We are in the middle of the post Christmas sales, an orgy of discount opportunities for consumers as retailers rush to clear stock, and take advantage of the behavior consumers exhibit every new year, “buy, buy, grab the discount”.
Have we trained customers to expect great deals post Xmas, do they put off spending at full price till the post Xmas period, not because the deals are great, but because they have been trained to do so?
Clearly the answer is yes, customers have been trained, just like Dr Pavlov demonstrated.
So, what else can customers be trained to do? When you think about it, the list gets pretty long.
Switch brands indiscriminately
Be impatient and unforgiving
Expect free service, whilst getting a discount price
24 hour delivery
The list goes on, but to each, there is a positive side, customers can be trained to stay with the one brand, not to expect discounts and unreasonable service and warranty, not all of them, but usually enough to make the investment worthwhile, as the alternative is to go broke being the cheapest to all, rather than delivering genuine value to those who are prepared to pay for it.
What are you training your customers to expect?