Labeling

When potential customers are labeled as part of a group, they behave consistently with that group.

 

This can be true even in situations where a person had not originally thought of themselves as belonging to the group in question.

 

Even if your prospect hadn't identified themselves in a certain way, once you plant that idea in their head with the appropriate label, their behavior can change so as to live up to that label.

 

To increase sales, label your potential customer as part of a group that would naturally buy your product or service.

 

Before asking someone to make a purchase, suggest to them that they are a good candidate for your product or service. This could get them to see themselves that way, especially if you employ labeling in that suggestion.

 

Label those customers in a way that is consistent with the request you're about to make of them. And take care to ensure that any supporting sales arguments you provide come from people or organizations your customers would agree with.

 

When we believe that something is real, we can make it real with our attitudes and behaviors.

 

Nobody is immune to the influence of labels. Our identity and behaviors are influenced by the terms that we or others use to describe us.

 

Labeling someone can influence their perception of themselves, and their subsequent behavior based on that perception.

 

Attributing information using the labeling technique can influence a person's acceptance of it.

 

You can use these findings to help motivate the action you want from your customers.

 

 

Ways to apply Labeling in your marketing…

 

Refer to your prospect with a label that is consistent with the behavior you're seeking. For example, if you're selling high-end cookware, call your prospect a foodie or a gourmet. Similarly, label your best 

customers as such. As marketing strategist Gregory Ciotti points out, "People who are labeled as 'superior' consumers tend to spend more, and those in the 'regular' class aren't affected"

 

When choosing labels to use, make sure your target would not be offended by them.

 

Labels that flatter can work well. So, too, can labels that attribute certain relevant characteristics to your target.

 

Consider labeling techniques when naming your products and services to help differentiate them from others in the market, and to make them more appealing to your audience.

 

People will behave in a manner consistent with the group they've been told they belong to.

 

When you label a customer as belonging to a group, they will begin to act in ways that are consistent with it.

 

People will accept labels that they'd not previously considered applied to them, as long as the label is not one they find disagreeable.

 

Labels can change how people view themselves and how they subsequently behave.

 

How you label the source of information can impact a person's receptivity to it.

 

The way you refer to your products can influence how customers perceive them.

 

Label prospective customers in a way that is consistent with the actions you're asking them to take.
 

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