Boost Your Marketing Based On Science (Part 3)

tate tougue bitter sour sweet salty

I watched an Olivier Roland’s video and I learned good stuff.

Click if you didn’t read Part 1  and Part 2 .

Taste

Taste is a bit of an amalgam of 5 senses because it’s necessary to use 5 senses to have the full sensation of taste in the brain. It’s enough that it misses 1-2 senses so that the flavor modified. When a brand works to be recognized by several senses, it improves the credibility and the memorization of the brand.

An effective sensory marketing is based on the coherence of the senses to increase the positive evaluation of products, stores and visiting intentions. This multisensory experience increases the probability of creating strong and lasting emotional connection with the consumer.

Cognitive ergonomics, pricing, distribution and sales

cognitive ergonomics

Rules of innovation, presentation product/service and a good selling price increases the turnover and improves a brand’s perceptions. Consumers spend more time in a store when the place is thematized, theatrical or with a sensory experience.

Creating nice design for the brain helps a product to succeed in a market. Certain specific packaging’s elements attract the attention and interest of the brain. Imaging and iconography provike emotional evocation, color awakens somatic makers, writing gives meaning to the product and the brand gives the product qualities linked to its essence.

The preception and the price of a product/service by the brain have important consequences on the amount of purchases. An inapproritate price compared to consumers perception on the price-quality ratio can cancel a sale. A consumer refuses to pay for an expensive product if the quality seems low. With a price too low, a consumer thinks that the quality is bad.

The psychological price, which is the price that a consumer is willing to pay to buy a product/service, is the fundamental basis for the price policy.

Pay creates an impression of pain in the brain and there are several solutions to decrease or avoid this feeling : payment term, credit, deferred payment, product/service presentation like Premium, billing per month rather than per hour, price below a fixed price ($ 299.99 instead of $ 300.00).

When stores are thematized, theatrical or with a sensory experience, it increases the presence time of consumers as well as the interest. The result is an increase in turnover and an improvement in the brand perception of the store.

Subliminal relationship

subliminal messages

Since antiquity, communication has used many subliminal techniques to be more persuasive. Subliminal communication target directly the brain’s subconscious. Ads is still based on Aristote’s rhetoric method to improve credibility and Cicero. Here are Ciceron’s recommendations  : It’s necessary to prove the truth of what you say, it’s Logos. To reconcile the benevolence of the listeners by using the Ethos and to awaken in them all the emotions useful to the cause with Pathos.

  • Logos

    This corresponds to the choice of logical and rational messages. Theses messages show indisputable arguments about the quality of the product/service on an innovation that other brands don’t have.

  • Ethos

    This is to give confidence or seduce consumers.

  • Pathos

    It’s about message based on emotions.

Communications can be based on hedonism to look for inner well-being or joy like luxury or sex. To trigger strong emotions and enter in the memory, messages can be violent as for example advertisements on the road safety.

Subliminal communication target directly the brain’s subconscious, bypassing the barrier of reasoning. Even though subliminal communication is prohibited in some countries, many methods are allowed and used in advertising.

Advertising entertainment is an advertising based on the spectacular using humor or art with the harmony’s rules like Golden Ratio , Vitruvian Man , eroticism, etc.

Brands works with emotions to influence the consumers brain to make purchase. Consumer’s brain is attracted by brands whose history is reminiscent of known myths memorized in the unconscious (copy by somatic markers).

Brands need to create a story, an original epic that can be told in the community and be told for several generations.

Community and social networks

community

Community and social networks influence the consumer’s individual consciousness, which make it a collective consciousness. A consumer has access to a huge amount of information from different sources in real time. This information comes from all over the planet. This access to information allows the consumer to make comparisons before buying. With interactivity, a consumer becomes a neuro-consumer-actor. We’re living the creations of a new behaviororal generation of neuro-consumer multiprogrammed, it means people who consult several media at the same time.

We’re slowly entering a world where zapping replaces logic and reflection. A world where people prefer sequential information based on emotion rather than linear information based on conceptual reasoning.

Several factors influence the purchasing behavior : free economy, uberisation or participative economy of purchases, return of auctions, the wait of the proposal of purchases of the last minute, used to choose from several references as with Amazon (70 millions products), geolocalisation use of different sales channels (social networks, internet, smartphone, etc).

There are methods to meet these new expectations, permission marketing and digital marketing desire.

