.png)
How a simple change in messaging doubled purchase quantities (proven by 914 shoppers)
A study of 914 shoppers proved that suggesting a higher purchase quantity (without any discount) doubled sales volume. You don't need discounts to sell more - you need strategic anchoring.
Most businesses slash prices to drive volume. The smart ones? They use psychology instead.
Let's break down the science behind this (backed by hard research).
A groundbreaking marketing study examined 914 shoppers with a simple price tag change - no discounts offered. The result? A staggering 112% increase in sales through positioning alone.
The researchers tested two simple signs in a store. The first read "Buy Snickers for your freezer" while the second specified "Buy 18 Snickers for your freezer." This minor change in messaging led to dramatically different buying patterns.
Without any anchor, customers purchased an average of 3.3 units. When given a low anchor of 4 units, this nudged slightly to 3.5 units. But here's where it gets interesting - with a high anchor of 12 units, purchases skyrocketed to 7.0 units per buyer.
By simply suggesting a higher quantity, the high anchor more than doubled purchase amounts without touching the price tag.
When you set a reference point, it becomes the new "normal" in your customer's mind. This makes smaller quantities feel insufficient while simultaneously removing psychological barriers to buying more. Best of all? Your margins stay completely intact.
Instead of offering "20% off 3 units," confidently state "Most clients start with 6 units."
Rather than suggesting "Bulk pricing available," establish the norm with "Standard package: 10 units."
Replace the predictable "Save on annual plans" with "90% of members choose annual."
The anchoring bias means higher reference points naturally lead to higher purchases. Social proof makes the "normal" quantity feel safer, while mental adjustment ensures that even if customers don't hit the anchor, they'll still buy more than they planned.
Remember, discounts train customers to wait for sales. Anchors train them to buy more at full price. You don't need to slash prices to move volume. You need to master the psychology of suggestion. Your margins will thank you.
