Keeping it short and sweet, Ken gives some marketing advice using a candy analogy. Statistically, it is found out that shoppers who buy candies tend to buy more if they’re offered free chocolates. Comparing that to how you market your products, he discusses the law of reciprocity and a Q-tip moment. Learn more about it and maybe you’d want to consider it for your business.
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Use Candy
Here’s one that goes way back. It will never go away. These are called evergreen nuggets. Did you know that candy shoppers are 42% more likely to buy candy if they receive free chocolate when they walk in the door? Here’s what happens. There are two things that happen when that person takes a bite of that chocolate.
People want to deal with people they like. Click To TweetNumber one, the Law of Reciprocity kicks in, meaning you did something nice for me, so I have to do something nice for you. You did something nice for me, I have the obligatory feeling of giving back to you, but here’s what’s much more important. This next one is definitely a Q-tip moment.
The next thing is the like factor kicks in. There are two components to this. It’s not just that people want to deal with people they like. That’s very common. To get somebody to buy, the old phrase is you’ve got to get them to know you, like you, and trust you. There’s no question. People want to deal with people they like, but people also want to deal with people who like them.
To get somebody to buy, you've got to get them to know you. Click To TweetIt’s the feeling of belonging, the feeling of association. Here’s the question for you. When you’re selling now, whether it’s in person, in direct mail, or on your website, are you giving away free chocolate? Are you giving people something first or are you expecting them to go to your website and just buy something? What is your piece of free chocolate? You might want to consider that. I hope this helps. Take care.
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