Re-Framing Customer Decisions By Priming Them With a High Number Anchor

Using a high number anchor such as '18' instead of non-specific terms like 'them' when presenting options to customers can significantly influence their buying behavior. In a study with Snickers bars, using '18 for your freezer' instead of 'them for your freezer' led to a 38% increase in sales. The specific number acts as a mental nudge, making customers reconsider their initial zero-based thought process. When faced with a large number like 18, customers tend to adjust downwards, psychologically anchoring their decision-making. This demonstrates that the way choices are framed can impact consumer decisions, as the subtle shift in the question being asked - from 'would you like some Snickers' to 'how many do you want to buy' - plays a crucial role in influencing customer behavior.