Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 29

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 32

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JRequest::clean() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 33

Strict Standards: Non-static method JRequest::_cleanArray() should not be called statically in /usr/www/users/lenagr/libraries/joomla/environment/request.php on line 463

Strict Standards: Non-static method JRequest::_cleanArray() should not be called statically in /usr/www/users/lenagr/libraries/joomla/environment/request.php on line 464

Strict Standards: Non-static method JRequest::_cleanArray() should not be called statically in /usr/www/users/lenagr/libraries/joomla/environment/request.php on line 465

Strict Standards: Non-static method JRequest::_cleanArray() should not be called statically in /usr/www/users/lenagr/libraries/joomla/environment/request.php on line 466

Strict Standards: Non-static method JRequest::_cleanArray() should not be called statically in /usr/www/users/lenagr/libraries/joomla/environment/request.php on line 467

Strict Standards: Non-static method JRequest::_cleanArray() should not be called statically in /usr/www/users/lenagr/libraries/joomla/environment/request.php on line 468

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 35

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 38

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 39

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 46

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 47

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 50

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 53

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 54

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 57

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/joomla/import.php on line 58

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JFactory::getApplication() should not be called statically in /usr/www/users/lenagr/index.php on line 31

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Redefining already defined constructor for class JObject in /usr/www/users/lenagr/libraries/joomla/base/object.php on line 57

Strict Standards: Non-static method JApplication::getInstance() should not be called statically in /usr/www/users/lenagr/libraries/joomla/factory.php on line 46

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JApplicationHelper::getClientInfo() should not be called statically in /usr/www/users/lenagr/libraries/joomla/application/application.php on line 132

Strict Standards: Declaration of JSite::getRouter() should be compatible with & JApplication::getRouter($name = NULL, $options = Array) in /usr/www/users/lenagr/includes/application.php on line 377

Strict Standards: Declaration of JSite::getPathWay() should be compatible with & JApplication::getPathway($name = NULL, $options = Array) in /usr/www/users/lenagr/includes/application.php on line 377

Strict Standards: Declaration of JSite::getMenu() should be compatible with & JApplication::getMenu($name = NULL, $options = Array) in /usr/www/users/lenagr/includes/application.php on line 377

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/joomla/registry/registry.php on line 19

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Declaration of JSession::set() should be compatible with JObject::set($property, $value = NULL) in /usr/www/users/lenagr/libraries/joomla/session/session.php on line 737

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/joomla/session/session.php on line 19

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Warning: session_start(): Cannot send session cookie - headers already sent by (output started at /usr/www/users/lenagr/libraries/joomla/import.php:29) in /usr/www/users/lenagr/libraries/joomla/session/session.php on line 423

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Warning: session_start(): Cannot send session cache limiter - headers already sent (output started at /usr/www/users/lenagr/libraries/joomla/import.php:29) in /usr/www/users/lenagr/libraries/joomla/session/session.php on line 423

Warning: Cannot modify header information - headers already sent by (output started at /usr/www/users/lenagr/libraries/joomla/import.php:29) in /usr/www/users/lenagr/libraries/joomla/session/session.php on line 426

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/joomla/html/parameter.php on line 21

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Declaration of JRegistryFormatINI::objectToString() should be compatible with JRegistryFormat::objectToString(&$object) in /usr/www/users/lenagr/libraries/joomla/registry/format/ini.php on line 281

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JPluginHelper::importPlugin() should not be called statically in /usr/www/users/lenagr/index.php on line 41

Strict Standards: Non-static method JPluginHelper::_load() should not be called statically in /usr/www/users/lenagr/libraries/joomla/plugin/helper.php on line 92

Strict Standards: Non-static method JPluginHelper::_import() should not be called statically in /usr/www/users/lenagr/libraries/joomla/plugin/helper.php on line 97

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JFile::exists() should not be called statically in /usr/www/users/lenagr/plugins/system/socialloginandsocialshare.php on line 15

Strict Standards: Non-static method JPath::clean() should not be called statically in /usr/www/users/lenagr/libraries/joomla/filesystem/file.php on line 373

