The TMI Effect for Pictures Can Reduce Your Sales

Is one product image enough for ecommerce sites? The TMI Effect says that in many cases, adding more images reduces sales.

By | November 11th, 2015|

Brainy Marketing: From Deaf Turtles to Dirty Money

Here's a compilation of five excerpts and links to recent posts at Brainy Marketing, my Forbes.com blog. Persuading with pictures, manipulating voter minds, surprising effects from thinking in a foreign language, and more.

By | January 22nd, 2013|

Catchy Headlines, Bogus Data

As perfect proof of its point, a link to an article titled A Catchy Headline The Biggest Draw For News Article Readers induced me to click and read it. The article noted that a new study by Harris Interactive showed that catchy headlines topped interesting visuals as a reason to read an article. This is from the Harris release: […]

By | October 2nd, 2012|

Visual Selling

Book Review: The Back of The Napkin by Dan Roam The Back of The Napkin: Solving Problems and Selling Ideas by Dan Roam is a meaty book for managers and marketers that explains how to turn problems and concepts into simple pictures to analyze and persuade. Roam’s premise is that people think visually, and by converting things like abstract concepts and masses of data into pictures, others will not only grasp that data more quickly but, in a problem-solving setting, find better ways to act on it. […]

By | August 25th, 2008|

A Pretty Woman Beats a Good Loan Deal

Marketers are constantly facing the challenge of how to make an offer more attractive to their customers. Will free shipping garner more orders than a $10 coupon? What about a 10% discount, or a free tote bag? Smart marketers know there is only one way to definitively answer this kind of question: test the options in the marketplace. (Soon, perhaps, neuromarketing technology like fMRI brain scans may reduce the need for field testing…) One South African bank trying to boost their loan business did just that. They mailed 50,000 customers a loan offer, and used several variations in the direct mail package. First, the offers included a range of randomly selected interest rates – presumably, the interest rate (along with repayment terms) is by far the most important criteria for whether a loan offer is appealing. More significantly for our interests, the bank also included several “psychological features” – details of the mailed offer that had nothing to do with the loan itself but were intended to “frame” the offer in some way or otherwise alter customer behavior. The researchers seem to have been surprised not only that these irrelevant offer changes boosted the response of their offers, but actually offset the impact of higher interest rates on loan signups. […]

By | August 15th, 2008|