How to sell more by lowering the psychological barrier of the customer
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How to sell more by lowering the psychological barrier of the customer
5 items at 200 rubles jump into the cart without a second thought — unlike a single item for 1000 — which will be considered longer.
People are more willing to buy something that costs insignificant money from their point of view. Small amounts are given away almost unnoticed.
How to use this in sales
Starter kits and trial sets change the funnel:
The price should be low so that the decision is made quickly, but not zero — complete free reduces engagement.
Example — Eight Saints company. They send a Discovery Kit of 8 miniatures for free, the client only pays for shipping $4,95. A small amount increases the chance that the kit will actually be tried.
A small initial purchase removes the psychological barrier and increases conversions, even if the main product is more expensive.
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