Practical Sales Training™ > How To Convert > The Buy More Effect
What is it?
You can encourage buyers to buy more by rewarding them for the more that they spend.
Why does it work?
It works for a number of reasons. Firstly, because we love to get a good deal when we buy things and if we buy more we get more which is attractive. Secondly it’s a variation of the In for a Penny Effect where once we have decided to buy it’s easier to decide to buy more – especially as it’s being rewarded.
How can you use it?
Depending on your offering, think about how you could incentivise buyers to buy more – would it be to give them money off, extra points or extra “stuff”. Create a reward for buying more, set the parameters of how much “more” is and experiment.
Example
eBay has multi-buy discounts available on many products which give you a progressively better price, based on volume purchased.
See also
