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B2B Lead Optimization: Why cheap leads can be so expensive | MarketingExperiments Blog: Research-driven optimization, testing, and marketing ideas

October 16, 2011 Leave a comment
Categories: Marketing

Is mimicry the key to sales?

October 4, 2011 Leave a comment
Categories: Marketing

When Is The Best Time to Close a Sale?

September 4, 2011 Leave a comment

Want to close a sale? When choosing a time to meet with your customer, don’t just take the first appointment time offered to you. A recent study looked at decisions by judges, and revealed startling differences in outcomes at different times of day.

Read the rest at Sales Secret: The Best Time to Close | Neuromarketing.

Categories: Marketing

The Rivalry in Your Customer’s Brain | Neuromarketing

August 30, 2011 Leave a comment

Simplistic explanations of consumer behavior abound. Push this button, trigger that emotion, pitch to a particular need, and people will buy. The decision making process is much more complex, of course…  many of our mental processes aren’t simple linear deductions, but rather a process of weighing conflicting inputs and priorities to arrive at a conclusion. That applies to interpreting our sensory inputs, making decisions, and more. When we say we are “of two minds” on an issue, we aren’t exaggerating and are often understating the case.

Read More at Neuromarketing

Categories: Marketing

How Younger Adults React to Brands on Social Networks

August 29, 2011 Leave a comment

Older social media users have grown more likely to follow brands on social media sites as they’ve gained more experience interacting on them, but younger adults still outnumber them in this activity. Millennials’ enthusiasm for making friends with brands, though, may not be too far above average.

Nearly one in four millennials (23.5%) interacted with content from a brand’s Facebook page at least once a daily, vs. 17% of older adults who did the same. Millennials were also 4.4 percentage points more likely to interact with brand content between one and six times per week. While similar shares of both age groups interacted at lower frequencies, overall older adults were nearly twice as likely never to engage with brand content on Facebook.

How Younger Adults React to Brands on Social Networks – eMarketer

Hidden Friction: The 7 Silent Killers of Conversion

August 15, 2011 Leave a comment

Excellent article at Marketing Experiments on website design issues that can kill your sales conversions:

MarketingExperiments Blog: Research-driven optimization, testing, and marketing ideas » Hidden Friction: The 7 Silent Killers of Conversion.

Relaxed Customers Buy More

August 9, 2011 Leave a comment

Think the way to sell more is to have a frenetic pitchman whip customers into a buying frenzy? Actually, relaxed customers are bigger spenders. A new study that will appear in the Journal of Marketing Research found that relaxed subjects would pay about 15% more for a variety of goods and services than less-relaxed subjects.

via The Relaxation Effect: Relaxed Customers Buy More | Neuromarketing.

Categories: Marketing

Just The Facts: Internet Marketing in Reading, PA

August 5, 2011 Leave a comment

“The internet, email, social media and mobile media (cell phones) are increasingly replacing traditional media like newspapers, radio and television. Email, texting and social media already becoming a more effective, more economical means of communication than regular mail and the telephone.”

“The truth is that if you want to stay competitive and make more profits, you need to include the internet as part of your marketing mix…”

Read more at A. F. Noll Website Design and Internet Marketing

Categories: Marketing

More Trust = Better Contract Performance

August 5, 2011 Leave a comment

In a paper titled More Order with Less Law: On Contract Enforcement, Trust, and Crowding, researchers Iris Bohnet, Bruno S. Frey and Steffen Huck describe simulates contractual environments in which subjects formed agreements under two conditions: strong enforcement and weaker enforcement. Surprisingly, stronger enforcement didn’t always result in higher levels of successful performance per the agreement. According to the authors, weaker performance “crowds in” trust. In other words, when an agreement is made in an environment of limited contract enforcement, the parties depend on trust to a greater degree and performance can actually increase.

via Stronger Contracts, Less Trust | Neuromarketing.

Consumer Marketing: All that stands between you and Walmart is a good story

August 4, 2011 Leave a comment

“A manufacturer in China can make it cheaper. Your customers can buy it cheaper used, on Amazon, or from a big-box store like Walmart. So if you can’t win on price, all that stands between you and the barbarians at the gate is a good story…”

via MarketingExperiments Blog: Research-driven optimization, testing, and marketing ideas » Consumer Marketing: All that stands between you and Walmart is a good story.

Categories: Marketing