Understand This Human Behavior To Boost Sales

human behavior

What’s up ? This is THE stephane ANDRE !!! I watched an Olivier Roland’s video  and I learned some good stuff.

There is human bias that needs to get around to get your company up to the next level. What’s interesting with marketing is that it exposes human behavior. Marketing allows us to understand good and bad human behavior

Lazy

This one of the most common human misbehavior. Take the example of a registration page for online training. There are 200 prospects interested in this training who gave you their emails to know the start date.

You divide the prospects into 2 groups, group A and B. For group A (100 prospects), you ask them to write their first names and emails and click on the OK button in the form to register. For group B (100 prospects), their first names and emails are already pre-filled in the form, just check the information and click on the OK button. In group B, there will be about 10% more registration compared to group A.

Which means that in group A, there are about 10% of prospects who don’t have enough energy or motivaton to write their first names and emails in the form.

Honest

honesty

This is one of the most common good human behaviors. Take the example of a guarantee of 30 days without conditions satisfied or refunded. Technically, there are plenty of people who could benefit from this guarantee by saying : « I’ll use this product for 29 days and I’ll ask for a refund ». Of course, there are people who do that, but it’s always surprising to see that it’s a small minority. It’s something nice to see.

Psychology

Unfortunately, there are limits in honesty and it’s necessary to understand some human bias to have a good company. Otherwise your company is in jeopardy.

In a detective tv show, there is a perone who is looking for the best detective for his problem. The hero of this tv show is a detective.

The person sees the hero and says : « I did some research and you’re the best in your field ».

The tell him : « You did some research, but what exactly did you do ? ».

The person answers : « It’s simple, I went to see all your competitors, I asked them who was the best detective and they all said it was them. Then I asked them who was the best second detective after them and they said it was you, that’s why I realized you were the best ».

Did you see the human bias in this example ? When you ask a pro who is the best, he’ll answer you : « Me ! ». The pro does this because he wants to sell, he has his personal pride and maybe he really believes he’s the number 1 compared to others.

Which shows that it’s difficult to have the most objective answer possible with this question. By understanding this human bias, you can use a question that gets around that. This question is : « Okay, it’s obvious you’re the best but who’s second best after you ? ». In the majority of cases, the answer is objective.

Price

price

Let’s take another example. An entrepreneur conducts a survey with his prospects to determine the selling price of a product. The question is : « What is the price you would pay to buy this product ? ». If you ask your prospects how they want to help them, they’ll be honest but when you talk about the selling price, it become complicated. When you ask the question about the selling price, they will always tell you a lower price compared to the price they could pay.

There are 2 reasons :

  1. When a person ansers this question, she thinks : « If I tell him I’m willing to pay 100 dollars, he’ll sell it to me at $100. So, I’ll tell him $50 like that it will be cheaper ». It’s a behavior that all human beings do (me and you included).

  2. There are people who don’t know how much they would be willing to pay because they can’t see the product. When they see the product and see what it can improve in their life, they’ll decide whether to buy it or not.

To solve the problem of the 1st reason, ask the question this way : « As you’re one of the people who helped me to create this product, you’ll have a special price, but what do you think the price is that the rest of the world should pay ? ». With this question, the prospect knows that he is going to have a special price so he can give a more objective answer.

To solve the problem of the 2nd reason, there is only one way. It’s showing the product to prospects.

When you do a survey to prospects for the sale price, it’s very important that prospects understand that they’re going to have a special price. Ask the questions : « What price would you pay to buy this product ? » and «  As you’re one of the people who helped me to create this product, you’ll have a special price. But what do you think the price is that the rest of the world should pay ». You will be surprised by the different answers you will have. Test it !

Obviously, it’s not only with this question that you will determine your selling price, it will be just a clue. It’s very useful to understand human psychology otherwise you risk choosing a selling price really too low that should be and earn really less money.

Subscribe to my newsletter and share this article if you think it can help someone you know. Thank you.

-Steph

P.S. If you’re in Miami and you like Caribbean food, go to my cousin’s bistro to eat Haitian food, click here.

Have The Chance That You Deserve

chance

What’s up ? This is THE stephane ANDRE !!! I watched an Olivier Roland’s video  and I learned some good stuff.

We’re lucky that we deserve. It’s true that there a bit of luck in everyone’s success. If I take my case, I recognize that I was lucky to be born in an industrialized country with internet and a good education. But I also created some of the luck that allows me to have my lifestyle today.

We aren’t all born under the same star or not with the same cards, that we can’t change. The thing we can do is to do with what we have to get something better. Having this state of mind is essential to having a better lifestyle. It’s important to be proactive. Whatever the bad luck or the handicap, you have the possibility to realize your dreams. It will be harder than other people but it’s possible with perseverance and patience.

