{"id":91198,"date":"2017-07-20T09:00:00","date_gmt":"2017-07-20T08:00:00","guid":{"rendered":"http:\/\/www.smartinsights.com\/?p=91198"},"modified":"2017-08-25T16:15:51","modified_gmt":"2017-08-25T15:15:51","slug":"3-facts-you-didnt-know-about-your-customers-according-to-a-neuroscientist","status":"publish","type":"post","link":"https:\/\/www.smartinsights.com\/marketplace-analysis\/consumer-buying-behaviour\/3-facts-you-didnt-know-about-your-customers-according-to-a-neuroscientist\/","title":{"rendered":"3 Facts You Didn\u2019t Know About Your Customers, According to a Neuroscientist"},"content":{"rendered":"

Neuroscience reveals how you can nudge your customers into converting<\/h2>\n

Dr. David Lewis, neuroscientist and author of The Brain Sell<\/em>, delivered a fascinating keynote speech about customers\u2019 brains when they buy at Ecommerce Conversion World 2017 in March. Here are 3 fascinating insights about your customers and suggestions on how to apply them to your website to increase conversion rates.<\/p>\n

Fact 1: People Notice What's Different (or the Same!)<\/h3>\n

While this may sound contradictory, Dr. Lewis suggests that there are actually 4 factors that make a person stand out in a crowd.<\/p>\n

    \n
  1. There\u2019s something inherently different about the person, such as exceptional beauty or a striking feature<\/li>\n
  2. The person has made themselves look different, such as with tattoos or colored hair<\/li>\n
  3. The person looks familiar to you, like someone you know in real-life or from a film<\/li>\n
  4. It\u2019s someone you\u2019re specifically looking for<\/li>\n<\/ol>\n

    \"\"<\/a><\/p>\n

    Use it On Your Site<\/h4>\n

    People don\u2019t buy from websites; they buy from other people. More than that, they buy from people they like. It\u2019s important to show the people behind a product or site, especially if you don\u2019t have a strong brand behind you. Give your \u2018About Us\u2019 page some love.<\/p>\n

    Similarly, if you want a product to stand out, you\u2019ve got to make it unusual, or similar to a product your visitors know (and love).<\/p>\n

    \"\"<\/a><\/p>\n

    You could try grouping products on a listing page so that a product you want to draw attention to is among a group of different items, such as a red coloured cereal packet among lighter coloured packaging. The image above is from an implicit association test and the blurred product here was the standout item on the page.<\/p>\n

    Fact 2: Pictures have Power<\/h3>\n

    You\u2019ve probably heard the old saying that \u2018a picture is worth a thousand words\u2019, and it couldn\u2019t be truer on your website. Images do more than capture the reader\u2019s attention, break up a long body of text, and supplement important information on a page. Our research consistently shows that the vast majority of e-commerce browsers will only look at product images and never even read the copy. Here are a few other ideas that may be new to you:<\/p>\n