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The 3 Types of Buyers, and How to Optimize for Each One

[Guest post by Jeremy Smith.]

I absolutely love buyer psychology and neuroeconomics. Want to know why?

● Because it’s like a secret weapon that produces torrents of conversions (and money).
● Because it’s the only real way to understand why and how buyers make purchases.
● Because it’s the proven route to successful marketing.
● Because it’s guaranteed to squash the competition. […]

By |July 30th, 2014|

How To Use Product Order To Increase Sales

Whether we are showing products on a web page or offering them in person, if you have more than one product you have a decision to make – the order of presentation. Should you lead with your best product? Close with it for a strong finish? Research shows us several approaches can be successful. […]

By |November 27th, 2012|

Neuromarketing Explains Weiner’s Pickle

The latest news on the lewd messaging scandal involving Congressman Anthony Weiner (Democrat, NY) was that he called former President Bill Clinton (who officiated at Weiner’s wedding) to apologize for his behavior. No transcript of the conversation was released, but it must have been an interesting chat. Did the ex-pres say something like, “Dude, I totally get it! They were hot!”? Both of these men engaged in behavior that, when exposed, seemed incredibly risky and stupid. […]

By |June 9th, 2011|

Closer to the Buy Button?

A specific part of the brain responsible for making decisions about value has been identified by neuroeconomics researchers at the University of Pennsylvania. Using fMRI, psychology professor Joseph Kable has shown that the ventromedial frontal cortex, or VMF, plays a key role in decisions involving value. […]

By |May 25th, 2011|

The Price of Everything by Eduardo Porter

Book Review – The Price of Everything: Solving the Mystery of Why We Pay What We Do by Eduardo Porter

Looking for more novel pricing strategies for business, I picked up a copy of The Price of Everything by Eduardo […]

By |January 14th, 2011|

Unconscious Buying

In a fascinating study just published in the Journal of Neuroscience, researchers have shown that we make buying decisions even when we aren’t paying attention to the products, and that fMRI observation of brain activity can predict these decisions. […]

By |June 11th, 2010|

Sands Research: Faster EEG for Neuromarketing

In what it terms a “neuromarketing breakthrough,” Sands Research has announced the development of a higher speed EEG brain wave monitoring system. The new setup uses a high-density array of EEG sensors capable of measuring activity 10,000 times per second. This hardware is combined with proprietary software to analyze brain activity. […]

By |May 13th, 2010|

Painful Games Companies Play

Does your company play painful games with your customers? I’m not talking about physical pain, but brain pain. More specifically, what has been termed buying pain or the pain of paying. According to research conducted by […]

By |February 11th, 2010|

Brain Fight: Who’s the Decider?

One of my favorite chapters in How We Decide by Jonah Lehrer is The Brain is an Argument. In this chapter, Lehrer highlights how complex our decision-making process really is, and how competing options battle for supremacy. […]

By |October 13th, 2009|

Five Ways to Sell in a Bad Economy

Some of my more popular posts over time have been those dealing with selling to two different customer groups: spendthrifts, who spend money freely, and tightwads, who don’t part with their money easily. (See Five Keys to Selling to Spendthrifts, Tightwads, Spendthrifts, and Everyone Else and Five Keys to Selling to Tightwads).

It’s safe to say that for the last few years, it was far more productive for marketers to target spendthrifts. In our overheated consumer economy, spendthrifts were a much more lucrative target than tightwads who had to be convinced to part with their cash. Now, though, we are all thinking like tightwads – even those who are still well-employed may harbor nagging doubts about their financial future. In this environment, it’s worth re-looking at some neuromarketing tips to succeed in selling to tightwads: […]

By |February 19th, 2009|