones. The reality is that choosing from a large number of very similar options involves mental fatigue.
A clear example is the quality surveys that can be done by any brand. When answering the first questions, our attention is 100%, but once the number of items is passing (and especially when there are many), our fatigue begins to take its toll and we are more easily distracted and even respond without appreciating much. options
For this type of discoveries, large areas of food and online shopping among others, are reducing the number of options detecting customer needs and minimizing their field of choice. Choosing between 5 options is easier and more comfortable than 10 and if someone advises and guides us better!