  • Permission marketing

    Permission marketing allows communication only with prospects who have given their agreements.

  • Desire digital marketing

    The digital marketing of desire is based on quality content and the pratice of « one-to-one ». « One-to-one » is the creation of a personalized relationship with each consumer and to develop this relationship.

Consumers saturated by the advertising of digital marketing gives a very limited confidence to the brands coming from traditional communication. They prefer to seek advice from people who have already tested the brand, product or service.

Use a viral marketing, buzz or word of mouth to spread positive communication on social networks across communities can seriously increase sales. This viral marketing, buzz or word of mouth is based on the oldest media in the world : the rumor. With the development of internet (website, blog and social networks), recommendation becomes more important than the communication.

Share this article if you think it can help someone you know. Thank you.

-Steph

Boost Your Marketing Based On Science (Part 1)

brain

I watched an Olivier Roland’s video and I learned good stuff.

Let’s see what neuroscience found on things that influence people to buy.

The book of Michel Badoc and Anne-Sophie Bayle-Touroulou « Le neuro-consommateur » (in french)  helps us better to understand this.

It’s a book that has been written for other researchers and academics. This is why this book is very interesting for entrepreneurs and consumers.

Here are the elements from this book to boost your marketing.

Until now, marketing and communication are based on the rational purchasing decisions and perceptions of advertising messages by the consumer. But neuroscience shows us that a huge part of our actions come from the subconscious part of our brain.

For A.K Pradeep  and Martin Lindstrom , only 15% of purchasing decision are rational. Current marketing studies limited in the accuracy of customer behavior. What customers say doesn’t always match what they do. Responses collected during a market study can be influenced by context, which disturbs responses. With neuroscience, we can directly communicate with the brain to try to improve marketing.

Here the elements found in neuroscience on the unconscious behavior of consumers.

  • Age et gender

  • Memory

  • Emotions and desire in the decision

  • 5 sens

  • Cognitive ergonomics, pricing, distribution and sales.

  • Subliminals relationships

  • Community and social networks.

Let’s go, we’ll see that in detail. We’ll start with age and gender because these 2 create behaviors and attitudes, sometimes, difficult to understand by a person who doesn’t belong to the same category.

Age

reptilian limbic neocortex brain

Reptilian brain

It’s the center of instincts and the satisfaction of primary needs. This mainly affects young children. They respect the leader who is the mother or the father but also the strongest person who can protect them in case of external danger.

Limbic brain

It’s the center of stress emotions, instinctive behavior and memory. This mainly influences teenagers. They are mainly attracted by new brands / products and original fashions that can distinguish or oppose them to adult fashions.

Teenagers are often interested in causes or subjects with a lot of emotions : social, humanitarian, ecological, fair trade, etc. They prefer emotional communication over rational information.

neocortex,

It’s the center of anticipation and decisions. This mainly affects adults.

With internet, we can see several big differences in the generational behavior of consumers. There are Digital Native and Digital Immigrants and these 2 categories require different approaches.

digital native immigrant

Digital Natives

These are the people who grew up with computers, smartphone and internet. They prefer to have jerky information without verb and without object complement. They can read in parallel information on several different media. They don’t need to structure their thoughts and they can have a random read mode. They feel emotions much more with colors and designs rather than structured text. They want things to go fast.

Digital Immigrants

They prefer a linear processing of information. They like the text’s logic. They wish to receive the information in a slow way with consistency in the structure. They want to keep their privacy and are wary of the information’s distribution on internet. They sometimes want to work alone.

Gender

gender male female

There is a distinct difference between the behavior of female and male consumers.

Female

The left hemisphere of the brain is more developed in women and they’re subject to the hormones influence. We can see more of this phenomenon when a woman becomes a mother. A woman like to communicate more that a man, she likes to talk and be listened to. She needs shares her ideas, feelings and emotions.

She’s very well oriented in time. A woman is less emotional than a ma but she is more sensitive because she has the sens of smell, hearing and touch more developed than a man.

Male

The right hemisphere of the brain is more developed in man and they’re subject to the influence of testosterone. A man is more emotional than a woman, but he expresses less his emotions. He likes action and competition. He’s very well oriented in space, which allows him to find shortcuts. The man’s view is very developed and is eroticized. This explains why the man is attracted by the nude, jewelry, makeup and clothes.

For these reasons, it’s easier to mee a man’s expectations compared to a woman’s expectations.

