67 Ways to Increase Conversion with Cognitive Biases
All humans have built-in biases. This A to Z list of 67 different cognitive biases explains what they are and how to use them to improve conversion rates.
How To Use Product Order To Increase Sales
Whether we are showing products on a web page or offering them in person, if you have more than one product you have a decision to make - the order of presentation. Should you lead with your best product? Close with it for a strong…
What’s the Magic Word for Ecommerce Sites?
Long before the Mad Men era, advertising experts knew that certain words get the attention of readers and spur them to action. One word has made just about every top ten list, and new research from Kantar Media shows this word remains as…
SEO: Beyond Text
It's always fun when two of my interests, neuromarketing and SEO (search engine optimization), intersect, and a new study from One to One Interactive's OTOInsights has brought the disparate fields together with a new study, Implications of…
Fear Factor Branding: The Best Ad Placement Ever
One of the interesting tricks our brains play on us is to transfer physiological and emotional states that we are experiencing to something else going on at the same time. In Sway, authors Ori Brafman and Rom Brafman describe one of the…
Danger in Discounts
I'm a sucker for discounts. Show me something that costs $50, tell me I can have it for $25, and my hand will be reaching for my wallet while my brain is still trying to figure out whether I need the item at any price. Most of us respond…
Clever Wine Marketing
How do you market a product that your customers know is bad before they try it, and which they may well dislike if they do? That's the dilemma faced by makers of boxed wines - even those of high quality that would fare well in a blind…
Will Driving Habits Really Change?
Just about every news pundit on TV has declared that THIS is finally the oil price change that shocks Americans out of their gas-guzzling ways. It's hard to argue with that logic. Trucks and big SUVs are piling up on dealer lots. Consumers…
Precise Pricing Pays Off
In my time as a catalog marketer, I almost always priced products just below the next dollar increment - a cheap item might be $9.97 rather than $10, while a more expensive item may have been $499, or even $499.99, instead of $500. My…
