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.

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-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.

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An Extraordinary Tool To Solve All Your Problems

tool box

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

Nature has given an extraordinary tool to every human being. This tool has different performance depending on the people but it’s the best for solving problems compared to the tools invented by humans.

This tool is our brain. This tool is better than a computer because a computer needs a human to work. For now, artificial intelligence has lower performance than the human brain.

Unfortunately, many of us don’t use our brains to find solutions and solve problems that are important to us. Many of us consume a lot of distractions. The question is : « Are we asking enough questions to our brain to find solution ? ». If you don’t give problems to your brain, your brain will be less and less efficient. It’s the same principle for your body.

If you give junk food to your body all day long, you will be fat, bitter, you will not have any more energy, you will not have any more libido. Everything that will comes out of you brain will be diminished in quality and quantity. If you will give healthy food to your body all day long, you will be slim, you will have more energy, you will have a better libido. Everything that comes out of your brain will be increased in quality and quantity.

Training your brain

training brain

To improve the brain to solve problems, it’s necessary to ask questions. A question is the interface between our brain and reality. This is what will put the brain in mode : « search for solutions ». By asking questions, you will look for different angles of approach to deal with the problem. The better the question and the better the solution to the reality of the world.

To have a good quality of question, it’s necessary to learn to educate oneself with books, trainings, meeting people who share their experiences, etc. Realize that you have to dedicate time to solve problems, allows you to organize your days. It’s like dedicating a few hours in your day to play sports. There is a method that I advise you to test, it’s to have a diary.

Attention, it’s a special diary because you’ll ask yourself questions. The first thing is that you’ll tell events of your life and this will allow you to better understand them and better understand yourself. And the second thing is that you’re going to ask yourself questions. There will be general questions like: «  How can I become happier ? ». And more specific questions like : « How can I become happier with the 80/20’s law (Pareto’s principle)  from today and see a measurable result next week ? ».

With questions, you put your brain in mode : « search for solutions » and you find several ideas to test to solve the problem. It’s the human process to find a solution since first hominids. Imagine, millions years ago, first hominids already found solutions because of a constraint. Imagine this scene, a hominid finds an animal with a carapace that is dead. The hominid is hungry and seeing the animal dead, he’s even more hungry. He asks himself this question : « How can I eat this animal that I can’t eat ? ». His brain goes into mode : « search for solutions ». After a few minutes, he remembers that by tapping a stone on something, the stone become sharper. After several tests, he manages to cut the animal with a carapace that dead to eat it.

Virtuous circle

virtuous circle

This human process is a virtuous circle. You ask yourself questions to find solutions to problems. These solutions create other constraints that lead to others problems. So you have to ask yourself other questions to find a solutions. To evolve, we need challenges and there are always challenges in the world. Do you realize that millions of years ago, first hominids created tools with stones and wood and today we have internet technology ? With internet, people from distant country can read my blog’s articles 24/24 7/7, it’s incredible.

Among these questions, there will always be questions that will have different answers depending on what the situation you’re in your life. For example the question : « How can I become happier ? ». When you’re single, you have a solution. When you’re in a relationship, you have another solution and when you have children, you have another different solution. Solutions are influenced by different variants in your life and it’s important to ask yourself this question throughout your life.

Reserve some time in you day to ask yourself questions to solve problems. It’s a kind of physical activity for your brain. It’s a good process to become a better version of yourself. But beware, there are solutions that you will find quickly and others, it will be necessary to work on for months or years to find the solution.

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-Steph

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Challenge Your Intelligence

brain scan

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

Have you ever heard that : « If you’re smart and you’re always surrounded by idiots, you’ll always be right ».

Sincerely, there is a deep truth in it. This corresponds to this quote « If you’re the smartest person in the room, you’re in the wrong room ». We are human beings and it’s easy to follow your ego. It’s easy to stay in an environment where we’re always right because subconsciously we want to be around people who adulate us or put us on a pedestal.

When we look around, we see people who are successful and who stay in a bubble where they’re surrounded themselves with people who will always agree with them. It’s in our human nature not to like the contradiction of what we are and the values we defend. All of this is logical, we have success, we developed values and a life approach that we tested in the field and we don’t know others ways.

It doesn’t mean that in any case it works and that doesn’t mean that there are not other ways to succeed.

A group of intelligent people

 

mastermind group

When was the last time you were in a room where you felt that you weren’t the smartest person in the room and that you learned new things ?

What is interesting when yo participate in a mastermind group is that you’re surrounded by brilliant people who don’t hesitate to say when there are obvious things in you and you don’t see them. It allows you to change your point of view and forces you to face your own limiting beliefs.

