Why We Buy

Let’s explore Hyperbolic Discounting – why people often choose smaller, immediate rewards rather than larger rewards later.

Let’s explore Delight – how delivering unexpected value can drive long-term customer loyalty.

Let’s explore The Barnum Effect – how to use personality descriptions to get the attention of a wide range of people.

Let’s explore Empathy Gap—why we often underestimate how much a buyer’s emotional state can influence their behavior and decisions.

Let’s explore Buying Triggers—why customers must experience a trigger event before they’ll be open to your offer.

Let’s explore The Decoy Effect—why presenting buyers with a third option that you don’t actually expect them to buy can make it easier for them to choose.

Let’s explore Social Proof – why we take cues from others.

Let’s explore Analysis Paralysis – why sometimes less is actually more.

Let’s explore System 1 and 2 Thinking – why we rely on intuition and instinct to make the vast majority of decisions.

Let’s explore The False-Consensus Effect—why we believe that our behavior is the “normal” way to do it.

Let’s explore Expectations – how to give your customer an experience that they love (without leaving some disappointed).

Let’s explore Color Psychology – why color plays a huge role in our buying decisions.

Let us explore the IKEA Effect – why we overvalue things we had a hand in creating ourselves.

Let us explore Social Doubt – what repels people from buying into your brand.

Let’s explore Frequency Illusion – why once we notice something for the first time, suddenly it seems like it’s becoming more common—even if nothing has actually changed.

Let’s explore the Pratfall Effect – why showing your flaws can actually make people like you more.

Let’s explore Smell—why certain scents can sway us to spend more (or possibly turn us off).

Let’s explore Taste – how our weakest sense can influence decision-making and drive brand loyalty.

Let’s explore the Galatea Effect – how people’s self-fulfilling prophecies drive achievement.