Today I landed in Portugal at 9:48am after an overnight flight (in the middle seat) from New Jersey.
I’m so exhausted just lifting my leg feels like running a gladiator sprint, and my brain is filled with cotton candy.
That’s the excuse I’ll use for zombie-scrolling Instragram, where I came across a video on buyer psychology. (It’s also my excuse for the lame metaphors in this email.)
Apparently, some guy got a Nobel Prize for discovering that the perceived value of an object increases with ownership. It’s a phenomenon called the endowment effect.
For example, if I hold up my dragon mug and ask you how much it’s worth, you’ll give one price. But if I get you to drink out of it first, the price you name will be much higher.
The video described how Apple uses this quirk of buying psychology to increase sales by putting the iPhone in the hands of the shopper. Warby Parker mails pairs of glasses to your home and you get to live with them for a week.
These companies know that the more you touch, hold, and use their products, the more valuable they become and the more likely you are to buy them.
I’m not a proponent of manipulating people into buying your stuff with psychology, but there’s something practical, not to mention effective, about inviting people to have a real experience of your product or service. It’s like giving them a test drive or a free sample.
You can use this to encourage sales in your service-based business, too. Here are a few examples:
1. Offer a “Try Before You Commit” Session
Give people a real taste of what it’s like to work with you—not just a sales call, but an actual coaching experience.
2. A Free Trial
Give people temporary access to a membership, group call, or workshop. Invite-only “open house” experiences.
3. Downloadable Tools or Rituals
Give people access to the checklist or tools you use with real clients.
4. Micro-Commitments
A mini game or quest where they take a small, meaningful action now, with support from you. This could be a 5-day challenge or an interactive event. The idea would be to encourage people to engage and take action.
The more people can imagine themselves inside the experience of working with you, the more ownership begins, and the more the perceived value increases.
And on that note…
I’d like to offer you a taste of our IMPACT community experience.
This is like a networking event (only way cooler!) because we engage in playful, inspiring exercises and discussions designed to help you mix, mingle and meet cool new friends who just might become collaborative partners or even clients.
Just contact me and I’ll send you the details for joining us. No sign ups necessary.
Yours in love and play,
Steph
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