Often during a mastermind group, there is a « hot seat ». A « hot seat » is when you share a specific problem and a specific question to the group. What is surprising is that we always see the same pattern that repeats itself. There is a person who shares a problem and a question and we see a lot of obvious things about the limiting beliefs of this person, how much that person has locked himself/herself into a part of the problem. From the outside, we see that there are other ways to attack the problem and we also see obvious solutions.

What’s interesting is that it seems extremely obvious for a person who is in the group to help find the solution but when you share your problem and your question, the group offers you things that you have never seen by yourself.

We all need a moment to take out our trash. We all need to share with a group what doesn’t work and what problems we have. Whenever we do that, we realize that we all have blind spots. Things that seem obvious to everyone but seem hard to see. It’s like seeing the flaws of another person but we don’t see ourselves our flaws.

Here’s an example, I’m ticklish. I can try to tickle myself, I can’t laugh but if someone else tickles me, I laugh immediately.

I can’t be at the window and see me walking in the street at the same time. So if you’re an entrepreneur and you feel isolated, break this situation. Go to events, try to meet other entrepreneurs because it will help you a lot.

You can’t know how many mistakes you make each day without realizing it. Only someone else can show you, your mistakes if you allow him/her to do so in a caring way. It’s not a matter of showing mistakes by accusing but in a kindly way to help you move forward. If you can participate in a mastermind group to be in a collective spirit of brilliant people, do it. It’s a great place to no longer be the smartest person in the room and learn new things to improve yourself.

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

-Steph

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How To Reduce Stress (Part 2)

stress

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

If you didn’t read Part 1, click here

3rd step – organize yourself and communicate

organize yourself

 

Organize

Managing your schedule helps limit stress and to do that, here’s what you can do :

  • Prevent an additional 10 to 20 minutes on your travel times.

  • Make a list of priority tasks to do and not to do.

  • Identify bad habits, tasks to eliminate and tasks to delegate.

  • Automatize a maximum of tasks.

  • Focus on taks that immediately bring visible results

  • Avoid to scatter you.

  • Stop these time consuming habits like reading your emails as soon as they arrive of watching your smartphone as soon as there is a notification. Tamagochi  is a toy, not a lifestyle.

  • Do things in their time. Each task, even minimum, must be completed before moving on the next one. This method allows you to improve your concentration and the satisfaction of having completed a task is very motivating.

  • Pause during the day and cultivate your patience. In a situation where you have to wait, take the time to relax instead of sighing and complaining. For example in a queue for a counter, use that : Wait = relax and breathe deeply. Concentrate on yourself in a positive way and on the present moment.

Communicate

  • Stress is often born from the fact that we don’t know what our interlocutors expect from us. We can’t read people’s minds, so don’t hesitate to ask clearly what people expect of you. Dare to ask questions and create a direct communication. Banish your ego and think that you aren’t absolutely right. You can also avoid sensitive topics.

  • Say « no ». If you can’t render a service someone asks you because you have no time or no resources or you don’t want to take additional responsibilities, then explain that to your interlocutor. Your interlocutors will understand the situation and you will find an arrangement. It’s better to say « no » from the start than to force yourself to keep your commitments. With this attitude, you will avoid being overwhelmed.

4th step – turn away or adapt and accept

 

turn away

 

accept

 

  • Avoid the trigger elements of stress. Limit your contact with people who stress you. Be aware of your environment and control that. For example, use an alternative road to avoid traffic jams. Turn off TV to avoid listening to information that makes you anxious. If you did the analysis of 20% of sources that bring you 80% your stress, you know the people that you must see the minimum or eliminate them from your contacts.

  • Adjust yourself by being willing to compromise. Be assertive by adapting your requirements and avoiding perfectionism.

  • Reframe conflicts by analyzing the problem in a positive way. Look at good things and find benefits of the situation. Focus on positive elements.

  • Accept the trigger of stress and admit that you can’t control everything.

  • Looking for opportunities to improve yourself. Concentrate on what this stressful situation can teach you. Follow the principle of this quote : « What doesn’t kill you , make you stronger » and ask yourself these questions : « How can I get better with this experience ? What did I learn ? ».

  • Forgive. Accept that others make mistakes (because you also make mistakes) and try to evacuate any feeling of anger. When you free yourself from all this negative energy, it’s easy to resume your projects.

In summary « The greatest weapon against stress is our ability to choose one thought over another » as William James said.

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

-Steph

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Work Effectively And Earn More (Part 2)

work effectively effective

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

If you don’t have read Part 1, click here .

5 actions to be effective

5

Optimize your working time

Use Pareto’s Law by focusing on the 20% of your actions that contribute 80% of your results and using Parkinson’s Law to determine how long to complete a task.