Made with what you have

use what you got to have what you want

Here’s what you have to say to yourself : « My dream is that, maybe I’m not very lucky to succeed and maybe people will think I’m crazy, but I’m going to try to do something. I’m not going to do like the majority of people, I’m going to act, I’m going to do different and do interesting things ».

The truth is that the greatest craziness is to believe that by always doing the same thing, we will have different results. By always doing the same thing, we always have the same results. If you think you deserve better than that in your life, change your comfort, change your actions.

Seneca says something interesting in « Moral Letter to Lucilius ». He talks about people who commit suicide. He says it’s a paradox. It’s a paradox to give up life. What Seneca means is that it’s more constructive to try to change the actions that led to the results of being disgusted with life rather than leaving life.

It’s true that there are also elements that are outside our control or elements like psychology, depression, but whatever your despair, you can choose to change your actions to have another result. I will not lie to you, it will not be easy and it will not happen overnight. The main thing is that you have to try new things, experiment new things, get out of your comfort zone. It’s like this quote : « It’s when we walk that we risk failing ».

Go to another world

comfort zone

The majority of people are in a frozen environment. They’ve been doing the same things for years, they’ve been thinking the same way for years and their lifestyle is stagnating. Get out of this environment to experiment other things and meet people who think differently but share the same values as you. It’s these types of people that will motivate you to do things you never thought you’d do.

When you dream of something, it always seems impossible to you. Publish a book, start a company, change job because it’s frustrating, all that, you feel like it’s outside of your world. It’s true that it’s outside of your world but you have the possibility of making it a reality. Look, imagine that you are on the beach and you have to go to the mountain but you don’t know the way. The majority of people will stay on the beach because it’s more comfortable and safer.

It’s true that it’s safer to stay on the beach but over time, it becomes boring. The best plan is to go towards the mountain and on the way, you will find the first step. At this point, you can ask how to go to the second stage. At the second stage, you can ask how to go to the third stage, etc. In this way, gradually, you reach the mountain learning a lot of new things.

To start a company, it’s the same plan. You find an idea. Then you write a 2-3 pages project that explains how this idea can become a company. Then you look for how to finance this company. Then you create a product or service and you contact prospects, etc. It’s obvious that when you start these projects, you don’t really know the stages. Do this plan now with the knowledge you have, this will allow you to demystify the process and find the first stage.

We must stop dwelling. You have goals, you have frustrations, you want to do things to improve your lifestyle, run the plan. Go to the first stage and get information for the next stage. There is never a perfect time to start (that’s an excuse to procrastinate). You have to start imperfectly and do it anyway. It’s the only way to get the chance you deserve.

Subscribe to my newsletter and share this article if you think it can help someone you know. Thank you.

-Steph

P.S. If you’re in Miami and you like Caribbean food, go to my cousin’s bistro to eat Haitian food. Click here

The Only Thing To Be Successful In the Long Term

 long term success

I read a Nerd Fitness article  and I learned good stuff.

Sir Winston Churchill said : « Success is the ability to go from one failure to another with no loss of enthusiasm ».

I’m sure you’ve heard this quote . But there’s something that nobody told you about that quote. This thing is the « GRIT ».

What’s this

definition

The meaning of the word « grit » is : « passion and perseverance for a long-term goal ».

We discovered after several years of case studies that intelligence wasn’t the most important element to have success in school, at work and in life.

The most important element to be successful is grit and personality. It’s essential to have the courage to go through all the challenges and failures to find a new solution to achieve the goal.

Psychology Professor at University Of Pennsylvania, Angela Duckworth shows in her studies that   :

« Smarter students actually had less grip that their peers who scored lower on an intelligence test. This finding suggests that, among the study participants – all students at an Ivy League School – people who are not as bring as their peers compensate by working harder and with more determination. And their effort pays off : The grittiest students – not the smartest ones – had the highest GPAs ».

And  :

« At the elite United States Military Academy, West Point, a cadet’s grit score was the best predictor of success in the rigorous summer training program known as « Beast Barracks ». Grit matter more than intelligence, leadership ability or physical fitness.

At the Scripps National Spelling Bee, the grittiest contestants were the most likely to advance to the finals – at least in part because they studied longer, not because they were smarter or were better spellers ».

These findings suggest that the achievement of difficult goals entails not only talent but also the sustained and focused application of talent over time.

There is also this article by Thomas Friedman in New York Times: Need a job ? Invent one .

In this article, there is a quote from Tony Wagner, Harvard Education Specialist : « Today, because knowledge is available on every Internet-connected device, what you know matters far less than what you can do with what you know ».

