6 FREE examples of how you can activate the buy buttons in the minds of more customers
Like nearly all other shoppers, I’ve succumbed to the occasional impulse purchase.
This temporary lapse in self-control typically occurs when the system 2 part of my mind is occupied thinking about something else. But the omnipresent system 1 goes right ahead and buys that must have, impulse item for me.
To us as shoppers this is a careless slip in concentration and a realisation that we’ve been ‘had over’ by the store yet again. But to the retailers and the owners of the brands they stock, this is another sale, another step towards target and another miniscule advancement towards category superstardom.
What if you could actively switch these ‘buy’ buttons on and off at will? What if you could tap right into the system 1 mind of the shopper, leaving system 2 blissfully unaware? And what if you could activate these buy buttons at a fraction of the cost of many other in-store activation techniques? Well, sit tight and hold on, because…
Most shopping behaviour lives in our unconscious, system 1 mind. This area of the brain is the residence of automatic skills, information processing, dreams, and emotion. And According to Psychology Today, the spontaneous urge to spend our hard-earned money is ingrained in our DNA. During my 30 years of analysing shopper and consumer behaviour and psychology, I have amassed a database of 791 (so far) fantastically powerful buy buttons that exist within the minds of shoppers. I have developed the ability to flick these switches in just about every media: From packaging to POS, above-the-line to online. And in doing so, have helped some of the most famous brands on Earth, increase their brand sales grow categories and enrich trading relationships. All from tapping into the minds of shoppers and consumers.
Here, completely FREE of charge, are 6 examples of how you can activate the buy buttons of shoppers and consumers.
Firstly, the word FREE itself. This beautiful four letter ‘buy button’ is just about as powerful as they come. Why, because it is processed almost exclusively by system 1 in the first instance. Let me explain: When we exposed consumers to a range of different special offer mechanisms whilst they lay in a £3,000,000 fMRI scanner, one of the findings was that different parts of the brain process different types of promotions. And ‘FREE’ was handled by the system 1 controlled reward centres.
You put the word free into your marketing communications and you’ve immediately built a buy button into them right there and then.
Secondly, comes laziness. As a species, humans are lazy things. At least our brains are. And this presents those in the know with another buy button. Given the choice, your system 1 brain will almost always take the easiest option, the route to purchase that involves least effort. So to apply buy button 2, simply make sure your product is easier to buy than competing items. It doesn’t matter that the vegetables in the supermarket cost a bit more than they do at the local market, they are easier to get, while you’re there on a big shop, and that’s all that matters to system 1.
Buy button number 3. If lots of other people buy and consume a product, then it must be good. Therefore, my system 1 wants it as well. This fact taps into a number of psychological nuances: From fear of missing out (FOMO), to social proof and mirror neurons.
Enough of the sciency stuff. Here’s how to use it. Whether on pack, online or in-store, communicate that lots of other people buy and consume your brand. That way, you’ll be flicking yet more buy buttons in the minds of shoppers and consumers.
Let’s now turn to numbers as we move on to buy button number 4. Specifically, although I have many, many more, let’s look at numerical anchoring. What this relates to is the fact that the first number we see influences our perception of subsequent numbers. In other words, system 1 helps convince system 2 of the meaning of a numeric value. In research, anchoring was shown not to interact with cognitive load, so the process is predominantly automatic and unconscious (System 1).
Examples of anchoring within retail include explicit slogans to buy more: “Buy 18 Snickers bars for your freezer” or “limit of 12 per person” and ‘expansion anchors’ such as “101 uses!”). In each case, the result has been an increase purchase quantities.
To activate buy button 4, you need to scientifically maximise the numbers you communicate. If your detergent promotes 60 washes, that makes £7 look relatively small as a price. But it depends where you visually put the wash quantity number in relation to the price (I can help you with that).
Buy button number 5 involves humanisation; specifically the right sort of humanisation. Suppose you have an image on your pack, POS or website. Adding a person makes this more engaging. As a species we’re hard-wired to check out any other person to determine whether they are someone to fight, run away from or find a room and mate with. Specifically, when you add the face and in particular eyes of a person to your communications, you instantly flick an ‘added attention’ buy button.
And finally, buy button number 6. This is perhaps one of the easiest buttons to apply, and yet one of the most rarely used. Choice overload. As a civilised society, we have more choice than our minds can be bothered to cope with. When you help reduce that choice you make it easier for system 1 to make a selection. Incidentally, this in one reason why the discounters are doing so well: They offer a much more manageable choice for system 1.
If there are any more than about 7 choices of which your brand forms 1, start to visually sub-divide them into more manageable chunks. For example, the ‘wall’ of garden fertilizer and chemical products is overwhelming for system 1 (and system 2). But visually splitting it down into first kill or cure, then by application (path or flower bed), then by plant type (fruit, flowers, etc.), all helps to guide system 1 down towards a manageable choice.
There you have it, 6 powerful buy buttons that you can apply to increase brand sales, grow your category and enhance your trading relationships. But remember, I have 786 more and if you’re interested in tapping into them the process couldn’t be easier:
- Send an image of the communications you’d like me to look at
- I’ll summarise how much they can be improved
- You commission my expertise and I’ll provide you with all the relevant buy buttons
During the last 30 years, I have advised 62% of the top 100 fmcg brands in the UK. Chances are I’ve already helped either your organisation or your competitors to achieve distinct competitive advantage using shopper/consumer psychology. So isn’t it about time you got in on the act?
Thank you for reading