10 Irrational Behaviors - How to Leverage for Conversions

[Linda Buquet]

If you like to analyze consumer psychology as a way to help you gain insight to improve conversions, you'll enjoy the following post from SEOmoz.

Rand pulls important points from an outline of the book "<strong>Predictably Irrational - The Hidden Forces That Shape Our Decisions</strong>" that relate to online marketing and consumer purchase decisions. Here are a couple of the lessons Rand took away from the outline.

<strong><a href="http://www.seomoz.org/blog/10-irrational-human-behaviors-how-to-leverage-them-to-improve-web-marketing">10 Irrational Human Behaviors and How to Leverage Them to Improve Web Marketing</a></strong>

<strong>Lessons to Apply to Web Marketing:</strong>

* Take advantage of expectations - if you're selling a product or service and can enhance the perception of value/enjoyment, your market is likely to follow along and actually get more value/enjoyment.

* In contrast to the recommendations for offering something for free, be aware that users who get your product/service for "free" will place less value on it than those who've worked for it or bought it themselves.

* It's easier to get more money from your existing customers than it is to attract new ones (this marketing wisdom has been around forever, but applies particularly well given this psychology).

<strong>Read the rest: <a href="http://www.seomoz.org/blog/10-irrational-human-behaviors-how-to-leverage-them-to-improve-web-marketing">10 Irrational Human Behaviors and How to Leverage Them to Improve Web Marketing</a></strong>

 

[butterflycraze]

Great link!

He says in one tip: "Higher pricing means higher expectations, but also more fulfillment, even if the product isn't actually more fulfilling! Raise your consulting prices, people."

I thought this was interesting. It is true that if I am considering hiring someone for their counseling-type services, I place lesser value on hiring someone who offers a very low price. And when someone charges more, I take that as a sign that they really value their worth. I think this is important to remember when so many people want to offer free ebooks or relatively low-cost resources.

 

[cherie27]

If you like to analyze consumer psychology as a way to help you gain insight to improve conversions, you'll enjoy the following post from SEOmoz.

Rand pulls important points from an outline of the book "<strong>Predictably Irrational - The Hidden Forces That Shape Our Decisions</strong>" that relate to online marketing and consumer purchase decisions. Here are a couple of the lessons Rand took away from the outline.


<strong>Read the rest: <a href="http://www.seomoz.org/blog/10-irrational-human-behaviors-how-to-leverage-them-to-improve-web-marketing">10 Irrational Human Behaviors and How to Leverage Them to Improve Web Marketing</a></strong>

It is easier to get existing customers to buy from you rather than get new customers.
The existing customers have put their trust on your products/services, thus it is easier to get them to buy from you.

 

[butterflycraze]

It is easier to get existing customers to buy from you rather than get new customers.
The existing customers have put their trust on your products/services, thus it is easier to get them to buy from you.

Yes, this is true. I know personally, when I come to trust an author or a counselor, I tend to look for the things that they are selling--I am naturally interested to see their "latest" because I assume that it will appeal to me, since I already like what they are doing with their services.