2024-04-25 20:16:18
Search State of Sales, carried out by Salesforce, revealed that selling has become more difficult. Sales professionals are adapting to an increasingly competitive world with limited resources. Success goes beyond simple business transactions; it’s regarding understanding the consumer’s mind and offering personalized, impactful experiences. In this context, Neuromarketing and sales automation through Customer Relationship Management (CRM) systems emerge as fundamental pillars for business growth. And exploring the power of mental triggers in the sales funnel and CRM automation can be the difference in this journey in search of closing more deals.
Attractive colors and images, an emotional call and a repetitive jingle in TV commercials are elements purposely designed with the aim of generating a connection between the brand and the public. This is the impact of Neuromarketing, a discipline that combines cognitive biases and mental triggers, and has revolutionized the way companies understand and influence consumer behavior.
According to the Brazilian Institute of Neuromarketing (IBN), cognitive biases are predictable patterns of thinking that arise due to cognitive limitations, past experiences and contextual influences, and can lead to irrational decisions. People tend to seek and interpret information in a way that confirms their pre-existing beliefs, for example. This is confirmation bias and can lead to a tendency to ignore contrary evidence or give more weight to information that confirms your opinions.
On the other hand, the IBN states that mental triggers are stimuli or signals that activate certain areas of the brain and trigger an emotional or behavioral response. They are designed to influence behavior and purchasing decisions subconsciously through words, images, colors, sounds or even scents that evoke specific emotional associations.
For neurocommunication and neurosales specialist, Mariana Provazi, understanding these biases allows marketers to create strategies that take advantage of these cognitive distortions to positively influence consumer behavior. “Mental triggers are a powerful tool for capturing consumers’ attention and creating emotional connections with brands. They allow us to effectively communicate the benefits of a product or service, through messages and campaigns that resonate deeply with target audiences and influence customers to act in desired ways,” she explains.
The Customer Relationship Management (CRM) model emerged 50 years ago, absorbing marketing concepts only in the 1980s and automation software in the following decades. For Mariana Provazi, today CRM is a crucial solution for companies that want to optimize their relationship with consumers and with the implementation of cognitive biases and mental triggers, this relationship has made decision-making even more efficient, generating a significant increase in sales. “CRM automation focused on the consumer journey and experience has allowed companies to personalize their interactions with customers based on behavioral data and purchase history, increasing the efficiency of strategies in the sales funnel”, highlights the expert.
At Humaniza Comunicação Integrada, of which Mariana Provazi is CEO, the implementation of CRM has already been carried out in more than 20 companies and in six months customers already have the system in full operation with positive results. “During the CRM implementation, we already configured the entire customer journey using Neuromarketing techniques, with cognitive biases and mental triggers, in marketing and sales strategies. And we observed that companies that use the tool with this configuration increased the conversion rate of leads into customers by 10 times, in addition to greater loyalty”, she explains.
Mariana reinforces that in an increasingly competitive business scenario, the intelligent combination of Neuromarketing and sales automation through CRM proves to be a winning strategy for boosting growth and customer loyalty. For the businesswoman, by understanding the power of mental triggers and applying them ethically and strategically, in addition to increasing their sales, companies can also create deeper and lasting connections with their customers. “The future of marketing and sales is driven by cognitive science and technological innovation”, adds Mariana Provazi.
1714122467
#CRM #Neuromarketing #companies #sell