The Zeigarnik Effect in Sales and Marketing

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The Pygmalion Effect suggests that higher expectations lead to improved performance. In sales, this principle applies to both sellers and buyers:

Sales Teams: When managers set high yet achievable goals, employees are more likely to perform better.

Customers: If a product is positioned as premium or high-quality, consumers perceive it as superior and are willing to pay more.

27.
The Zeigarnik Effect states that people remember incomplete tasks more than completed ones. Sellers can use this principle by:

Cliffhangers in Marketing: Leaving a compelling question unanswered makes consumers more likely to engage.

Abandoned Cart Reminders: Notifying customers of shop unfinished purchases increases conversions.

Teasers and Previews: Giving just enough information to spark curiosity and encourage action.

28. The Influence of the Von Restorff Effect
People tend to remember unique or unusual items better than ordinary ones. Sales professionals leverage this by:

Standing Out: Using distinctive packaging or unconventional branding.

Highlighting Key Features: Making one feature stand out through bold visuals or storytelling.

Contrasting Products: Creating differentiation by emphasizing what makes a product special.