Understand Your Buyer > How People Work > The Recency Effect
What is it?
The Recency Effect addresses the fact that we are more likely to recall the first and last thing we see and hear – what happens in the middle is recalled less.
Why does it work?
The human brain can only process so much information and it does so sequentially. At the start and the end of anything our attention span naturally peaks so this is the best time to make the most salient points in your sales messaging.
How can you use it?
To drive home key points in emails and presentations you can back load your key content or repeat the key content at the end to ensure it’s more likely to be recalled.
Ending an email or a presentation with a line which sums up your point will maximise the chances of The Recency Effect.
Like this kind of stuff? Want more?
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.