You understand that the color of a car or blouse in an online store is chosen not at all on the basis of objective merits?

Today we will share with you the 5 main secrets of modern neuromarketing, get ready to add to your favorites.

1. Hyperbolic Discounting, or Immediate Purchase Trigger

What would you prefer: a discount coupon of $ 150 right now or $ 1500 but a year from now?

Most people tend to get immediate benefits, even if it is less than what comes later. This quality marketers use to make people buy without hesitation.

For example: “Only now! Recommend us to your friends and you will receive a month of using our service as a gift. ”

As a rule, people willingly share their friends’ contacts at the subscription stage and for a specific bonus, so Dropbox forms – just think! – up to 35% of its subscription base every month.

2. The Anchor Effect, or First Impression

Psychologists call the first association with the subject “Anchoring“, and neuromarketologists argue that by this association it is easy to get a person to think about a product or service and force him to make a decision in favor of buying if a choice is offered.

Suffice it to recall how Steve Jobs uses the price of $ 999 in the form of an anchor for a new iPad: first the “anchor price” appears on the screen, then Jobs battles the audience, calling the real price for the gadget – $ 499. Of course, and $ 499 a lot, but compared to $ 999 it seems that you made the right choice and saved.

3. Cognitive dissonance, or Justification of choice

People tend to evaluate the decisions they made earlier are always more positive than they actually were.

You can use this property of behavioral psychology of buyers, remembering the power of feedback: give weight and importance to your USP will help reviews and feedback on the site. Everything that a person bought for his money invariably becomes important and significant for him, so you should always ask your customers to leave feedback as early as possible, then there is a great chance to form a habit of buying from you, which means, to form and loyalty.

4. Not all people think alike

Quite often, entrepreneurs make decisions about their own marketing strategy as if they were the target audience. Once again, it’s important to remember that you are not a representative of your target audience in 99% of cases, so you can understand your customer only with the help of split testing and polls.

5. Buyers avoid losses, not seek benefits

This is a classic neuromarketing technique based on a person’s tendency to focus on avoiding losses, rather than on finding benefits and opportunities.

Most people think of limitations, not capabilities.

Therefore, all correctly issued proposals have a limited period of validity, reminding the buyer of lost dollars.

Image credit: geralt

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