applied know how
Winning over customers is never easy.
Increasingly, through social psychology is leaking into the commercial process and the modern customer now requires us to acknowledge that many cognitive biases prevent customers from buying. Understanding these psychological factors is critical to success because even the customer is often unaware of them.
In B2B, knowing these issues is especially important because marketing and sales teams must align around them in their communications.… Read more
“A baseball bat and ball costs $1.10, and the baseball bat is $1.00 more than the ball, how much does the ball cost?
Write down your answer… and we’ll get back to your answer shortly.
In our summary series addressing how you can grow your business we settled upon exploding a series of marketing myths, one myth- that consumers take the time and energy to consciously search through options in selecting the best brands or solution to their problems – we’ll address in more depth today.… Read more
Over the past month I’ve been focusing on changing consumer behaviour, I started with a general model by B J Fogg on the fundamentals of behaviour change- motivation, ability, and trigger.
Its a great model- easy to understand and through some worked examples easy to use in your business, easy to use to simplify what you do, easy to diagnose problems in your business and easy to communicate.… Read more
We’ve all seen those signs in hotel rooms encouraging us to reuse our towels.
Here’s one from the Marriott.
The cynic in me thinks, of course it would save the hotel time, and money if I reuse my towel. But fundamentally reusing towels does provide a strong benefit to the environment potentially saving 273,000 litres of water, 6200 litres of oil, and preventing nearly 200 litres of detergent from being released into the environment per hotel, per year in just the USA.… Read more