When not to use "you" with customers
Did you know you shouldn’t use “you” on your website’s help page, but you should on your home page?
Or that you should only use “we” with some types of customers and “you and us” with others?
Getting personal pronouns like “you, me and we” right is important.
So important that using them in the right way can increase your revenue by up to 7%, and getting them wrong can lose you customers.
In this video, I share which...
The best thing about this ad
What’s the best thing about this ad?
Yes, they’ve included a good, clear value proposition “Let us do the house work”.
They’ve included price, which is a little unusual but clever if more people think it will be more expensive than $82.
They’ve limited their substantiation points to three – this is good too. More than that and people think you’re trying too hard.
And they’ve promised it takes 60 seconds to book online,...
How to get customers to buy more of your range
If you’d like to get customers to buy more from you, here’s an idea.
Make use of the Completeness Bias - our desire to complete something once we’ve started.
Like a jigsaw puzzle, for example.
An Italian vineyard was able to sell more across its range by matching wines to 5 stages of a dinner party.
But the best bit?
They represented these stages as a jigsaw puzzle that needed to be completed.
This DOUBLED their sales. Instead of 4 out of every 10 customers...
