The psychology of numbers

[TheGodfather]

Here is a little question,

I'm writing my sales copy and I have some doubts, so before I make my copy appear on the site, I wanted to ask you this:

Do bigger numbers make a difference? i.e. If i said that they have a 3 month money back guarantee; or would it be better if i said that they have a 90 days money back guarantee? Is it the same if I say get your XY in 24 hours or would it be better to write 1 day (so that it sounds less)?

What is the copywriters stand point on that?

[Chris Ramsey]

I prefer the bigger numbers. I haven't done any testing on this though, so I can't give you rock-solid evidence that it works better. It's just what feels better to me.

[TheGodfather]

sweet... I'm sooo gonna abuse this (in a legal way of course)...

[Kevin Lam]

Bigger numbers. LOL, go for it.

[Raydal]

There was an interesting article referenced in a post here
a few weeks ago about this same subject. You may want
to do a search for it.

But for sure people tend to hold on to the first number they
see without regarding the rest. So for example, $9.99 sound
a lot cheaper than $10.00.

And if you use the smaller unit (like hours) the higher number
makes it appear longer. BUT 'days' sound longer than 'hours'.

I don't think that these things would break or make your
copywriting, but they are still good to know. Every little
strategy counts.

-Ray Edwards

[TheGodfather]

My first million, here I come ...

[ARSuarez]

Hello,

If you can implement it along the way, '7' is a number consumers like.

Not sure why, but they do. For example: a company raised its price from $39 to $47 and conversions increased.

I've heard Yanik Silver, Trevor Crook, and other excellent copywriters discuss this at length.

All the best,

Angel

[EmmaJames]

Originally Posted by Raydal

There was an interesting article referenced in a post here
a few weeks ago about this same subject. You may want
to do a search for it.

But for sure people tend to hold on to the first number they
see without regarding the rest. So for example, $9.99 sound
a lot cheaper than $10.00.

And if you use the smaller unit (like hours) the higher number
makes it appear longer. BUT 'days' sound longer than 'hours'.

I don't think that these things would break or make your
copywriting, but they are still good to know. Every little
strategy counts.

-Ray Edwards

As a consumer, I find myself doing that...thinking $9.99 means
I'm getting a product for less than $10. It works.

And truthfully, a 90 day money-back-guarantee just seems
longer than 3 months...

So go for big numbers - from a consumer stand point...I think
it works.

[redfc]

Hi warriors,

I'm not sure how numbers and psychology came into play and affect our thought but I know in my country 8 is the preferred number, in japan 9 is consider not a lucky number.

Seems like, 7 is preferred in the west.

Numbers and its power, thanks everyone for sharing these great thoughts.
cheers

[Ken Strong]

Originally Posted by TheGodfather

If i said that they have a 3 month money back guarantee; or would it be better if i said that they have a 90 days money back guarantee?

Why not a 7,776,000-second guarantee?

[Darrel Hawes]

Originally Posted by KenStrong

Why not a 7,776,000-second guarantee?

Smart alec.

[TheGodfather]

Originally Posted by KenStrong

Why not a 7,776,000-second guarantee?

second is a small value so no matter what value you put in you will get a bad respoonse.... a second goes away ...just like that...*snaps his fingers*

[CopyMonster]

Originally Posted by TheGodfather

Here is a little question,

I'm writing my sales copy and I have some doubts, so before I make my copy appear on the site, I wanted to ask you this:

Do bigger numbers make a difference? i.e. If i said that they have a 3 month money back guarantee; or would it be better if i said that they have a 90 days money back guarantee? Is it the same if I say get your XY in 24 hours or would it be better to write 1 day (so that it sounds less)?

What is the copywriters stand point on that?

In short - yes, numbers do make a difference.

I'll also throw in something else for consideration here - perception is impacted greatly by the context. Cialdini discussed this in his book referring to the contrast principle.

For example:
Copywriting services - if the generally held expectation is for weeks and months to complete a good sales piece, then the difference between 1 day and 24 hours will hold minimal persuasion impact. Cut the expectation back to 3-5 days and you might see that difference widen up.

Physically - grab three containers of water, one hot, one room temperature and one cold. Line them up hot to cold. Dip left hand in hot water and right hand in cold water for 30 seconds. After time is up, dip both into the room temperature water. The left hand will feel like it has just been dipped into freezing water and the right will feel like it is dipped into screaming hot water. Same water in the second container - completely different perception.

Visually - how do these two lines of the same length appear?: http://www.ottobw.dds.nl/filosofie/v...llusion_01.gif What's really the difference?

If you look at it closely, the most successful sales people pick up on subtleties in a prospect's situation that impact the pace, tone and appeal of a proposal and adapt to that.

Bottom line: The ability to sell/persuade is not just about the presentation/pitch, it's about recognizing the setting/environment and bending that to your favor.

[Manfred Ekblad]

There is an article related to this, posted a couple of weeks ago, on Copyblogger

Can't post links yet, but you'll find it if you google:

site:copyblogger.com How to Use Copywriting Anchors for Smooth-Sailing Sales

[JohnnyPhunk]

I would say use a script and split test to see what produces the best results for you.