Behavioral science which dominated by a psychiatrist or behavioral medicine specialist can actually be also applied in the science of everyday marketing. Consumers may be analogous like the patients who require behavioral change toward healthy living that aspired. To change the behavior toward a new behavior, more healthy behaviors, a doctor should be able to give encouragement or support to the patient, while the patient to change must be supported by a reinforcement that is positive.
So is the consumer, in buying a product so consumers need an incentive or support in order to choose the products offered. This is where the marketer can act like a psychiatrist or physician who wants to change the behavior of “the patient” to be able to run what is desired by the marketer.
One of the things that drive behavior change is positive reinforcement to change behavior. In the minds of patients who were asked to change his behavior to be healthier, there would be a question of “What’s in it for me if I change my behavior?” Doctors should be able to answer it well with the evidence that supports that behavior change will lead to better health. So is also a marketer, he should be ready with a lot of data that support the consumer question “What’s in it for me if I buy your product?” The more benefits that can be obtained due to changes in behavior, the easier it are for the person to change his behavior.
So, have you provide Positive Reinforcement for your potential customers?