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Anchoring

Understand Your Buyer > How To Engage > Anchoring

What is it?

The first piece of information we read is often our reference point and becomes an “anchor” for us.

Why does it work?

It works because it provides an opportunity to structure how a client understands the information you present. If the first piece of information is a high price and then you are offered a low price, the lower price seems more reasonable as it’s been presented in more context.

 

 

How can you use it?

Anchoring is often used in pricing. If you have a £5 product and a £50 product, by presenting the £50 product first and then the £5 product, the lesser priced product feels much better value. Similarly if you have a £5, £25 and £50 product, presenting the £5 first and then the other prices, will make them feel “more expensive” as your anchor point was set at £5.

 


 

Like this kind of stuff? Want more?

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84 ways to reach, engage and convert people to buy using psychology, science and common sense.

In the book we cover:

How people work – 18 factors that affect client behaviour.

Selling Communication Basics – 12 ways to communicate more clearly.

How to get attention – 18 ways to stand out and be noticed.

How to engage – 27 ways to engage potential buyers.

How to convert – 10 ways to convert prospects to buyers.

Everything in the book works and is backed by psychology, science, common sense and my own testing.

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