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[China Glass Network] As a socially advanced animal, human beings have an instinctive reaction or a sense of inertia for many things. But the human instinct is easily affected by the surrounding environment. In online marketing, we should learn to start from the inertia of consumers and skillfully let consumers fall into our traps willingly. The following is a discussion of the single-net network marketing training with an example.
There is a social psychologist who has done a test using three different expressions to express the willingness to cut the money, and then to calculate the success rate of three different expressions. The following are three different expressions. the way:
1. "I'm sorry, can you let me take the money first, can you let me know the location, because the plane will not catch up?" The probability of success is more than 90%.
2. "Sorry, I need to get a money, can you let me know?" The probability of success is about 50%.
3. "Sorry, I need to get a money. Can you let me know first because I need to use money?" The success rate is also around 90%.
From the above three ways, we can find that both the former and the third give good reasons, and such expression is easily recognized by them. This is why people's thinking patterns are at work. Although everyone is disgusted with the queue.
As a marketer, we should learn to use this psychological instinct of human beings as a marketing tool to guide customers to buy our goods.
1, there is a cheap, not a fool
When there are cheap and affordable, there are few consumers who can really hold it. The consumer's thinking mode is to seize this cheaper in the first time, not letting him slip away. And this fixed thinking can be well applied in our marketing. In ancient China, we began to have this model of marketing means, and we later called it "brothers."
This model can be roughly explained by the fact that two people who have colluded well have made consumers more willing to spend by singing a double-spring. For example: When a consumer asks the price of a certain item of salesman A, A may pretend not to know the specific receipt of the item, and then pretend to consult the salesman B for the specific price of the item. Salesman B will say a price in the distance, say 70, then Salesman A will pretend that he did not hear the salesman B deliberately, after Salesman B repeated the price. Later, salesman A will deliberately tell the consumer a price lower than 70 yuan, such as 60. At this time, consumers will think that they are cheap and do not hesitate to buy this product.
This is a typical marketing case, with the help of customers who prefer to take advantage of cheap thinking.
2, shop around three
Rational consumers often like to compare, the more important is the price comparison. At first glance, the consumer's shopping ratio may be detrimental to the store and may lose many orders. But in fact, if you can use this kind of price psychology of consumers, you can let consumers quickly place orders.
The same is true. For example, when many people buy mobile phones, they usually sell various mobile phone accessories. Whether they are useful or not, most people choose to buy them. This is the comparison of prices. Our thinking is that since we have spent thousands of mobile phones, a dozens of accessories are just a small sum of money. And if there are discount packages, some customers are involuntarily to buy.
Therefore, as a marketing staff, we must learn to use the consumer's price when doing marketing, and can recommend products of the same type but with price differences. We can sell a higher-priced product first, and then sell lower-priced accessories, which may be very profitable.
3, a penny of goods
Many people's thinking mode is that quality is proportional to price. Consumers are evaluating the quality of their products more or less through the price parameter. Imagine that several people can really evaluate the performance difference of mobile phones in different price ranges. As a consumer, many people may say that this mobile phone It was bought for more than two thousand dollars, and the quality is really good.
For some consumers of any degree of products, we can use the consumer's thinking to price, so that you can get a good profit.
This kind of case is also often found in life. The low price is unattended, but the high price is scared. This is because consumers have a mentality in mind, that is, quality determines the price.
All in all, marketing must be consumer-centric, grasp the inertia of consumers, guide consumers to buy our goods, so that rational consumers become less rational, and quickly place orders.
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