Sugarman Trigger #1 - Feeling of Involvement or Ownership
When people get the feeling of "involvement" or "ownership" they are far more likely to buy.
Sugarman describes a successful TV salesman he knew who told him, "When I see someone walk through the television isle and play the the buttons, knobs, and remotes, I know they are far more invested in buying a TV than someone just strolling through the isle not touching anything."
When you walk by a kiosk in a mall where they try to sell you a product such as a hair straightener or lotion, they will get you to hold the product, use the product, and they will talk about the product with you at length. In this situation you are spending time (aka involvement) and using the product (aka ownership).
Image Description
The image features a red sports car with two stick figures. One figure is handing over car keys to the other, symbolizing the concept of ownership. The text at the top reads "Trigger #1: Feeling of Involvement or Ownership."
Positive Aspects
The image cleverly illustrates the concept of ownership by showing an exchange of car keys. It visually reinforces the key idea of the post: involvement or ownership increases the likelihood of purchase. The playful stick figures add a touch of humor, making the concept more engaging and memorable.
Key Takeaways
- Involvement Increases Investment: Interacting with a product, like pressing buttons on a TV, can make potential buyers feel more invested.
- Ownership Feeling Drives Sales: Allowing customers to touch and use a product creates a sense of ownership, boosting purchase likelihood.
- Practical Examples: Sales tactics, such as allowing product use in malls, effectively leverage this psychological trigger.
Additional Insights
Remember the last time you test-drove a car or took a phone for a spin at the store? That little thrill is precisely what Sugarman taps into. Next time you're selling something, think about how you can let potential buyers "play" with your product. It's like letting them hold the keys to their shiny new purchase.
