Decoy Marketing Hatches an Egg

Decoy marketing offers  false choices to make another choice look more appealing. Sometimes adding a less attractive offer will close more deals on the better offers.

‘Need to sell more of a product or service? Here’s a counter-intuitive idea: offer your customers a similar, but inferior product at about the same price. While it’s unlikely that they will actually buy the less attractive item you may see a jump in sales of what you are trying to sell. That’s decoy marketing.’ The originators  of this article, neurosciencemarketing, have now come up with more decoys under the heading Compromise Marketing.

These methods need to be used with extreme care but understanding the psychology of your customers is a key business skill.