Consumer Behavior

October 15, 2014

Sell More By Using The Frequency Technique!

Think quick: what brand of chips, soda, or pain reliever do you reach for? Chances are that you’re like the vast majority of people when it comes to walking through...
October 7, 2014

Life Lessons From My Mom

My mother turns 80 this year. Throughout the years, I have learned many lessons from her. Here are some of my favorites that she shared: A gentlemen covers his mouth...
September 29, 2014

4 Pricing Mistakes You Should Avoid When Negotiating

Life is one big, ongoing, negotiation. We negotiate about who’s going to drive, who’s going to pick up or fix dinner, who’s picking up the bar tab, and what we’re...
September 25, 2014

Skyrocket Sales By Priming

Let’s have some fun today. Let’s try a little experiment. Read the two lists of qualities below and tell me which one describes the saint, and which one is the...
September 15, 2014

Customers Don’t Buy What You Do

Customers don’t buy chimney cleaning services. They buy safe, roaring fires. Customers don’t buy Terry Cloth, sponges, soap and wax. They buy bragging rights for their shiny car. Customers don’t...
September 2, 2014

Sell Them After You Sold Them

Have you ever heard of Buyer’s Remorse? Thought so. But did you know that with public access of the Internet truly taking hold twenty years ago, everything changed? The consumer...
August 22, 2014

Successful Innovation: The Hidden Secret

Humans are creatures of habit. Those who have ever tried to break a habit can identify with this. You start a diet every Monday. You plan a new workout routine...
August 1, 2014

More Income (And Profits) With A Recurring Revenue Model

In the business world, we all have the same basic goal – to make money. And then to make more of it. While there are a variety of ways to...
June 12, 2014

Free! Still One of the Most Influential Marketing Words

Here’s a quick pop quiz for you: Of these three phrases (all amounting to the same offer), which would you choose? 1. Half Price 2. Buy One, Get One Free...
June 9, 2014

Compare It In Order To Sell It

Last summer, my family and I were at the beach. While we were enjoying a lovely stroll along the boardwalk, we noticed the bike rental below with the sign attached....

Compare It In Order To Sell It

Last summer, my family and I were at the beach. While we were enjoying a lovely stroll along the boardwalk, we noticed the bike rental below with the sign attached.

Now at first glance I thought “$1699! Who is going to buy that?”, but at second glance I saw I could rent it for only $20.

Twenty dollars for a bike rental traditionally isn’t cheap for an hour, but when it is compared to the price for purchase it seems like an insignificant amount of money.

Because the difference in price is SO significant, the rental price is swallowed much easier for the buyer.

The Lesson: Compare different values for your product and make your customers purchase decision easier.

beach_bike_rental