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How to use "Attentional" Bias to boost Sales in Ecommerce
Are you familiar with the "Attentional bias" principle?
We tested this for our ecommerce clients recently...
The results surprised us and here is how you can implement it:
So first of all - Attentional Bias is a cognitive bias that influences people's tendency to focus more on certain stimuli or information due to personal interests, emotions, or preferences.
Think about it... if you are a meat lover, you are more likely to notice a big sign from the butcher saying "Ribeyes are 30% off just today"
Here is 3 ideas we recently tested for our ecom clients with great success:
Addressing the top motivations & hesitations: Scrape customer reviews and ask GPT to analyze the sentiment in each review and then give us the top 3 motivations for buying the product & the 3 biggest hesitations/dislikes.
Test: We redesigned the PDP page based on this information and displayed the info above the fold and around the Add to cart button.
Why it works: Because people are more likely to pay attention to things they actually find important.
Emotional Storytelling: Craft compelling stories that evoke emotions related to your products or brand values.
Test: we added a founder's story that explains the "why" of the brand and the person behind it.
we highlighted it above the fold and via an interactive FAQ via @gotolstoy
why it works: Attentional Bias leads people to focus on emotionally resonant content, making them more likely to connect with your brand and convert. in the above case we envoked empathy which leads to connection and ultimately trust and higher likelihood of conversion.
interactive Elements: Setup A quiz to make the final product selection personalized and engage users and hold their attention.
Test. use yes/no questions and rate yourself from 1-10. These questions are easy to answer and require less effort to answer on mobile. Ultimately the products the user ends up with, should feel personalized because of their answers.
why it works: people are more likely to buy if they feel that the products are tailored to their needs. They want to feel special and heard at the end of the day.
Oh and if this was useful in any way for you, please let me know below.
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By Daniel ChabertAre you familiar with the "Attentional bias" principle?
We tested this for our ecommerce clients recently...
The results surprised us and here is how you can implement it:
So first of all - Attentional Bias is a cognitive bias that influences people's tendency to focus more on certain stimuli or information due to personal interests, emotions, or preferences.
Think about it... if you are a meat lover, you are more likely to notice a big sign from the butcher saying "Ribeyes are 30% off just today"
Here is 3 ideas we recently tested for our ecom clients with great success:
Addressing the top motivations & hesitations: Scrape customer reviews and ask GPT to analyze the sentiment in each review and then give us the top 3 motivations for buying the product & the 3 biggest hesitations/dislikes.
Test: We redesigned the PDP page based on this information and displayed the info above the fold and around the Add to cart button.
Why it works: Because people are more likely to pay attention to things they actually find important.
Emotional Storytelling: Craft compelling stories that evoke emotions related to your products or brand values.
Test: we added a founder's story that explains the "why" of the brand and the person behind it.
we highlighted it above the fold and via an interactive FAQ via @gotolstoy
why it works: Attentional Bias leads people to focus on emotionally resonant content, making them more likely to connect with your brand and convert. in the above case we envoked empathy which leads to connection and ultimately trust and higher likelihood of conversion.
interactive Elements: Setup A quiz to make the final product selection personalized and engage users and hold their attention.
Test. use yes/no questions and rate yourself from 1-10. These questions are easy to answer and require less effort to answer on mobile. Ultimately the products the user ends up with, should feel personalized because of their answers.
why it works: people are more likely to buy if they feel that the products are tailored to their needs. They want to feel special and heard at the end of the day.
Oh and if this was useful in any way for you, please let me know below.