Differences

difference

Male

As you can see, man primarily uses his view to select a product or service that he can use to show his strength and seductive power. He likes offers that give short-term profits. He prefers simple and direct communication. He prefers images rather than text. Price is more important for the man than for the woman.

Female

A woman is more complex in her expectations. She processes information in a way that is both rational and emotional. A woman is not attracted by nudity. She is attracted by a neat person with harmonious clothes and neat hands. In the case of a salesman, a woman has no preference for a man of a woman. This is influenced by several elements : voice, smell, facial expression, capacity to listen and quality of answers of the salesman.

A women prefers written and documented communication. She likes social media because she can express her ideas and meet people who share her points of view. She filters rational messages through her emotions. She likes positive communications. Before selecting a product/service, she will compare it with competitors and get information with her friends, co-workers and other people with experience.

A woman is less impulsive than a man even if a purchase can serve as an antistress. For a woman, the touch’s quality and the smell can influence a purchase like clothes.

This is the end of the 1st part.

Share this article if you think it can help someone you know. Thank you.

-Steph

Work With An Alias

data science alias bar chart tableau mining

I have just enrolled in a Data Science course on Udemy and I learned good stuff.

In the last article, I showed you how to do a simple A/B test. We will continue with the result we had with the A/B test.

data science alias bar chart tableau mining

Here is the result of the A/B test. What is in orange is the percentage of men who left the bank, it’s 16%. What is in blue is the percentage of women who left the bank, it’s 25%.

With our bar chart we can quickly see that women are more likely to leave the bank than men, all the rest being equal in our sample.

I remind you that this is a basic A/B test. There are 2 type of A/B test, the basic A/B test and the statistical A/B test. The statistical A/B test is done with a statistical test like the KHI-2 test. For our case, the basic A/B test already give us good insights.

To make our bar chart even easier to read, we will work with aliases.

The first thing we will do is we will improve the format. Right-click on this space between « Gender » and the bars and select « Format… ».

data science alias bar chart tableau mining

The « Sheet » tab appears. In « Worksheet » changes the text size to « 12 ».

data science alias bar chart tableau mining

What is good with data mining is that we aren’t obligated to make a perfect chart because we don’t have to present them in a report to managers or a meeting.

For example, if I had to present this chart in a report, it would be necessary to change the vertical title. But we only make a model so this change isn’t necessary.

Now, look at this rectangle. We can see « Exited », « 0 » and « 1 ».

data science alias bar chart tableau mining

« 0 » means that the client stayed in the bank and « 1 » means that the client left the bank. We can also see that client who left the bank are in orange so 25% for women and 16% for men. And the client who stayed in the bank are blue so 75% for women and 84% for men.

We did an excellent basic A/B test but it would be much easier to read if we replace « 0 » with « Stayed » and « 1 » with « Exited ».

With aliases we can do that. An alias is to replace the binary results « 0 » and « 1 » with « Stayed » and « Exited » because it’s not easy to remember the meaning of « 0 » and « 1 ».

There are 2 ways to do it : create a calculated field or use aliases.

We will use aliases. Know that aliases are not going to change the « 0 » and « 1 » in the dataset, this change is only in Tableau.

In « Dimensions », right-click on « Exited » and select « Aliases… ».

data science alias bar chart tableau mining

data science alias bar chart tableau mining

A small window appears. In this small window, you can create an alias for each value contained in the « Exited » variable.

The variable « Exited » contains the value « 0 » and « 1 ». For the value « 0 », we will create the alias « Stayed » to say that the client stayed in the bank. For the value « 1 », we will create the alias « Exited » to say that the client left the bank. Then click on the « OK » button.

data science alias bar chart tableau mining

Look, we can see the new values in the rectangle.

data science alias bar chart tableau mining

The values « 0 » and « 1 » have been replaced by « Stayed » and « Exited ».

Now that the aliases saved, we will take the variable « Exited » in « Dimensions » and move it to « Label ».

data science alias bar chart tableau mining

data science alias bar chart tableau mining

Look, we have our aliases « Stayed » and « Exited » on the bar chart.

In this ways, it’s easier for people to read the bar chart without asking what meaning of « 0 » of « 1 » values. « Stayed » and « Exited » are clearer.

Now you know how to use aliases so that people can easily read the binary values of a chart.

Share this article if you think it can help someone you know. Thank you.

