Posts tagged Marketing

Learn how mirrors will change your consumers buying behavior

When you look at yourself, what do you see?

Remember earlier when I was brainstorming with my friend who is testing a new stylish laptop bag for corporate women?

If not, it’s ok. I get it, you are busy, but in case you are interested here is the blog post: I am not sure this is for you, but…

A little background context.

I was brainstorming ideas with my friend who is doing customer testing for a new stylish laptop bag for corporate women.

In addition to the “I am not sure this is for you, but…” tip, I also suggested to get a mirror, where customers can see themselves wearing the bag. I didn’t write about it in that blog post though, because, well, my friend was too lazy to get the mirror due to logistic reasons… and I have no results to share with you.

To be honest, that suggestion was purely based on intuition — and that is another reason I didn’t write about it back then.

Now, however, I learned a new trick from Roger Dooley in his book Brainfluence about mirrors that can just make me confidently share my tip. Can I just say that Brainfluence is one of my favorite books?

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Chocolate might make you want to buy more

Indulgence.

What comes to mind when you hear that word? Indulgence?

For me, I think luxury, I think the Spa or perhaps a relaxing massage. I think of candles. I think fine dining. I think coffee coupled with my favorite piece of chocolate. I think a nice dessert. I think of memorable perfume.

Here is the thing about indulgence. When you start indulging, you kind of what to keep doing that — indulging.

That’s pretty much stating the obvious, but not until I read about the impact of injecting indulgence in the experiences of consumers that I realized the power of it.

Roger Dooley in his book Brainfluence, described how being offered candy actually makes us want to buy.

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The reason free trials make you happily spend your money

I have heard it numerous times by people thinking of starting their own business, reluctant to share ideas or information for free, asking: 

“Should I offer it for free?” 

Not only start-ups or small businesses but also large corporations hesitate and think… 

“But if we gave all this knowledge away for free, they wouldn’t need us. They will just go ahead and do it on their own.” 

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The power of stating the obvious

THow many times have you sarcastically said, “Thank you very much for stating the obvious?”

I know I did, numerous times, perhaps even every single day.

In case you don’t know, I live on sarcasm. Maybe, I will figure out the psych-analysis reason later on, but that’s not what I am here to talk about. It’s good though to learn a little about me, myself, and I? ?

Moving on.

It seems like we are more likely to be cooperative and in a sales setting receptive to suggestions and converting to a buying customer when someone states the obvious to us. We can buy an idea, it doesn’t even have to be a product.

I have no idea why though, but if it works, why not try it?

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5 Consumer behavior tricks you can use with your boss

A few weeks ago, I was asked what advice would I give someone just starting off their career. 

I didn’t have to think, it was emotional intelligence. 

I have seen so many people advance in careers even when they are technically inadequate because they know what to say and when to say it. That might seem unfair to some people, but as Bill Gates said: 

“Life is not fair - get used to it.” - Bill Gates

While learning about consumer behavior, I couldn’t help but notice those tricks that were originally meant to seal a sales deal, but isn’t your relationship with your boss yet just another deal? Perhaps you could also use them with your date. 

So, what are these tricks anyway?

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Raise your hand if you think sushi is so damn expensive

First, let’s get to know each other a bit, do you like sushi?

If you don’t, carry on, you might still think this is interesting.

And if you do, then I bet you are a bit like me and think sushi is so damn expensive. It’s also not the first option that pop-up in your mind when you are in the starving state of hunger. Is it?

It’s an expensive yet delightful dining experience. You indulge.

But, why?

The question that just popped into my head, is whether you indulge because sushi is really that delicious, or because it’s expensive.

According to a study done by researchers at Standford University, …

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How Bath & Body Works screwed up their pricing

Women love Bath & Body works. 

Whenever I visit one of my friends who also happen to be a girl, I find Bath and Body works soup, lotions, candles, body mist, etc. all over the place. Men, on the other hand, like Dettol for some reason. They want to be germ-free I guess. Us, women, we want to experience that sweet scent, the tenderness that comes with it and the relaxation that gets diffused when lighting a strongly scented smell at the end of a long day.

Don’t get me wrong. I am in love with their products too. 

