Jurek Leon is an Australian consultant in retail. He certainly knows his stuff, often talks on TV and puts out an excellent monthly newsletter for retailers which I recommend you subscribe too [Website removed] here.
His current edition has a fascinating post.
Say we have an item in your shop which was $9, now maybe you buy a whole lot at a low price or perhaps you want to get rid of them, so you decide to reduce the amount to $5.99. Note like many good retailers you are not going at $6, but $5.99 plus you are not going to say 33% off because you know that dollar amount discounts work better than percentage discounts.
So you make a label to sell them and say you have these two options.
Option A: The reduced price is shown in big letters
Option B: The old price is shown in big letters.
Now, have a good look and decide which one is better?
Please, after you have worked out which one is better and decide why you think its better scroll down to the answer below.
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Most people go for the first one, I did too as its the new price I want people to see, but studies show that it Option B that works better. Why? Well according to the study.
"It’s because the discounted price is literally smaller than the original. Behavioural economists like Bri Williams call this the ‘size-congruency effect’. She says you are better to go with your marked down price in smaller font (Option B) than the conventional stand out (Option A), proving yet again that our assumptions about how best to influence customers can often be incorrect."
This is an example to her that retailers need to test and measure results. I agree with that too, how else are you going to find what works best with your business.
