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Lead Gen For Startups & B2B Technology Companies

The Anchoring Effect: Its Power on Conversion Optimization

The Anchoring Effect

Depending on how you’re wired, a term like “anchoring effect” either thrills you or bores you.


A Little Clarity on the ‘Ambiguity Effect’ and How to Keep it From Hurting Conversions

Everybody likes a sure thing. Life is easier if you know what’s going to happen next or what you can expect in return for your investment, or for any effort. It just seems fair: If I do this, I know I’ll get that.


The Backfire Effect: You’re Right to Get Emotional About this Cognitive Bias

In today’s social media climate, anyone can publish negative information about you or your business. If it goes viral, it can act like a virus — seriously harming or even killing your business. And worse, like battling a real virus with a weak antibiotic, your efforts to correct phony information can strengthen false beliefs.


The Forer Effect: A Little Flattery Will Help Your Customers Believe — and Convert

One thing we need to agree on about marketing and sales is that it is not about scamming people. We are all big boys and girls, so we know there is a degree of manipulation to it. A marketer has to portray their product and services in the best light possible, and in a manner that works for the customer. But you should absolutely do so honestly.


Competitive Matrices: Psychological Consequences & Conversion Dangers

Let’s just get this straight: There aren’t any conversion optimization best practices.


Attentional Bias: Your Customers Automatically Prefer What They Already Know

Earlier this year, I gobsmacked readers with an article about 67 Ways to Increase Conversion with Cognitive Biases. It was meant to be a primer about how we all have cognitive biases, which we cannot control and that pretty much drive the way we view the world. It was a good introduction, if I say so myself, but there wasn’t room to say much about what good it is to know about each of these biases.


How to Use the Decoy Effect to Help Buyers Choose the Right Option

The pricing page is one of the most critical pages on your entire website.


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