Izindlela Ezikholisayo: Izindlela Eziyisi-6 Zokwenza Abantu Bethi Yebo

Kwesinye isikhathi, abathengi bathenga okuthile ngoba ikhasi liyakhala “KUSELE OKU-2 KUPHELA!” noma “I-Flash Sale iphela emahoreni angu-3!”? Kungenzeka ukuthi babone nabanye abantu abangu-10,000 XNUMX beyithenga, ngakho bacabanga, “Eh, kumelwe ukuba kuhle.”

Iqhinga lapha ukuthi abazange “banqume” ukuthenga. Ingqondo yabo yagudluzwa ngalapho. Futhi kwenzeka kuwo wonke umuntu nsuku zonke. Abakhangisi, amabhizinisi, nabathengisi (ngisho nomngane wakho omkhulu lapho ezama ukukukholisa ukuthi wenze okuthile) basebenzisa amaqhinga afanayo okukuncenga. Futhi awuboni ngisho nokunaka.

Kodwa uma ubona la maqhinga, awukwazi ukuwabona. Kungcono kakhulu? Ungawasebenzisela ibhizinisi lakho eliku-inthanethi. Lesi sihloko sizohlola amasu ayisithupha okukholisa ongawasebenzisa ukusunduza abathengi ekwenzeni lokho kuthenga.

Okuqukethwe
Izindlela ezi-6 zokukholisa amabhizinisi angazisebenzisa ukuze athole ukuthengisa okwengeziwe
    1. Umphumela othi “Uyangikweleta” (I-AKA Reciprocity)
    2. Isicupho esingaguquguquki
    3. Isixuku sicabangela wena (ubufakazi bomphakathi)
    4. “Bangu-3 Kuphela Abasele!” (ukushoda nokuphuthuma)
    5. Umphumela othi “Trust Me, I’m an Expert” (ukuchema kwegunya)
    6. Ubuhlungu bokulahlekelwa (ukulahlekelwa ukuzondwa)
Imicabango yokugcina

Izindlela ezi-6 zokukholisa amabhizinisi angazisebenzisa ukuze athole ukuthengisa okwengeziwe

1. Umphumela othi “Uyangikweleta” (I-AKA Reciprocity)

Ingabe iseva yake yakunikeza i-mint yamahhala (noma okuthile okuhambisanayo), futhi wabanikeza ithiphu ngaphezulu? Lokho kuwukuphindisela ngesenzo. Kungakho izinkampani zinikeza amasampula wamahhala ngaphambi kokukucela ukuthi uthenge nokuthi kungani amawebhusayithi ekunikeza izivivinyo zamahhala ngaphambi kokukukhokhisa u-US$9.99 ngenyanga unomphela.

Ingqondo yakho iyakuzonda ukuzwa sengathi ukweleta othile. Ngakho lapho othile ekunika okuthile—ngisho noma into encane—uzizwa uyinqaba ngokungabuyisi okuthile. Nansi into ethokozisayo: lezi zenzo ezimbili azidingi ukuba nenani elifanayo. Isibonelo, ukuvulela othile umnyango kungase kwandise amathuba okukuthengela isiphuzo.

Indlela yokusebenzisa ukuphindisela esitolo sakho

• Nikeza ngemikhiqizo enenani eliphansi ezivakashini ezintsha. Lokhu ngokuvamile akuvimbeki ngokwanele ukuze kuguqulwe kusukela ezivakashini kuya kubathengi.

• Nikeza izipho noma izaphulelo, njengamasampula omkhiqizo, ukuthunyelwa kwamahhala, ibhonasi yokwamukela yokuthenga kokuqala, noma izipho ezingalindelekile ezinama-oda.

• Ikuthumelele amanothi akhona namakhadi okubonga amakhasimende.

2. Isicupho esingaguquguquki

Abantu abangaguquguquki bazibophezela kokuthile, okusho ukuthi maningi amathuba okuba babambelele kukho. Ngenxa yokuthi ngokwemvelo bakhetha lapho izinkolelo zabo zifana nezenzo zabo, ingqondo yabo izofuna ukuhlala ingashintshi lapho ithi yebo kokuthile okuncane.

Abathengisi bayazi ukuthi “yebo” omncane angase abe nguyebo omkhulu kamuva. Ngakho ngeke bakuphushele ukuthi uthenge ngokushesha—bazoqala kancane kunalokho. Thatha amaChubbies (umkhiqizo wezingubo), isibonelo. Ihlanganyela ngokukhululekile ngezinkolelo zayo ukuze ihehe abantu abanezindinganiso ezifanayo.

