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The Secret Sales Strategy That Made McDonald's Millions (and How You Can Copy It!)

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Alun Hill
March 14, 2025

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Back in high school, if "everyone was doing it," you felt the pressure to join in.

One year, it was the latest sneakers—if you didn’t have them, you were out of the loop. Then came the new iPhone.

It didn’t matter if the old one worked just fine—what mattered was being part of the crowd.

Funny thing?

People never really grow out of this mindset.

The power of social proof is real, and smart marketers know how to use it.

The Science of Social Proof

Researchers tested this idea by asking 40 football referees to evaluate a Liverpool vs. Leicester City match.

Half watched the game with crowd noise, half without.

The results?

Mind-blowing. The referees who heard the home crowd cheering awarded 15% fewer fouls against the home team.

That’s right—the noise swayed their judgment.

And guess what? The same thing happens in marketing.

If people see that others are buying, they’ll want to buy, too. It’s not just hype—it’s psychology.

How Brands Are Cashing In on Social Proof

Here’s how some of the biggest companies use the “everyone’s doing it” effect to drive massive sales:

✅ McDonald's McFlurry – Label It “Most Popular” and Watch Sales Explode 

McDonald’s didn’t change the McFlurry recipe.

They just slapped a “Most Popular” label on it. Sales jumped by 55%. People didn’t suddenly crave ice cream more—they just didn’t want to be left out.

✅ Amazon’s Best Seller Tag – The Ultimate FOMO (Fear Of Missing Out) Trigger 

Ever bought something just because it was labeled a “Best Seller”?

You’re not alone. Seeing that others are buying reassures you that it’s the right choice.

And Amazon knows it.

✅ The Movie Theater Trick – Make It Look Like Everyone's Watching 

Ever noticed how theaters highlight movies that are “Selling Out” or “Now Playing in Two Theaters”?

That’s pure social proof.

Suddenly, you feel like you need a ticket—even if you weren’t interested before.

How to Use This in Your Business

💡 Highlight Popularity – Label products as “Best Seller,” “Most Popular,” or “Customer Favorite.” Even if people weren’t planning to buy, they won’t want to miss out.

💡 Showcase Social Proof – Feature testimonials, user counts, or purchase numbers (“Join 10,000+ happy customers!”). If others love it, new buyers will trust it.

💡 Create Urgency – Phrases like “Selling Out Fast” or “Only a Few Left” trigger the fear of missing out (FOMO), pushing hesitant buyers over the edge.

The Bottom Line

Next time you feel that “everyone else is doing it” urge, know that you’re being influenced by social proof. 

And so are your customers.

Use it the right way in your business, and watch sales skyrocket—just like McDonald’s did with the McFlurry.

Because at the end of the day, we all want to belong to the crowd.

Alun