Respond to specific customer feelings. But how to create a fertile ground before proceeding to the influence itself? And how do you create the right conditions to ultimately acquire your prospect as a customer?
A now great scientist named Robert Cialdini researched it: read more about it in our whitepaper. Download the whitepaper at the bottom of the blog.
Research has shown, for example, that people are willing to pay more for a dinner if they unconsciously compare it to a high figure that they just faced if it was a low figure. For example, they want to pay more if the restaurant was called Studio 97, than if this was Studio 17.
Also, for example, visitors to a furniture website with a background of delicious fluffy clouds were more likely to buy more expensive and comfortable furniture for their office or home than visitors to a neutral website.
Cialdine also points out to us that it certainly matters how you ask something: if you ask someone if he is happy, he is more likely to look for things that make him happy in life than if you ask if he is sometimes unhappy; then he will look for things that make him happy. what makes him gloomy!
If you want to encourage a potential customer to switch to your company, it is better to ask him what he is dissatisfied with with his current supplier than to ask him what he is satisfied with with his supplier.
So it all matters how you act as a salesperson or marketing manager and what you ask for!
