Ep 039: Giving Customers Too Many Choices May Result In Fewer Sales
Giving Customers Too Many Choices May Result In Fewer Sales
When you shop, are you more likely to make a purchase if you have more choices? Or, before you buy, do you prefer to narrow down the choices before making a decision? It seems logical to think if you offer customers more choices, they will purchase more. However, the opposite may be true. Find out about the findings of a university study on tis topic. In this episode of the Digital Slice podcast, I take a deep dive into an important sales tactic, and I share a personal story with you too.
In this Episode:
- How to grow your business when you marketing and sales teams are working together as a team
- How giving customers too many choices can lessen sales
- A university study illustrating how providing too many choices can overwhelm customers
- How providing more choices is attractive at first but can make buying decisions difficult for customers
- How to apply this sales concept to digital marketing
- My personal life-changing experience in helping my daughter pick her wedding dress
- How helping your customers narrow their choices down helps them decide what to purchase
Quotes from this Episode:
“I’m a firm believer that your business’ success lies in the ability of your marketing team to work together with your sales team. Break down the silos!” - Brad Friedman
“I like to think of marketing as something that elicits a response from a lead.” - Brad Friedman
“Contrary to popular belief, too many choices can be bad for sales.” - Brad Friedman
“The fewer choices you give them, the easier it will be to make a choice.” - Brad Friedman
“But what could be more special for a dad than to have the honor of being with his daughter when she chooses the dress she will be married in. I can’t even describe how I felt or how incredible the experience affected our father-daughter relationship.” - Brad Friedman
“She had the sales tactic down. She limited our choices, and my daughter walked away with one or two dresses in mind.” - Brad Friedman
Resources:
“When Choice is Demotivating: Can One Desire Too Much of a Good Thing?”
Brad Friedman
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“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
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