In this episode of Do This, Not That, host Jay Schwedelson welcomes Nancy Harhut, co‑founder of HBT Marketing and bestselling author of Using Behavioral Science in Marketing. Nancy unpacks cognitive shortcuts—like autonomy bias and magnitude encoding—that marketers can leverage to lift response rates even in shaky economic times.
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Best Moments:
(00:40) Introduction of behavioral‑science expert Nancy Harhut
(01:50) Marketing during uncertain economic times
(03:25) Autonomy bias—why giving choices boosts conversions
(04:39) BYAF (“But You Are Free”) technique can double response
(07:27) Magnitude encoding: how price positioning shapes perception
(09:20) Physical space the price takes up influences value perception
(10:18) Correct placement of original vs. sale prices for max impact
(13:24) The reciprocity principle—favors that compel customers to repay
(14:35) Where to connect with Nancy and grab her book
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