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Christopher Penn, the co-host of the “Marketing Over Coffee” podcast has pointed out that in-spite that the word 'free' can set off some spam filters, it's often worth using in email subject lines because of how dramatically it boosts open rates.Shoppers simply like the idea of getting something for nothing - and can you blame them?According to several behavioral psychology studies, new products, novel solutions, and a sense of adventure draw shoppers to products with the 'new' label.Consumers have a positive association with everything new - we're constantly wanting a newer car, new clothes, and the newest technology.Gregory Ciotti, founder of Sparring Mind, argues that the word 'free' exposes humanity's general aversion to loss.In economics, loss aversion describes the idea that people will frequently choose not to lose something (money) rather than to gain something, even something of relatively greater value.

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In a series of experiments, Ariely found that consumers would pick a free item over a very low-cost item, even when that low-cost item represented a greater overall value.Guaranteeing their purchase diminishes the possibility of loss. Ecommerce merchants should inject their copy with 'guarantee,' 'money-back guarantee,' and variations like 'or your money back' on their product page.You should also develop a return policy and it goes without saying that you must hold up your end of the guarantee.Make sure your product descriptions, press releases, and blog posts use the word 'new' and focus on new products as well.The word 'free' isn't just a price - it's a powerful emotional trigger and a source of irrational excitement.




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