27/09/2021
The Power of Small Increments in Selling
An increment is a small change.
If you count to ten by going from 1.1 to 1.2 to 1.3, then you are counting in increments.
In psychology, increments are a powerful concept that have been shown to accomplish incredible things.
And in selling, this psychological concept becomes an incredibly powerful tool.
So what is an increment in this context and how can you use it to your advantage to sell more?
The reason an increment is a powerful concept, is because we are less prone to notice small steps.
This is due to a flaw in our thinking that causes us to look at things as they relate to other things.
For example, if you are buying a house for $260,000 and the vendor asks to increase the cost by $1,000 chances are that you won't mind increasing adding the $1000.
After all, what is $1,000 in relation to $260,000?
But now imagine that you are buying a $5 chocolate bar and the seller wants to increase the value by $1,000.
How do you react? Surprised and shocked right?
Increments are similar. They mean gradual increases in price that make the item seem cheaper because it is only X amount more expensive than it was previously.
Selling With small Increments.
So how are you going to use this in your sales funnel?
Simple: by slightly increasing the cost of each item that you sell, so that your customers will gradually be spending more and more money with you and not noticing it.
If you tried to encourage your website visitor to spend $1,000 right away on a product, chances are that they wouldn't buy it.
But sell them a product for $100, another product for $250 and another one for $600 and suddenly the jump to $1,000 doesn't seem quite so much.
They have already spent $600 with you, they already had a good experience doing that so what is $400 more? Why should that matter?