Just pass by the mall and you will find women buying tons of Bath & Body works products. I am one of them. 
I was extremely delighted when they started selling those products online. 
Do you know what I loved the most about the online shop? 

I knew I could buy tons and tons of products and I wouldn’t have to carry them around in the mall. I mean, if you buy candles, lotions, etc., they things really carry some weight. I like to think of my self as strong, but let’s just keep it to mentally strong.

The downside of online shopping though is that I won’t be able to smell every single scent and decide what to buy. Still, the good news is… I already know what I love. 

There is no doubt, most women love Bath & Body works… But, but, where is the but?

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What happened when I learned my blog was featured in the top 100 Dubai blogs?

My blog was recently featured in the “Top 100 Dubai blogs” list by feedspot. When I first learned about it, I was very excited since my blog is quite new. It went live on May 2019 so that’s just a few months ago.

I was thrilled and so I started sharing this news with others.

– First, I was working late at the office, so I told my colleague who I barely knew.
– Then, I told my close friends on WhatsApp.
– Then I shared it on my blog’s social accounts pages.
– The next day I was having a conversation with my partner at work and so I shared the news with her.
– She then shared the news with the workgroup on Whatsapp.
– After that, people at work started telling other people.
– And then the next day, I shared it again on my personal social accounts pages.
– Then my friend shared it on her facebook page.

In this process, not only did I share the news, but others, both close and not too close to me started sharing the news — offline and online. Ironically it was shared more offline than online. Not surprising to me though, I know why, thanks to Jonah Berger.

“Research by the Keller Fay Group finds that only 7 percent of word of mouth happens online.” — Jonah Berger

I started wondering, what in this news made me and others have the urge to share it with others… I mean from a consumer behavior perspective.

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The reason I bought ice-cream, chocolate, and honey I didn’t want

Just to be clear, I love ice-cream, chocolate and honey. 

– Ice-cream makes a good day beautiful
– Chocolate is practically an addiction to me
– … And I use honey either for my avocado smoothie or my morning oatmeal

That doesn’t negate the fact that I have bought those items when I didn’t need them at the time.
Sometimes it’s just about maintaining a healthy diet and staying slim. 

In an earlier blog post when I started the #savingmode journey, I spoke about how I bought ice-cream even though I didn’t want to. Well, I wanted the red-velvet ice-cream, but it wasn’t there. I just bought ice-cream because I was given so many samples to try. It wasn’t a calorie justified decision. 

I didn’t know why though I bought the ice-cream anyway.

But now I do.

I also didn’t know why I bought the peanut milk chocolate at the supermarket, even though I promised myself to only get dark chocolate to stay, well, “healthy”. 

I didn’t know why did I buy two jars of honey while I was on a tour in Georgia. I mean I am not having any home-made breakfast while I am on vacation.

Why did I make those purchases even though at the time I didn’t really want to? 

I just found out.

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This is how we get tricked into buying expensive “stuff”

The principle that Sharon used in her letter with her parents is called “human perception, the contrast principle”, where the order of how things are presented to us affects our perception on the way we see things and the difference between them. 

Example,

You hold a glass of water at room temperature after holding a hot glass, you will perceive it colder than it actually is. 

You hold a glass of water at room temperature after holding a cold glass, you will perceive it hotter than it actually is.

It basically explains every time we got intrigued to buy products/ services just because they say it has been reduced from AED 1,299 to AED 899. We think we got a good deal because we have “saved” so much money in this deal. Our brain has set the baseline for the produce as AED 1,299, the higher price, and so we place a high value on the product. When we see AED 899, we immediately think we just saved AED 400. In reality, though, we actually just spent AED 899. Whether or not we had this budgeted for our purchase is not the primary influencer in making us think it’s a good deal… or making us buy the product. 

Perhaps your budget was only AED 700. You would be thinking, “Technically speaking, that “great” deal is AED 199 more than my budget, but then again I just saved AED 400.” 

In this scenario, you didn’t save AED400. You just spent AED 199 more than my budget. 

Our thinking process deceives us into thinking it’s a good deal. 

Ok, maybe I could be confusing you here… so to set the ground clear, let’s answer this question:

How do marketers trick us into buying expensive products?

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