Affiliate Dag 2012 Roger Dooley

Persuade and Convert with

Neuromarketing!Affiliate Day 2012

Utrecht - May 31, 2012

Roger Dooley Dooley Direct, LLC

NeuroscienceMarketing.comRogerDooley.com

rogerd@dooleydirect.com@rogerdooley

MostMarketing

Fails.@rogerdooley

#AFD12 #Brainfluence

“Half my advertising is wasted…”

“…if only I knew which half!”

@rogerdooley#AFD12 #Brainfluence

Wanamaker guessedTOO LOW!

95% of New Products

(Acupoll)

98% of Direct Mail

(DMA)@rogerdooley#AFD12 #Brainfluence

98% of Emails

(DMA)@rogerdooley

20% of Ad Campaigns

Project Impact

2008 Research:

“Stores too cluttered”@rogerdooley

Real Impact: -$1.85 Billion

Source: DailyArtifacts.com, Phil Terry

Project Impact

2010 Research:

“Want more products”@rogerdooley

MostMarketing

Fails.@rogerdooley

Iceberg: 88% Hidden

(Lakoff & Johnson)

Mind: 95% Subconscious@rogerdooley #AFD12 #Brainfluence

Neuromarketing

@rogerdooley@rogerdooley#AFD12 #Brainfluence

Psychology & Social Science

ResponseStimulus

Neuroscience

http://sandsresearch.com/@rogerdooley#convcon

Neuroscience•EEG•fMRI•MEG•Biometrics

BehavioralScience•Behavior Studies•Eye Tracking•Facial Coding•Response Timing

NeuroscienceResearch

Techniquesto IncreaseConversion

Neuro-Nudges

Your offer+

neuro-nudge(s)=

Scarcity

Photo via Doniv.org

Scarcity +Social Proof!

Creating Scarcity

Use SCARCITY to makeyour offer more

attractive.

#64 @rogerdooley#AFD12 #Brainfluence

Scarcity on Steroids

FTW@rogerdooley

Amp up SCARCITY EFFECT by showing decreasing

availability.

Source: James Breeze@rogerdooley #AFD12 #Brainfluence

Use baby images to attract and focus attention.

Kantar Media@rogerdooley

77%Free

Shipping

56%Free

Returns

Kantar Media@rogerdooley

vs. 20¢@rogerdooley

Use FREE offersinstead of very cheap

Anchors

IrrelevantAnchors

Social Security # Estimated Price00-19 $1620-39 $2740-59 $2960-79 $3580-99 $56

Researcher: Ariely@rogerdooley#AFD12 #Brainfluence

Photos via NASCAR, NFL

Value?@rogerdooley

Even irrelevant numberscan create price anchors

- avoid low values.

Socializing?

image credit: jessicaswanson.com

TheUltimatum

Game@rogerdooley

Ultimatum Game Results

Effect of Social Conversation

To increase conversion, socialize first.

Rude Interruption Justifies Bad

Behavior

What canceledrudeness effect?

Apologies really DO work. Apologize!

What small change did this?

• Fair Price – Up 7%• Caring – Up 11%• Fair Treatment – Up 20%• Quality – Up 30%• Competency – Up 33%

“You can trust us to dothe job for you.”

#38@rogerdooley

Personalizaton

Dear Roger,

I’ve got a deal…

Social Personalizatio

The Doppelganger Effect

St. Bonaventure Universityhttp://www.becomingextraordinary.net/

(Courtesy: Hobsons)@rogerdooley

St. Bonaventure Universityhttp://www.becomingextraordinary.net/

(Courtesy: Hobsons)

Playboy: http://youtu.be/isjPpbmnaYo

Amazing use of Facebook data: http://www.takethislollipop.com/

Untapped opportunity:Put your customer

in the ad.

Sellingto

Guys?@rogerdooley

Impatient

Short Term Emphasis

-Margo Wilson and Martin Daly@rogerdooley

Attractive Photo =

-4% Interest Rate

Marianne Bertrand et al, 2005

Source:Ion

Interactive

+35%Source:

IonInteractive

Convert more guys with “mating triggers.”

Decoy Marketing

Subscription Offer A

$59 – Internet Only

$125 – Internet & Print

From Predictably Irrational by Dan Ariely

Subscription Offer A

$59 – Internet Only (68)

$125 – Internet & Print (32)Predicted Revenue – $8,012

From Predictably Irrational by Dan Ariely@rogerdooley

Subscription Offer B

$59 – Internet Only $125 – Print Only $125 – Internet & Print

Subscription Offer B

$59 – Internet Only (16)$125 – Print Only $125 – Internet & Print (85)Predicted Revenue – $11,444

Add a less attractive offer to boost sales of a similar

offer.

More Decoy Marketing

@rogerdooley

Add a more expensive product to boost sales of a

lower priced one.

#9@rogerdooley

Simple Fonts Convince

Use simple fonts to minimize perceived effort.

“The most important word in the vocabulary of advertising is TEST.”

-David Ogilvy

Persuade and Convert with

NeuromarketingAffiliate Day 2012

Utrecht - May 31, 2012

Roger Dooley Dooley Direct, LLC

NeuroscienceMarketing.comRogerDooley.com

rogerd@dooleydirect.com@rogerdooley

Affiliate Dag 2012 Roger Dooley

Business

Transcript of Affiliate Dag 2012 Roger Dooley

Plenary II - Glen Dooley

Azadegan Bush Dooley 2008

Scan by dag`dae - El Atrilel-atril.com/partituras/Trombon/Marcello Benedetto Sonata 7... · Scan by dag`dae. Scan by dag`dae. Scan by dag`dae. Scan by dag`dae. Created Date: 6/13/2005

The Life of Bryan Dooley

Dooley Bottom Land & Cattle Co.

Be inspired and have fun! Bakel - Dakar Start Bakel Dag 1 Portiers Dag 2 Burgos Dag 3,4 Sotogrande Dag 5 Chefchaoun Dag 6 Rabat Dag 7/8/9 Agadir (rustdag)

claire dooley portfolio

Mary Jane (Carter) Dooley

Sis fri 0845 roger dooley

Philosophy of Mr. Dooley

7.13.09 Dooley Lupus Nephritis(1)

Dooley Echo - testrodie.com

Ethics Complaint: Judge Timothy Dooley

Kevin J. Dooley

1 DAG Tutorial - DAU Home Documents/DAG... · 1 DAG Tutorial The Defense Acquisition Guidebook (DAG) ... 1.3.3 PDF and ePub Formats The DAG is also available for download and viewing

Macropology Cheryl Dooley. Copyright Cheryl Dooley 2004 Course Objectives Develop your rescuing skills.

Jarlath Dooley Staff Engagement

Jenny Dooley - Alfa Portal

Miranda Dooley Interior Design Portfolio

Scanned Document - tjrs.jus. · PDF filedag ONS dag dag dae