Pricing & Selling Consultants
Purchasing decisions:
How to understand & shape them
Surprising, but true: customers rarely make decisions based on price alone. Empirical studies show that a combination of product features, exciting price dynamics, and suitable payment models can encourage your customers to buy.
Surprising, but true: customers rarely make decisions based on price alone. Empirical studies show that a combination of product features, exciting price dynamics, and suitable payment models can encourage your customers to buy.
The key to success is listening to the customer – online, at stores, call centers, mailings, and in personal conversations. If you know the different decision-making criteria of your customers, you and your sales partners can use convincing arguments even more effectively.
The key to success is listening to the customer – online, at stores, call centers, mailings, and in personal conversations. If you know the different decision-making criteria of your customers, you and your sales partners can use convincing arguments even more effectively.
Although not usually rational, purchasing decisions are generally predictable all the same. Thanks to behavioural economics, you’ll be able to understand your customers‘ real-life purchase behaviour and duly structure your pricing and sales in such a way that they’d never dream of buying from anyone else.
“Ultimately it is always about the customer’s purchase decision. Use the possibilities of pricing, marketing, and sales to shape this decision.”
Member of the Executive Board
Vocatus AG
A powerful pricing strategy can only be created if you understand the decision-making behavior of your customers and implement this knowledge across all 4 aspects of pricing. This is proven by a particularly successful project in the B2B event area from 2019, which recorded an ROI of 430%.
Customer engagement – more satisfied, loyal, and profitable customers – is one of the central challenges we face at all customer interfaces, from sales to aftersales.
Behavioral economics helps to improve your customer engagement.
Why the product with the lowest turnover in your portfolio may be the most important one, and why objective improvements of an offer possibly make it subjectively worse. An explanation based on behavioral pricing.
2.9 million additional phone customers within 18 months thanks to a new pricing portfolio
Doubling the conversion at an insurance call center through customer-specific communication
50% increase in prices after optimizing the prices for a medical technology manufacturer
„I do not believe there is any other organization in the world that could have successfully designed these projects and delivered these results for us.“
Head of Propositions & Pricing
Vodafone Group, United Kingdom
“The results of the studies are crystal clear and are used widely throughout our company, whether to increase sales or to optimize customer loyalty.”
Christoph Vilanek
Chief Executive Officer
Freenet AG
„The procedure is based on empirical insights, and is completely geared towards the client’s needs and requirements – and it’s extremely practice-oriented too“-
Hans-Otto Holz
Managing Director
Badischer Verlag
“Behavioral economics offers us a well-founded customer model to really understand the needs, motivations, and fears of customers. Vocatus is an absolute expert in behavioral economics.”
Jacques Wasserfall
Chairman
Zurich Leben
You are in good company: More than 500 international top clients trust in our expertise.
“Innovative and professional” – this is how our long-standing customers talk about us.
Contact us. Together we can help your company achieve top performance.
Copyright © 2020 Vocatus AG
