04/12/2019
Psychology has been studying the buyer’s brain for decades to understand what makes it tick. What scientists have discovered is that although people behave highly irrationally, their brains follow specific rules while making purchase decisions.
Here are 2 ways you can use the inner workings of the customer's brain to your advantage.
1. Adding a really expensive item to sell middle-of-the-road ones:
People tend to choose products that offer a good bargain. Most customers don’t want to go for the cheapest option, but they still want to feel like they are getting good quality for money. This attitude can be leveraged to increase sales of specific items, by adding an extremely expensive alternative in the same product category. Most buyers will opt for the middle-of-the-road product because it will look affordable and a good bargain compared to the higher-priced one.
2. Putting popular but inexpensive items by the entrance:
Drive customers to make small impulse buys, and sell more by triggering what psychologists call the “shopping mindset”. Once people have made a purchase decision, no matter how small, they are more likely to buy more, psychology says. Leverage on this effect by placing low-price, popular products by the entrance of your store.
