The Presenter’s Paradox: When More Is Actually Less Valuable
If I gave you a 750 page book and a 150 page book, which one would you guess to be the better (more valuable) book?
psychology
Why the 4 Buyer Modalities Are Totally Meaningless
As optimizers and business owners, you’re striving to better understand your audience. Who visits your site? What are they looking for? What will make them convert to paying customers?
To help answer these questions, buyer modalities were created to help categorize visitors and their purchase behavior. The only problem?
Buyer modalities are meaningless and personality models as a whole are extremely difficult to apply to online marketing and optimization.
How To Sell To Impulse Buyers
Raise your hand if you’ve ever made an impulse purchase.
5 Factors Making Your Site More (or Less) Credible
Who are you more likely to trust to tell you the truth: a preschool teacher or a used car salesman? A firefighter or a magician? A child or a politician?
Some people are simply deemed more or less credible based on surface-level factors. The same is true for websites. [Tweet It!]
You have to know what makes your site the child or the politician.
6 Neuromarketing Stimuli That Speak to the Old Brain
Many modern psychology researchers have suggested that the human brain has three (figurative) parts:
- The new brain – thinks (rational data)
- The middle brain – feels (emotions and gut feeling)
- The old brain – decides (takes input from both and pulls the trigger)
Until fairly recently, many fields of study (notably economics) believed that our decisions were largely rational. However, neuromarketing as a field has suggested that the old brain, the old primitive “fight or flight” part, makes most of our decisions.
So how do we influence the old brain for greater growth?
How To Use Priming To Improve UX
Watch this trailer of The Hateful Eight, and then fill in the blanks:
K I _ _
Because of priming, you’re most likely to spell k-i-l-l because of the violent images in the video clip. You’re highly unlikely to fill in the blanks to spell k-i-s-s or k-i-n-d, or anything else really.
Priming is a popular strategy to influence human behavior, and it’s one that has been studied extensively for quite a while.
Dual Process Theory: How to Market to System Two
What drives your decision-making? Trick question. Two drivers are behind the wheel: system one and system two.
Which system is driving right now? Which system was driving when you bought that new house? How about when you solved difficult math problems in Grade 11?
The Power of Defaults in Conversion Optimization
Defaults are powerful, often deceivingly so. Even if you don’t put much thought into it, you’re nudging your users to act in a certain way. It’s up to you, then, to make sure that you’re nudging them to the best possible action for your company and themselves.
Buyer’s Remorse: How It Impacts eCommerce Customers
As optimizers, so much of our focus is spent on the pre-conversion phase. How do we get more people to checkout successfully? How do we get more people to inquire about our agency’s rates?
It’s easy to forget that you aren’t done persuading once the initial conversion has taken place.
How to Market to the Reptilian Brain
Do you make rational decisions or are you a slave to primitive thinking?
Does free will exist? Do you buy a product because you analyzed the options and decide it’s the logical choice? Or are you impulsively (and subconsciously) making decisions based on the part of your brain that’s well over 70,000 years old?