The nervous system influences people's decisions through the effect of the environment. Using the autopilot, you can successfully influence the behavior of buyers. It works on the basis philippines whatsapp of sensory perception, due to which in the customer's mind the value of the product is determined by signals transmitted by the senses: eyes, smell, tactile signs. Thus, to influence the autopilot, it is necessary to make sure that the sales offer is to some extent focused on sensations.
The explicit model for forming choice decisions is based on a simple equation:
Net Value = Value (pleasure from owning the product) – Cost (suffering from parting with finances).
The goal of business is to increase the first component of the calculation and reduce its cost, thereby convincing the buyer to make a purchase.
Principles of interaction with competitors' clients
The relativity of value and cost indicators allows them to be influenced through context and situational environment. This opens up broad opportunities for marketing. Thus, to maximize pure value, you can emphasize the pleasure of using the product and focus on an attractive price, thereby reducing costs and increasing the likelihood of purchase.
Note that costs in this case can be explicit and implicit. In the first case, they are associated with financial factors, and in the second - with behavioral ones. Implicit costs can increase the value of the product without reducing the net cost. Influencing them contributes to the growth of this characteristic, which provides a competitive advantage.
Behavioural costs, including time costs, are reduced using various methods. For example, this could be fast delivery, test drive, free tasting, etc.
Work on your brand perception
The target audience does not feel the brand as clearly and unambiguously as it is described in marketing documents. This factor can be influenced by various associations. It is important to form a brand image using signals that are correctly perceived by consumers even in a blurred form.
For example, you can pack a gel for washing black clothes in a black container, and make a delicate cream soap pure white. For shampoo produced by a sports brand, a bright bottle that is associated with water packaging would be appropriate. Green would be appropriate in packages for eco-friendly products. In addition, such goods can be packed in handmade boxes. Establishing a connection between a trademark and specific shades works very effectively. Thus, everyone has long been accustomed to the fact that McDonald's is a combination of yellow and red, and Tide's main color is bright orange.
It is necessary to take into account the existing experience of the target audience, since clients often rely on it in their decisions. Adjusting this factor is possible, but it will require a lot of financial resources and time. A more effective solution would be to adapt your signals to consumer experience.