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Redefining already defined constructor for class JPlugin in /usr/www/users/lenagr/libraries/joomla/plugin/plugin.php on line 75

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Declaration of JEvent::update() should be compatible with JObserver::update() in /usr/www/users/lenagr/libraries/joomla/event/event.php on line 29

Strict Standards: Non-static method JLoader::load() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 161

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 138

Strict Standards: Non-static method JLoader::import() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 186

Strict Standards: Non-static method JLoader::register() should not be called statically in /usr/www/users/lenagr/libraries/loader.php on line 71

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7 трюков безжалостного маркетинга

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24.04.2013 15:23
Маркетинг — действительно жестокая наука. И его законы, как и множество других, на самом деле действуют. Даже когда мы о них знаем.

Старший редактор авторитетного американского журнала The Atlantic Дерек Томпсон в своей пронзительной статье вскрыл подноготную политики продаж и поделился тайными приемами маркетинговых кампаний. В качестве примера он приводит типичные ситуации, с которыми сталкиваются покупатели, то есть все мы, каждый день.

Редакция AdMe.ru предлагает вам прочитать статью, которая позволяет по-новому взглянуть на рыночные игры компаний.

Вы зашли в кофейню, а там проходят одновременно две акции: первая предлагает дополнительно 33% кофе, вторая — скидку 33% на стандартную чашку кофе. Какая акция выгоднее?

Скорее всего, вы скажете — они одинаково выгодны. И так же скажут очень многие. Но давайте разберёмся подробнее. Допустим кофе стоит $2 за 200 мл ($1 за 100 мл). При первой акции вы получаете 266 мл за $2, т.е. платите $0,75 за 100 мл. Во второй акции вы получаете 200 мл за $1,34, т.е. платите $0,67 за 100 мл. Вторая акция получается выгоднее!

НО! Для покупателя гораздо приятнее получить что-то дополнительно за ту же цену, чем получить скидку. Поле для применения этой особенности безгранично. Вспоминаем супермаркеты: «На 10% больше зубной пасты по той же цене!», «На 25% больше хлопьев!»

Почему работают такие уловки? Во-первых, потому что покупатели часто не помнят, сколько должны стоить те или иные продукты (попробуйте точно вспомнить, сколько стоит молоко, которое вы последний раз покупали). Во-вторых, хотя люди и рассчитываются реальными деньгами, но решения принимают только на основе домыслов и догадок, которые появляются из-за незнания, как обращаться с цифрами.

Далее я расскажу ещё о 7 трюках, которые успешно применяются в магазинах.

1. Наше восприятие зависит от цены, которую мы увидели первой

Вы зашли в магазин и увидели дизайнерскую сумку за $1000. «Штука баксов за какой-то мешок??» Вы будете невероятно возмущены. Пройдя дальше, вы видите отличные часы за $300. Это дорого! Часы могут стоить дешевле! Но вам кажется, что это вполне нормальная цена, потому что вы сравниваете её с первой увиденной вами. Таким образом, магазины могут правильно расставлять товар, чтобы направить ваши мысли в нужное русло.

2. Мы боимся крайностей

Нам не нравится чувствовать себя «беднотой», когда мы покупаем самые дешёвые продукты, однако нам и не нравится чувствовать себя обманутыми, когда мы покупаем самый дорогой продукт, а по качеству он оказывается довольно средним. Магазины используют это наше мышление против нас, чтобы продать тот товар, который нужно.

Было проведено такое исследование: на стойку в магазине выставили 2 вида пива. «Премиум» за $2,5 и пиво, помеченное ярлыком «Выгодная покупка», за $1,8. Около 80% покупателей выбрали более дорогое пиво. Затем поставили ещё один вид пива с ценником: «Супер-выгодная покупка» по цене $1,6. Теперь 80% покупателей выбрали пиво за $1,8, а остальные — за $2,5. Никто не взял самое дешёвое пиво.