Uma isivakashi sixhuma nayo, maningi amathuba okuthi ithenge ngoba ifana nezinkolelo zaso siqu nezenzo zaso. Kuyindlela ehlakaniphile yokusebenzisa ukungaguquguquki.

Indlela yokusebenzisa ukungaguquguquki

• Phusha izivakashi ukuthi zenze ukuzibophezela okuncane, okufana nokulanda insiza yamahhala noma ukubhalisela uhlu lwakho lwe-imeyili. Lokhu kuzokwandisa amathuba abo okwenza ukuzibophezela okukhulu.

• Thuthukisa izinkolelo zakho ukuze uhehe abantu abanemibono efanayo. Ungasebenzisa ngisho nombuzo ongasho lutho ukuze ubashukumisele ekuthengeni.

• Bakhuthaze ukuthi babelane ngokuzibophezela kwabo emphakathini. Uma kuba sesidlangalaleni, angcono amathuba okuba banamathele kukho.

3. Isixuku sicabangela wena (ubufakazi bomphakathi)

Abantu bebelokhu benokuxhumana nabantu—akuwona umphumela wezinkundla zokuxhumana. Ngenxa yalesi sizathu, ngokwemvelo sibheka kwabanye ukuze bathole isiqondiso, ikakhulukazi labo esibahloniphayo. Lona umbono ngemuva kobufakazi bomphakathi. Kusho ukuthi abantu balolonge izinkolelo nezinqumo zabo ngokusekelwe kulokho okwenziwa yilabo ababazungezile.

Lokhu kusebenza kanjani ebhizinisini? Njengoba amakhasimende amasha kungenzeka alandele izibonelo zabantu abafanayo (ikakhulukazi ezingaqinisekile), ubufakazi bomphakathi bungabasiza ukuthi benze izinqumo. Yilapho izilinganiso, ukubuyekezwa, izibalo zokwabelana, nobufakazi kungena khona.

Indlela yokusebenzisa ubufakazi bomphakathi

• Sebenza nomuntu onethonya noma uchwepheshe ukuze uthole ubufakazi bemikhiqizo yakho.

• Bonisa ukuthi bangaki abantu ababuka umkhiqizo noma abasanda kuwuthenga.

• Sebenzisa izithonjana zokwethembana (njengokushiwo namalogo emidiya) ukuze ukhulise ukuzethemba komthengi.

4. “Bangu-3 Kuphela Abasele!” (ukushoda nokuphuthuma)

Uma okuthile kulinganiselwe ekutholakaleni, abathengi cishe bazocabanga ukuthi ibalulekile. Isibonelo, ngo-1973, uJohnny Carson wenza ihlaya mayelana nokushoda kwephepha lasendlini yangasese ngesikhathi evula i-monolog yakhe. I-Tonight Show. Kodwa izethameli zakhe zakuthatha ngokungathi sína futhi zaphuthuma ukonga, okwaholela ekuswelekeni ezweni lonke.

Lokho kungamandla okuphuthuma nokushoda. Kuphinde kube ithuluzi elinamandla lokukholisa ku-e-commerce. Ubuchopho buyatatazela uma bucabanga ukuthi kukhona okugijimayo. Uma leyo nombolo isondela ku-“0' esitokweni, ngokushesha abangase bathenge ngayo ukuze bagweme ukuphuthelwa yidili.

Qaphela: Le ndlela yokuncenga iphumelela kakhulu uma abantu befisa into etholakalayo elinganiselwe.

Indlela yokusebenzisa ukushoda nokuphuthuma (ngaphandle kokuba nomthunzi)

• Engeza okunikezwayo kwesikhathi esikhawulelwe (njengezaphulelo noma amadili) esitolo sakho futhi ukuphromothe ngokubala wehle. Kuyindlela enhle yokuphusha abantu ukuthi bayisebenzise ngokugcwele ngaphambi kokuthi iphele.

• Faka isikhalazo kusivakashi ngokunikeza okuthile mahhala (njengokuthumela okusheshayo) uma sithenga ngaphambi kwesikhathi esimisiwe.

• Bonisa isivakashi ukuthi silondoloze malini ekalishini laso, usikhuthaze ukuthi sihlole ngaphambi kokuphelelwa yisikhathi ukonga.