As you can see, it’s not the amount of information that is important to be successful but what you do with this information. It’s the same principle to have a healthy body. I know people who know a tremendous amount of information about how to lose weight and how to build muscle. But there is a problem, they’re all overweight and from year to year, they take on more weight and they need to take more medicines.

What is necessary is to use the information that you have every day. It’s useless to know all the answers and look for the perfect workout. Start with what you have now and day after day, you’ll improve your knowledge on the field.

How do I do

how much

Here is my case. As you already know, I plan my workout program throughout the year to gradually increase the difficulty (periodization). I have failures (very often) and I adjust. Every week I search for small changes and tactics.

Tracking my workout helps me tremendously to adjust the difficulty without creating any injury. I use an application on my smartphone to track my workout, it’s Jefit.

I know that all my life is going to be like that. Learn more, have more failures and find new tactics to progress.

It’s true that says it like that, you think it’s boring but it’s very motivating to see progress made week after week. Small details are important to your body. Often the people around you don’t see you making progress. They don’t see that your body is changing but you know you have more strength and better health.

What looked annoying is actually motivating. I like to see small changes on my body because I know that the accumulation of small changes make a great transformation. It’s the same principle as a video game, the main character is gradually becoming stronger and stronger.

When I look my workout’s tracking over several months or several years, I see that I have done great transformation. The amount of weight lifted has increased and my endurance has increased.

When I check my workout’program of the day, I stop to day to myself : « It’s going to be painful today, oh no ! » but « Mmmh, it’s going to have a little new record today ! ».

That is why I began to « document » the evolution of my body. If you watch my videos every day, you’ll not see any difference but when you watch the videos I made 6 months or 1 year ago, you see that the differences are really visible. And it’s the same for you.

Build the grit

grit

For several years I had several (one ton) failures and I searched to find small changes and new tactics to change my body little by little, week after week. I did all that to create « my new standard » and « my new identity » to have the best possible future in my life. All these small improvements on my body have developing more grit and perseverance.

Here is how to build your grit yourself :

  1. Determine your new « identity ».

    The more specific your new identity, the easier it will be to prove it to yourself. For example : « I’m the type of person who never miss a workout » and « I’m the type of person who always eats a healthy meal at lunch » and/or « I’m the type of person who works on his own business as soon as I have free time ».

    To always have these identities in mind put post-it in several places in your house like on the calendar, the phone and the mirror of your bathroom. You can also have it in the wallpaper (lock screen) on your smartphone.

  2. Have small victories every day to prove it to yourself and motivate you to do that

    Follow your evolution and highlight your small victories to see that you are in the right direction. Make a daily challenge that takes you between 5 and 15 minutes. Once this challenge is successful, it’s a small victory in addition.

  3. Increases the difficulty of your challenges every 30 days

    For a month, for 30 days, you’ll have small victories. Once you have 30 small victories, make a party to celebrate these victories and increase the difficulty of your challenges for the next 30 days.

    Attention, our will’s strength is limited so use all this will to build this new healthy habit.

  4. When you have created you « new standard », it’s time to improve it.

    Improve your « new standard » by making small adjustments. Make slow and steady progress to win. If you make drastic adjustments, you will have more failures than small victories and this will make you want to give up.

  5. When you fail in something , be sure to fail differently next time

    Failure doesn’t mean that you have a bad or a weak personality. It’s just mean that you didn’t have all the knowledge and experience to succeed. Learn and practice more on the field to continue towards the best.

It’s not important where you’re from, where you’re going that’s important.

I warn you already that this a path with more that 1 billion challenges but it’s the price to pay for a better lifestyle. To achieve the lifestyle of your dreams , you will create 1 billion versions of yourself, all better than the previous ones (it’s like an update).

The most important thing is that you shouldn’t let anyone tell you that you can’t accomplish anything in you life (this also includes you parents).

If you know you can do it, do it !

What is the little victory you have recently made, and what the next ?

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

-Steph

Calories Are Good Or Bad

calories

I read a Nerd Fitness article and there is good stuff.

In the world of nutrition, we can find contradictory things. It depends of the point of view of people about food :

  • I’m Paleo and I eat only meat, vegetables, fruits and nuts.

  • My diet is based on my macros (protein, carbs, fats). Paleo is ridiculous.

  • Fool, a calorie is a calorie. You can lose weight by eating less.

  • I have a good physique and I eat pizza. I’m weird

Each person has his/her vision about « eat healthy ». It for this reason that this theme is confused with a lot of contradictory scientific studies.

