Be careful, however: Teasing can be frustrating and it is important to handle it skillfully at the risk of definitely offending your prospect. If you’re into YouTube videos, you know that the successful content creators out there wield this art perfectly. Do you know FOMO? From English Fear Of Missing Out. FOMO is about Pakistan Email List and integrating it into your marketing and sales strategy is often the best way to persuade a prospect to take action. You inevitably have personal experiences that come to mind: remember the last time you bought a piece of furniture after the seller told you that there was only one piece left in stock.
How to integrate FOMO and the sense of urgency into your marketing and sales strategy? Organize ephemeral business operations. The most obvious is to organize a promotion for a limited time. However, and I find this interesting, some companies even go so far as to offer some or all of their products only for a certain period of time. This is how Marketing Mania perfectly exploits the cognitive bias of urgency. Its training sessions are limited in time and if you want to buy them outside the box, you will come across this type of page: Example of cognitive bias in marketing 8. Integrate a countdown on your Landing Pages. Whether it’s on a sales page or a Landing Page for an upcoming event, incorporating a countdown timer will allow you to persuade the more hesitant to take action.
Be available even if you are not
Your countdown can be temporal as well as quantitative. Example here with Booking: Example of cognitive bias in marketing 9. Indicate the remaining opportunities to your prospects. This is what the salesperson at Confo does when he tells you that there is only one copy of this dresser left in stock. You can apply this method to everything: the number of places remaining for a webinar, a training course, the number of slots available in your agenda, the number of quotes that should be completed soon, and of course the status of your stocks if you sell products. If you’re skillful, your prospect should feel the FOMO and take action! The Sympathy Bias. It is one of my cognitive biases and undoubtedly the one that I integrate the most in my Marketing and commercial strategy since it corresponds well to my values.
Sympathy bias is super powerful and works like this: If someone looks like you, you tend to find them nicer; If you find a nice person, you tend to trust them more; How to integrate the sympathy bias into your marketing and sales strategy? Invest in Influencer Marketing. Sympathy bias is precisely why engaging influencers is an effective Marketing action. Subscribers to an influencer are usually because the latter looks like them. They find him nice and therefore … readily trust him. So, if the influencer in question talks about you, for good, that could allow you to sell! To find out more, here is an explanatory video: Place yourself in the same team as your prospect.
The idea here is very simple
If you follow football and especially Spanish football, you have already noticed this: during a live match Real Madrid vs Barcelona is played, the two teams call each other names and violate each other for 90 minutes. The following weekend, you find them all with the same jersey, for a match of the Spanish team. They then become the best friends in the world. The cognitive bias of sympathy has something to do with it and you must learn a lesson from it for your commercial prospecting: take care to place yourself on the same camp as your prospect, pursuing the same objective, sharing the same values, and you will get well more easily his confidence.
In NLP, we often talk about the PRESENT / PAST / FUTURE diagram which consists of sweeping the 3 steps. By asking questions to your interlocutor in order to find a point in common with him. Maybe to experiment for your next sales meeting? The Confirmation Bias. So there we have a cognitive bias that too often pushes us to make bad decisions, but that’s not the point of the article. Instead, let’s take a look at why and how to use confirmation bias in your strategy. Confirmation bias is the tendency for all of us to seek out information that supports our opinions. A shining example is a weather: you have a barbecue planned this weekend because you think the weather will be nice. The weather forecast on TV announces a bad rain.