5. Umphumela othi “Trust Me, I’m an Expert” (ukuchema kwegunya)

Uyazi ukuthi izikhangiso zomuthi wokuxubha zivame ukuba nelebula "enconyiwe udokotela wamazinyo"? Yilezo zinhlobo ezisebenzisa amandla egunya. Abantu bavame ukwethemba lapho abantu abasegunyeni noma ochwepheshe besho okuthile.

Kuyathakazelisa ukuthi le ndlela yokukholisa inocwaningo oludumile ngemuva kwayo: ukuhlolwa kwe-Milgram ngo-1961. Kulolu cwaningo, abahlanganyeli ababili (uthisha nomfundi) babekwe emakamelweni ahlukene. Umphathi unikeze uthisha amandla okulawula umshini osebenza ngogesi, okwenza bakholwe ukuthi ulethe izinto ezishaqisayo kumfundi.

Umfundi ubengumlingisi ezenza ozwa ubuhlungu. Konke lokhu kuhlolwa okwakufuna ukubona ukuthi abantu bazofika kude kangakanani ukulimaza umuntu ongenacala ngenxa nje yokuthi isikhulu sibatshele.

Ungakusebenzisa kanjani ukuchema kweziphathimandla esitolo sakho

• Ukubonisa iziqu (imiklomelo yomkhiqizo, izihloko zemisebenzi, njll.) kuyindlela enhle yokwakha igunya.

• Gwema imiklomelo engacacile nezimangalo (njengokuthi “Ama-donuts angcono kakhulu emhlabeni!”). Yiba negunya ngokwengeziwe ngamazwi akho.

• Uma ungaqiniseki ngegunya lakho, liboleke komunye umuntu onokubuyekezwa komkhiqizo noma ukugunyazwa.

6. Ubuhlungu bokulahlekelwa (ukulahlekelwa ukuzondwa)

Abanye abantu abanandaba namadili. Bakhathazeke kakhulu ngokuthi bazolahlekelwa yini uma bengawuthandi umkhiqizo. Isazi sokusebenza kwengqondo, uDaniel Kahneman, sithi abantu ngokuvamile besaba ukulahlekelwa ngaphezu kokuba bejabulela impumelelo.

Ukuzondwa kokulahlekelwa kungasiza ekudambiseni ukwesaba kwamakhasimende okungenzeka angayithandi imikhiqizo yakho. Kungakho izitolo eziningi zihlala zicindezela isiqinisekiso sokubuyiselwa imali ukuze kuncishiswe noma kuqedwe ukwesaba ukulahlekelwa. Cabangela lawa macebiso uma usebenzisa amasu okwenyanya ukulahlekelwa:

• Uma amakhasimende enza ukukhetha okungahambisani nengozi, gxila kulokho azokuthola ngokwenza ukukhetha abakufunayo.

• Uma benza ukukhetha okufuna ingozi, gxila kulokho abazophuthelwa kukho uma bengakwenzi ukukhetha abakufunayo.

Indlela yokusebenzisa ukuzonda ukulahlekelwa

• Sebenzisa izithombe nezinye izinto ezibukwayo ukuze ubeke amadili njengokugwema ukulahlekelwa esikhundleni sokuzuza okuthile.

• Hlela kahle ukubhala kwakho okuhehayo—ziyingxenye ebucayi yale nqubo. Isibonelo, “Ungaphuthelwa ukuthengiswa kwethu kokuphela konyaka: u-30% wesaphulelo kuzo zonke izicathulo” ungase uveze imiphumela engcono kunokuthi “Khumula izicathulo ezingu-30%.

Imicabango yokugcina

Iqiniso liwukuthi i-psychology yezenhlalo kanye nolimi lokukholisa akusebenzi ngaso sonke isikhathi ngendlela efanayo ku-inthanethi njengakumuntu. Ngeke ukwazi ukufunda ulimi lomzimba noma ukuxhumana ngamehlo ngedijithali. Noma kunjalo, lezi zindlela eziyisithupha zokuthonya imizwa zisebenza kahle emabhizinisini aku-inthanethi. Kuyafaneleka ukuhlola ukubona ukuthi zingaba nomthelela kanjani ekuthengisweni kwakho, ikakhulukazi kubanikazi bamabhizinisi amancane nabakhangisi bedijithali.