Principle of movement paralysis

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You can take advantage of the Baader-Meinhof phenomenon in your marketing by following a few best practices. The first is multi-channel marketing – for example, when you publish a new blog post on your website, share it across all of your social media channels and emails. This will greatly increase the likelihood that your content will reach a wider audience. Next, if you regularly post customer testimonials or reviews, you can reinforce the idea that your product is rapidly gaining popularity. This strategy appeals to confirmation bias, which is the tendency for people to seek out information that proves their suspicions. With the Baader-Meinhof, the individual has gotten the sense that your brand has suddenly become popular, which explains why they had never heard of your brand before. This ties into why lead nurturing is important: after that initial contact, you’ll want to send targeted emails and ads repeatedly over a long period of time to keep the perception that your product is popular and relevant to them.


The action paralysis principle states that people tend to overanalyze and second-guess their choices, causing them to enter a state of paralysis that blocks any kind of outcome, whether positive or negative. In an experiment by Iyengar, a professor at Columbia Business School, shoppers were offered either 6 or 24 different flavors of jam, but the egypt telegram number database overabundance of choices in the 24 flavor group led to a significant decrease in purchases, by a ratio of about 8 to 1. People feel mentally exhausted when faced with too many choices and then have difficulty making a decision.

 

Additionally, people work harder to make purchasing decisions that are likely to benefit them in the long term and invest in their future. Research shows that people make choices through “case-based reasoning,” meaning they make current decisions by referring to past personal experiences. Deloitte Insights gives the example of choosing a retirement plan. You don’t have past reference points to help you make an informed choice, which makes the decision-making process more overwhelming. As a result, people procrastinate making choices for their future and focus on decisions or actions that will benefit them in the short term.

 

Relating this to business, you can prevent customers from falling into action paralysis by simplifying the set of options and defining the potential benefits they might get from choosing your product. Then, to overcome paralysis, you can also employ methods to speed up the decision-making process: create a sense of urgency through limited-time offers, or reduce friction in the buyer’s journey, as Amazon has introduced – click the buy button.