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
Case study public transport —
how to improve your subscription rate through smart portfolio management and thus increase your user financing.
Today online stores and apps are not only critical instruments for managing customer relations but are increasingly becoming relevant sales channels. Read here how to optimize your online channels for sales using Behavioral Economics Activity Tracking Maps (BEAT Maps).
Read here why the concept of willingness to pay is misleading, and why you should instead speak of price acceptance for truly successful 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
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Contact us. Together we can help your company achieve top performance.
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