Have you ever heard about NeuroMarketing? To me It’s a very interesting part of neuro-economics. The aim of NeuroMarketing professionals is to identify channels related to decision-making process using some devices and methodologies connected to NeuroSciences.
NeuroMarketing is a discipline that connects traditional marketing, neurology, psychology and its aim is to analyze what happens in consumer’s mind when his or her mind gets some stimuli. Stimulating consumers’ minds is a daily activity that companies of all sizes implement using their own brands, commercials and marketing strategies.
Here are some techniques of selling in NeuroMarketing:
“Give me a reason”:
Giving a reason to consumers about “why” they should buy from you and why they should purchase a single product is something that consumers love. Our mind is completely aware of the importance of getting quick answers to some questions regarding the reason why we should buy something. It’s not just about giving information about the product or service, but it’s also important to give clear solutions to consumers who face a specific need. “I will solve your problem, that’s why you should buy from me” is the key for getting sales in your field.
“The whole world in your hands”:
A simple action of using signs using the hands is something that improves by 40% the likelihood that a speech could be remembered by the audience. Allan Paese describes an experiment where a speaker repeats the same words to an audience modifying his posture and his hands gesture.
“The decision-making paradox”:
People seem overwhelmed by giving a clear decision on what to buy, when and how. The fact is that people are today simply overwhelmed by a huge quantity of information about a huge variety of products and services offered by big and small companies. Consumers are in general very happy to have a large choice of items which can give them a big opportunity in getting their favorite product, but at the same time, on the seller side, it would be better to offer less products in order to implement a clear and easy way of deciding exactly what the consumer wants. A research shows how only 3% of customers whom was showed an offering of 24 different types of jam bought one of them, instead the research also shows that when the consumers got in contact with a smaller size of offering (only 6 items), around 30% of customers bought a bottle of jam. That research shows how a small offering actually influence consumers in a positive way considering the likelihood that a consumer will buy a specific item. Too many options are seen by the customers as a paralysis within the decision-making process.
“Colors, Smell and Sound”:
In many markets you’ll find that the florist and the bakery are often situated behind the entrance or near the cash. Smells and colors usually create a pleasant sensory overload that triggers and endorphin release and a state of great pleasure, resulting in an increase in purchases. For example, waitresses that will wear red dresses will get more tips; hospitals use the white color in order to create a quiet environment; restaurants use the yellow color in order to stimulate customers’ feeling of hungriness. Logic and reason can easily be overwhelmed by our senses.
Promote your product with the slogan: “for a limited time”. Suddenly you’ll get increased sales. When options are scarce, what is available becomes more attractive.
Our brain is fascinated by a story, behaving more as an active participant rather than a passive spectator. A story is a bridge between getting and keeping the attention of someone.
Increasing the value that you’ll provide is a key factor for success in sales. NeuroMarketing is the key to effectively increase the number of purchasing decisions among customers.