-Steph

The Trick To Have A Prodigious Result

results

I watched an Olivier Roland’s video  and I learned good stuff.

This trick is one of the fundamental principles for success. If you want an exceptional result, you need to have an exceptional behavior.

Having an exceptional behavior means have a different behavior from the majority of people. Think about it, if you do the same thing as the others, you will have the same results as the others, it’s simple and logical.

Look at this example. Imagine that you’re doing karate and you want to become world champion :

Here are 2 choices :

  1. You’re looking for a teacher who has already been world champion and you use a technique that is different from others.

  2. You learn karate with people doing karate for fun. These people don’t have the ambition to become world champion.

Another example. Imagine that you want to have financial independence and that in your environment, there is no one who has financial independence.

Here are 2 choices :

  1. You’re looking for a person (on internet) who is financially independent and you use a technique different from the others.

  2. You listen to advice of people around you who don’t have financial independence.

We agree. In both cases, you’re more likely to succeed by looking for people who have already accomplished your goal. It’s interesting to see that the majority of people (my parents, for example) criticize people who are successful, but that shouldn’t stop you from listening to and using the techniques of people who are successful.

My opinion on

opinion

I think you noticed but everyone has an opinion on everything. Even a person who doesn’t know anything about a subject, likes to give his/her opinion. Is it in human nature ? I don’t know but to be successful, you need to learn how to sort out the good advice that will help you to reach your goal and the bad advice that will slow you down or block you.

I’m not going to lie to you, when you start, it’s really hard to sort out the good and bad advice. To get the best of luck from the start, I advise you to listen to people who have already accomplished your goal and not others.

Skepticism

skepticism

There is a method that is cool, it’s good skepticism. You’ll see, it’s easier to understand the difference between good and bad skepticism than a good and bad hunter.

Bad skepticism

Bad skepticism is when you see something that is too good to be true and you say : «  Pfff, it’ a scam » or « No, it’s not for me » and you’re not going to do anything.

Good skepticism

Good skepticism is as astonished as the bad skeptic, but he/she wonders : « Is it going to work with me ? ». Good skeptic thinks like that because he/she knows that the only way to know if it’s true is to test it yourself. He/She tests it by doing a simple experiment to see if it’s true or if it’s a scam.

I know we can’t absolutely test everything because sometimes we don’t have the time or the material but, it’s this concept that I share with you. When you have a project that you like, see if you can test different techniques or methods. Test different techniques or methods that have the potential to give you a lot of result with simple experiences.

With this article I want to motivate you to connect with people who already accomplished your goal. With theses people, you can advance your project faster by avoiding making fatal mistakes. It’s true that it’s easier to connect with people around you but you may stagnate. Be persistent and patient to connect with people who have already reached your goal and who are still progressing.

It’s extremely motivating to be surrounded by people who are always progressing.

Share this article if you think it can help someone you know. Thank you.

-Steph

How To Do Sumo Deadlift

sumo deadlift

I read a Frederic Delavier’s book « Strength Training Anatomy » and I learned good stuff.

Standing with the barbell on the floor in front of you. Your legs spread with your feet outside (always in your knees axis) :

  • Bent your legs to have your thighs in horizontal. Your arms are straight, you take the barbell with a pronated grip. Your hands on the barbell are to your shoulders’ width. You have the possibility to have one hand with a supinated grip and the other with a pronated grip to prevent the barbell from rolling. And with this technique, you can lift an extremely heavy weight.

  • Inhale and block your breath. Arch slightly your back, squeeze your abs and you stretch your legs by straightening your torso to have a vertical position with your shoulder drawn back. Exhale at the end of the movement.

  • Put back the barbell on the floor by blocking your breath.

It’s important to keep your back straight during all the movement to avoid injury.

This exercise works especially quadriceps muscles and adductor muscles.

This exercise works less the back’s muscles than the classic deadlift because the back is less bent at the starting position.

Note

It’s important to lift the barbell in front of your shins at the beginning of the movement.

Do this exercise with light weights and high sets (maximum 10 sets) to strengthen the lumbar’s region by working thighs and gluteus.

If you do this exercise with heavy weight, you need to be careful to not trauma hips joints, adductors muscles, and lumbosacral junction.

The sumo deadlift is one of the 3 powerlifting’s movements.

Share this article if you think it can help someone you know. Thank you.

-Steph