Here are other actions to put in place to optimize your time :

  • Don’t disperse yourself

  • Stop multitasking – This has been scientifically proven to be a waste of time and productivity. Read this scientific study .

  • Stop interruptions – Things like smartphone notifications, emails or messages.

  • Group actions.

  • Remove unnecessary tasks – To find out if you’re doing a useless task, ask yourself this question from Peter Drucker : « Why am I doing this ? Is it necessary ? » With this question, you can easily delete unnecessary tasks. Exceptionally, you can use a notification on your smartphone that displays this question every 30 minutes. It’s a type of reminder all day long.

  • Identify the 20% of things and people that cause 80% of your problems and delete them. If it’s someone in your family, talk to that person 2-3 times a week instead of every day.

Automate everything you can

Many tasks can be automated in companies. For example to send messages on social media (I use Buffer  ). It’s possible to automate a sale on internet, it’s the customer who does everything. The customer looks for a product, uses his/her credit card by filing out the payment form of the website, and the bill created automatically based on the information provided by the customer, etc.

It’s also possible to automate a company, this is the case of Drop Shipping. Drop Shipping is when you sell products that you don’t have in stock and that are sent directly from the supplier to the customers. Amazon offers this type of service too, you can put in their catalogs products that you sell and entrust to Amazon for the stock’s management, sending and returns of products. I wrote an article on Amazon’s drop shipping, here.

There is also the case of muses that explains Tim Ferriss in his book « 4 hours workweek ».

Delegate

Focus on your strengths and delegate the rest. Create a list of tasks that you want to delegate with instructions. Then gives these tasks to a team by assigning each type of task to a specialist.

Duplicate

There is no point in reinventing the wheel. You can duplicate the recipes of your mentors success and use that in your own company.

Recycle

A job that you did can be reused in a different form. For example, articles from a blog can be used to make a book, a podcast or a video.

4 actions to earn more

4

Determine your goal and strategy

Determine your goal, your process to reach it and the strategy to put in place. Here are some examples of strategies for developing your wealth :

  • Replace your salary with real estate income and start your own company.

  • Keep your work as employee and invest a maximum on stock market to create passive income.

  • Create a company to have a complementary income like a blog, a podcast or a Youtube channel.

  • Buy a piece of land and build several apartments (condos).

  • Etc.

Optimize your management to spend less money

  • Analyse the things you have to pay to eliminate waste : unnecessary subscription, insurance too expensive, etc.

  • Print your bank statement and analyze it

  • Seeking a way to achieve the same result by spending less : compare, buy cheaper, negotiate to save money for the things you really need.

  • Optimize your taxation by reducing your taxes.

Recycle your skills and your work

You can work on something once and get paid several times. You can create a seminar, keep 3 children instead of 1, you walk 5 dogs instead of 1, etc.

You can also use a job you have already done to create complementary income. Foe example, if you like to take picture, you can put them in stock photos on internet.

Duplicate the processes known to create wealth

  • Pay yourself first

  • Make money work for you by saving at least 10% of your income to invest them.

  • Invest in yourself with training to learn new skills

Here are the options you can use to create a company that serves your life (and not your life serving your company). With internet it’s easier to use these levers with a blog, podcast or a Youtube channel by creating content.

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

-Steph

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The Important Things To Delegate In Your Company

delegate

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

Here are the most important things to delegate in your company

Accountability

accoutant

I often meet entrepreneurs who do their own accounting and they say it’s a nightmare. Here are the 2 reasons why I advise them to stop :

  1. Accounting requires a lot of time.

  2. It’s extremely easy to make a mistake. Even certified public accountants make mistakes. The problem when there is an error in your accounting is that all the numbers are wrong. And when all the numbers are wrong, you tax return is false and when your tax return is false, you are in a long-term nightmare.

It’s possible to find a good accountant for around $1 200 a year when you start a company. It’s always better to pay that than to be in a financial nightmare for 5 years because of a mistake in your tax return.

Technique

it provider

What’s cool is that with WordPress and its free plugins and themes, it’s easy to install and manage a blog / website. There are also other platforms that allow you to do the same thing.

On the other hand, when there is a major problem that exceeds your skills, it can be negative for your company. For example,your blog / website no longer responds. If you don’t know how to do, you can spend 2-3 days trying to understand the problem and it’s been 2-3 days since your audience no longer has access to your blog / website.

At that moment, you need an IT provider. This is not a person you will hire as an employee but it’s a person to whom you can entrust all the technical tasks that you don’t knew how to do.