What’s this

what's this

A calorie is a unit of energy

This is the equalent of 4.184 absolute joules (that is different of 1.21 gigawatts.

Here what is means : 1 calorie of food is equivalent to 1 kilocalorie that is the amount of energy required to increase the temperature of 1gr of water from 15C° to 16C°.

In a certain way we can say that a calorie is a calorie but what is interrests us is « does different kind of calorie affect our body differently ? »

  • Is what 1000 calories of cookies is the same as 1000 calories of grass-fed steak and vegetable ?

  • Does our body treat these foods differently or it’s only energy in and energy out ?

  • Does the type of food affect our body other than just to lose weight and gain muscle ?

These questions create a lot of debates and on internet everything is amplified with people who show scientific studies. Internet is good to debate but we’ll go deeper.

First step

first step

It doesn’t matter the « nutritional philosophy » you have, but something is obvious. How you eat is responsible of 80-90 % of your success ou your failure.

You can improve you cardiovascular heath by running a lot but if your goal is to transform your body, how you feed your body will play an important rôle.

Training (exercices) have a role of support of maintenance of the body.

When we talk about pure weight loss, eat less calories that you burn each day is the key of the equation.

But we want do everything to avoid to have heart disease and diabetes. It for this reason we need to focus on the food’s type that we eat and the amount of food that we eat.

Calories are equal to loss weight

equal

A person eat around between 3000 and 3500 calories per day of everything he/she wants. And now, he/she wants to lose weight.

This person decides to eat 2200 calories per day by eating less. This person doesn’t change what he/she eat but change proportions.

This person see that he/she loses weight, it’s good and it’s possible that he/she feels unhappy because he/she decreased drastically his/her normal amount of calories. Yet, it’s a good step in the right direction.

When we consume on average less than 500 calories per day, we burn 500 calories that we have in excess in our body. We can combine this with exercice and we can lose aound 0.45kg (1lb) of body mass per week.

As quoted on Examine.com , « a net negative energy balance…is responsible for weight loss ».

You noticed, it says « lose weight » and not « lose fat ».

It’s at this point that the big problems begin. People eat less and it’s enough for them.

We know our body react differently to certain types of food like sugar. Certain food fill the stomach more than other without have a lot of calories (vegetable). And others fill us less the stomach with a lot of calories (soda, cookies and candy).

Remember that all processed foods are scientifically created so that you are always lacking this type of food as a drug addict.

Use small plates is very effective to help to eat less. A study from Cornell University  found that if they gave people a large tub or a medium tub of popcorn, and then gave them stale popcorn, the size of the tub mattered far more than the staleness of the popcorn in determining how much people ate !

We’re not rational creatures. Some food are dense in calories and low in nutrients and make us hungry all day.

Compared to a diet of vegetables and meat, it’s the opposite. It’s food low in calories and dense in nutrients and we have a sensation of satiety. Which make it easier the reduction of calories to lose weight.

If you have a lot of weight to lose, eat less to start to be in the good direction.

Now if you want an athletic body, it’s a little bit different. There is 2 type of food that affect the composition of our body and our athletic performances.

Eating for health and success

health success

To have an athletic body, you must take care about your macros (a certain amount of fats, carbs and protein).

It’s clear that 100 grams of vegetables carbohydrates is not equal to 100 grams of candy :

  • Consideres that sweets and processed food are created for you to eat and buy more like a drug addict.

  • Look the difference of micronutrients between vegetables and candy

  • Pay attention of your energy after eating vegetables and sweets/candy. With which you have the most energy ?

We searching a way to eat that allow us to have a good look/appearence and to feel good. A diet that takes us away from the hospital and allows us to enjoy life.

Look, if you like the idea to eat less but you don’t like the idea to count calories and macros each day, you can hack something. Stay focus on a type of food : Real food !

Instead to count calories

At each meal, have 1-2 vegetables in your plate (or the half of the plate) and have a great source of protein.

Not aim to lose weight for a few weeks

Track your calories and macros for few days or 1 week to analyze what you eat. Take note, note the size of portions and do the total of the quantity of the day. This allows you to plan your meals during the day and during all the year.

We know that eat less and to more physical activity, help us to lose weight and we are still overweight. Eat less isn’t a permanent solution because there is also the element of behavioral psychology.

Real food

It’s simple, our body is a complex machine. And even if a calorie is a calorie is a simple equation to lose weight, each « health » factor can be affected by the quality and nutrients of this calorie.

For this reason, I want you eat real foods, decrease sugar and think long term (new habits) rather than the 12-weeks formulas.

What methods you used and that didn’t work ?

What are your goals ?

-Steph

P.S. Do you want a free training program ? Click here