Understanding how to use consumer's fixed thinking to do marketing

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Just like other ordinary animals, as animals humans also have their own unique fixed behavior and mode of thinking, which is a potential instinctive response, but it is affected by environmental factors, the following is the author of an example to talk about the fixed thinking we all have.

Once a sociological psychologist had done a simple test worth thinking about, the test was that he used three different expressions in the bank to express his willingness to cut the queue and then to count the success rates of three different expressions, following three different expressions:

1, "Excuse me, can I take the money first, can you position me, because the plane will not catch up." The probability of success is more than 90%.

2, "Sorry, I need to take a money, you can let me first". The probability of success is about 50%.

3, "Sorry, I need to take a money, can I first, because I need money". The success rate is about 90%.

From the above three expressions we can draw two conclusions, when we use "because" the expression of the time, most people will agree, and we can see from the 3rd because the content is not important. This is where people's fixed minds are at mischief, and a justified expression is often more readily recognized.

This kind of fixed thinking is caused by the environment around us, and these fixed thoughts allow us to make more decisive judgments when we meet something. In real life, fixed thinking often plays the role of the leader, and as a marketing staff we can also be the consumer's fixed thinking as a tool for our marketing. The following author on a simple list of three people very obvious fixed thinking, skillfully borrow these fixed thinking may become your marketing tool.

1, cheap not accounted for all the silly eggs

But there are ready-made cheap can be accounted for, I think few consumers can really hold, our fixed thinking is to seize the first time a cheap, not let him slip away in vain. And this fixed thinking we can very good application in our marketing, in ancient China has begun to have this mode of marketing means, we will be called "Brothers Pestle."

This pattern can be roughly explained by the two of people who have colluded to make consumers more willing to consume by singing a double play. For example, when a consumer asks about the price of a particular item in a salesperson, a May first pretend not to know the exact receipt of the product, and then pretend to consult salesman B for the exact price of the item, at which point salesman B will say a price in the distance, say 70, Then salesman a would pretend not to hear the salesman B deliberately, after the salesman B repeated the price. Finally, salesman A will deliberately tell consumers that a lower than 70 yuan price, such as 60, this time, consumers will think that take up the cheap, not hesitate to buy the goods. This is a very typical marketing case, with the help of our preference for the fixed thinking.

2, around

This kind of shopping before the most obvious performance in the price contrast, at first glance the consumer's around may be adverse to the store, may lose a lot of orders. But in fact, if you can use the good consumer's this kind of price psychology, will become your marketing sharp weapon.

Also, for instance, I think a lot of people have the experience of buying a mobile phone, when buying a mobile phone, you will often be sold a lot of small mobile phone accessories, useful useless, and most people will go to buy these mobile phone accessories, the reason is the price contrast, in our subconscious, We may think that I have spent two thousand or three thousand dollars to buy a mobile phone, and then buy a few dozens of pieces of mobile phone accessories and mobile phone collocation is not better? But in the end we went to calculate the cost of the mobile phone, we will find a lot more than we planned, because of the purchase of more mobile phone accessories.

Therefore, as a marketing staff, we should learn to use the consumer's heart in marketing, to do something with a price range, when selling, we can first sell a higher price of the products, and then sell the lower prices of accessories, and these accessories may be very high profits.

3, a penny a cent goods

In the fixed thinking of the people will think price determines product quality, many times consumers in the evaluation of good and bad goods will more or less through the price of this parameter, imagine, can have a few people can really assess the different price range of mobile phone performance difference? As a consumer, a lot of people may say that this phone is more than 2000 dollars to buy , the quality is really good. And the consumer of this kind of fixed thinking to a large extent can bring more profit space for goods, especially some consumers have low awareness of products.

I think a lot of people in real life have heard or seen this kind of case, the odd low price is not interested, but is selling at a high price scare. This is because consumers have a fixed mind, that is, the price and quality is proportional to the relationship between the thinking in the electrical appliances, 3C product sales are particularly obvious.

Summary: Using consumer's fixed thinking we can well attract and encourage consumers to buy products, even can guide consumers to make "irrational" judgments, it is easy to enter some of our marketing staff design "traps." This fixed thinking is a sharp weapon in our marketing.

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