На третьем этапе убрали пиво за $1,6 и поставили «Супер-премиум» за $3,4. Большинство покупателей выбрали пиво за $2,5, небольшое число покупателей — за $1,8, и только 10% выбрали самое дорогое.

3. Мы любим истории

Поставьте в магазине рядом с хлебопечкой за $279 хлебопечку за $429. Параметры их должны различаться очень незначительно. Продажи более дешёвой хлебопечки серьёзно увеличатся, хотя дорогую вряд ли кто-то купит (разве что, пара человек). Это происходит потому, что мы не ощущаем реальной ценности вещей, а так кажется, что мы покупаем очень дёшево. А потом можно говорить: «Представляешь, купил хлебопечку всего за $279! А там стояла такая же почти, но за $429! И какой дурак её купит!» Хорошая история.

4. Мы делаем то, что нам говорят

В школе был проведён эксперимент. Фрукты и салаты были выставлены на подсвеченную стойку, как конфеты или другие сладости, и этот приём заставил детей есть больше салата и фруктов. Он действует и в отношении взрослых. Опытные рестораторы составят меню таким образом, что те блюда, которые они хотят продавать чаще, будут выделены каким-либо образом или снабжены большой и яркой картинкой, чтобы привлечь ваше внимание. Так что, видите слишком яркий пункт в меню, сразу вспоминайте о том, что именно этим блюдом вас хочет в первую очередь накормить ресторан.

5. Мы совершаем необдуманные поступки под влиянием алкоголя, усталости и других факторов

Когда человек выпивает, устаёт или находится в состоянии стресса, он сильно упрощает внутренние вопросы, которыми сопровождает покупку. Это можно сравнить со знакомствами в баре. Вы видите незнакомца (незнакомку), но не думаете: «Интересно, достаточно ли он образован и обладает ли необходимыми моральными качествами, чтобы составить мне достойную партию?», вы скорее подумаете что-то вроде: «Уммм, он ничего так». Именно поэтому автоматы с водой, кофе и снэками устанавливают на выходе из огромного супермаркета. Покупатели устали, им хочется пить и есть, они хватают всё, не задумываясь о том, что это стоит неоправданно дорого. Так что вот вам совет: хотите заключить сделку, которая подразумевает некоторый риск со стороны вашего партнера, — на деловом ужине должен быть алкоголь. Ну, или поймайте партнера после очень напряженного дня.

6. Магия цифры 9

Мы все знаем эту фишку: всего за $1,99. Это тоже самое, что и $2! Мы понимаем это, но магия цифры 9 продолжает действовать, и мы берём не очень-то и нужную вещь только потому, что она манит нас скидкой. Будьте неподкупны! Не говорите самому себе — это вещь стоит чуть дороже доллара! Помните, она стоит все два!

7. Мы подвержены острому чувству справедливости

Мы не любим, когда нас обманывают, мы считаем, что к нам должны относиться справедливо. Но мы не знаем цену вещам и услугам. И мы ищем подсказки и сигналы от тех, кто эти вещи и услуги нам продаёт. Дэн Ариэли, профессор психологии и поведенческой экономики, провел простой, но очень показательный эксперимент. Он объявил, что проведет вечер поэзии для студентов. Одной группе студентов он сказал, что вечер платный, а другой — что им заплатят за то, что они придут послушать. Перед началом концерта было объявлено, что он бесплатный, т.е. и первой группе не нужно ничего платить, и второй ничего не заплатят. Студенты из первой группы с удовольствием остались: они получали что-то стоящее и при том бесплатно. Студенты второй группы практически все ушли, так как им казалось, что их насильно сюда притащили.

Какова нормальная цена для поэтического концерта, который даёт профессор психологии? Студенты этого не знали. И никто не знает. Сколько должна стоить мужская рубашка? Сколько должен стоить кофе? А страховка на машину? Да кто его знает! Люди не знают стоимость вещей, а в результате наш мозг использует то, что понимает: визуальные образы, подсказки, эмоции, сравнения, отношения... Покупатели не то чтобы не знают математику, просто она тут ни при чём.

Источник: The Atlantic


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