Yes, it will cost money but ask yourself this question : « Is it better to spend 2-3 says repairing your blog / website is down or pay a IT provider who repairs it in 1 hour ? ».

I advise you to find a IT provider quickly when you start making money with your company before having a major problem. Maybe someone around you knows a good IT provider or maybe you need to find one on Upwork. Test this IT provider with a small task to find out if her is competent or not.

Customer support

customer service provider

It’s something to delegate but not as fast as the technique. At the beginning, it’s important to do customer support yourself to be in direct contact with the audience to see the problems in services or products, etc. But that doesn’t mean that customer support is the best added value task that the company’s founder can do.

With customer support, you will quickly see that there are often the same questions that are asked. To eliminate much of the customer support is to make a FAQ. A FAQ is the list of questions most frequently asked with a reply.

For other questions that are a little more complex that are are common, you can do a procedure to explain to the people who take care of your customer service how to solve the problem. And you can ask them to inform you when a question is frequently asked to have a permanent feedback. This allow you to stay in touch with reality.

Maybe someone around you knows a good customer support provider or maybe you need to find one on Upwork. Test this customer service provider with a small task to find out if her is competent or not.

Social media

social media provider

Since you have a blog or a website, you have an audience. This audience sends you messages when you create content. This is the same principle as for customer support, it’s important at the beginning that you answer the messages yourself to discover your audience. You will know the fears and the hopes of your audience. It’s important that you learn how to communicate with your audience.

To find out what things to delegate, you need to be aware of seeing where you bring the most added value to your company as a founder, it’s about innovation, strategy and setting up processes. This allows you to work on your company and not work in your company.

It’s important to know the difference between working on your company and working in your company (being a slave to your company).

Solution

solution

I told you there was a way to find IT provider, customer service provider and social media provider on internet. The best known platform for finding freelancers or outsourcing is Upwork . You will find providers from several different countries. Always test a provider with a small task that doesn’t have a huge impact on your company to make the selection.

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

-Steph

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Data Science Domains

matrix

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

In Science, there are several domains. In Data Science, it’s the same.

data science domain

Data Science is composed of 3 fields : computer science, math and statistics and domain knowledge. But for some years, this changed a bit. Data Scientists need to have other skills than programming and statistics.

Look at this new diagram :

data science domain

Let’s look at these skills in detail.

Statistics

Data is the basis of the Data Scientists so they must be able to filter the data to have relevant data that will provide them with insights. This allow Data Scientist to build models to classify the population and make reliable forecasts of future events.

Visualization

Do you know the computers langage ? Do you know bytecode like « 00100010100101010110 » ? No and it’s the same for me. It’s for this reason that Data Scientists must have the ability to see through the data and especially show them to others. This is why visualization is an important skill to show the data.

Data Mining

This is the part of the work where the Data Scientist has to make the detective like Sherlock Holmes. It’s in this phase that we must look in the data for insights and abnormalities.

Database and Data process

It’s simple, the Data Scientist cleans the data, stores and processes the data in the database.

Pattern recognition, Machine learning et Neurocomputing

These 3 disciplines help explain to computers how to learn do to a specific task on its own. There are not things I’ll learn but these are interesting disciplines for some business problems.

In our world where competition is increasingly aggressive, technical skills are no longer enough. Here are other skills that Data Scientist need to have.

Communication

communication

Data Scientists need to interact with people everyday. They have to do that because the insights are not just in the data. There are insights that we can only find by talking to people. That’s why it’s important to not afraid to talk to people to ask them questions on a daily basis.

Presentation

This is another type of communication . In this case the Data Scientist doesn’t try to extract information but to explain what he/she found to the people. This is a very important skill because the Data Scientist is the intermediary between insights and people. It’s a bit the data translator, it’s simply explain the content of data.

Domain knowledge

Data Science can be used in any industry. One day you can do research to find fraudulent transactions and another day you can build a compensation model for employees of a medical establishment.

That is why, in what industry you work, you must do research and know quickly the necessary part of the industry. The rest will come naturally. Quickly learn the basics of the industry where you work.

Practice in real situations

Proverb : « It’s by forging that one you become a blacksmith » says everything. This concept is extremely applicable in Data Science.

Programmation

The 2nd basic domain of Data Scientists. The better you talk to your computer and the more efficient you are, the more successful you will be. If you don’t know how to program, learn this from today. Programming has to become a hobby, something you like to do.

Creativity

This is what make the difference between Data Scientist and Data Analysts. To become an excellent Data Scientist, you need to work your creativity. Be curious and you will find insights that nobody would never have found.

Now you know the skills needed to become an excellent Data Scientist. As you see I have a lot to do.

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

-Steph

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