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.

Start A Smart Company

startup company data

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

To create a company, most people advise to leave school or job to be 100% focused on creating the company. I advise you to start your business part-time and continue your school or job. An excellent method for this is « Lean Startup » . The principle of Lean Startup is to put on the market as fast as possible your product/service at minimum viable.

2 different methods

method scientific

Classic

Let’s take a closer look at what most people do. A person has an idea to start a company, so this person does a market research to minimize the risks. Then this person will seek financing with bank loans after calculating the needs of the business. These business needs based on a 3-years business plan that is extremely theoretical and hypothetical. You should know that in 99% of cases, as soon as the company is open and prospects are in contact with the products/services, these business plans have no connection with the reality of the field.

The problem with this method is that this person works for 1 year to create a product/service and when it’s available, this person realize that everyone doesn’t care. When the product/service isn’t selling, the stress rises enormously and you have to find a way to pay back people who lend money to your company.

Lean startup

With the Lean Startup’s method, when a person has a product/service idea, the principle is to find the minimum basic function of that which would interest the audience and the prospects who would be willing to buy. Then you have to do a test as soon as possible on the market. There is something very important that Michael Masterson said : « Before your business make its first sale, it’s nothing more than a set of unproven ideas that you are spending money on ».

That is why it’s necessary to set up a field test in the most real conditions possible with the most minimal version of your product/service.

Here is an example with someone who wants to buy a parking lot to rent it :

  • With the classic method, this person bought a random parking lot hoping to have many prospects interested in renting it.

  • With the Lean Startup method, this person will find an interesting parking lot to buy. Then this person will post an ad in an ads posting site and on social media and will wait to see if there are peope interested in renting it. If people call this person to say : « I’m interested in having your parking lot, I’d like to rent it », in this case this person will buy the parking lot. If nobody is interested in the parking lot, this person will not buy it.

Test quicky

test field

There are several other methods like this to test. In my case, it’s my blog to build my brand and until today, I’m doing it part-time. Here is a 3-part article in the power of a blog ( here  ).

Create my blog allowed me to :

  1. To know if I could find and keep my rhythm to write articles

  2. To know if I could share interesting things to create an audience

  3. To know if I could possibly monitize this blog with this audience

Once you have the idea, you need to test it as soon as possible to see what is happening on the field to collect feedback from the first customers and to know if you have an interesting business model or not. This test is excellent for eliminating a lot of uncertainty.

The cool thing about the Lean Startup method is that you’ll really start investing a lot of time, money and energy when you have your first customers who will help you improve your product/service.

Let things be clear, Lean Startup isn’t a magic formula, it’s necessary to act and start the process again, until you have a product/service that interest people.

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

-Steph

How To Reduce Stress (Part 1)

stress

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

I am doing a synthesis of the Dale Carnegie’s book “How to stop worrying and start living”  and other sources on internet for a blueprint to manages stress in 4 steps.

Stress is about change, it means adapting to the environment of a changing structure. Stress is a feeling triggered by the interpretation of an event. It’s a reaction related to the constraints and the pressure undergone in its environment. Stress can be interpreted as something positive, whether it’s considered a challenge or as something negative, if it’s considered a harmful event.

The truth is that stress is a mistake of reasoning in relation to the attitude or behavior we adopt. This is an answer that isn’t adequate. It’s an alert for mental dysfunction as the body gives us an alert for physical pain. Fortunately, people can learn to control stress in 4 steps : Take a step back and analyze what triggered the stress ; anticipate and visualize ; organize yourself and communicate and turn away or adapt and accept.

1st step – Take a step back and analyze

 

keep calm stress

 

It’s necessary to step back and analyze what triggered the stress. Because before trying to solve that, it’s important to know what caused it. By analyzing what caused the stress, we can avoid certain consequences.

To do that, here’s what you can do :

  • Make a list of sources of annoyance that you have in your family, friends, school, work, transportation, etc. Once you have found them, classify them from the most impacting to the least impacting. You can also do a 20/80 analysis, that means identify the 20% of the sources that bring you 80% of your stress.

  • Ask yourself these questions : « What is the problem ? What is the cause of this stress in these sources ? What are the most serious consequences that I suffer of my experience ? »

  • Understand the emotion that created in these moments. Then check if it’s a real fear or rather a theoretical concern that doesn’t have much to happen in your life.

If a situation is truly unavoidable, you need to prepare yourself to accept it. We must give up the impossible because it’s extremely stressful to have no way to change a situation. To avoid this, you need to anticipate situations that may lead you into an impasse. Once these situations identified, you must try to really avoid them or change the course of things from the start.

It’s impossible to keep control of all things in your life. It’s useless to set inaccessible goals.

2nd step – anticipate and visualize

 

anticipate visualize telescope

 

 

The best way to handle stress is to anticipate. Based on the list you made in the first step (source of stress), imagine solutions and possible answers. Ask yourself these questions : « Why did you agree to be in this situation ? ». If what you do make sense, it limits the stress.

Decide how you want to live a situation. An event that happens to you can have not effect on you until you choose words to qualify it. If you say that an event is happy, boring, sad or extraordinary, it can become so. By qualifying the event, you modify the perception that you have of this event.

The way you see the event determines your body’s reaction. So take a moment to think before judging and classyfying a situation as negative.

Take Olivier Roland’s example. When Olivier Roland began to meditate, his neighbor’s dog was barking. At first it disturbed Olivier to focus on his breathing, it was stressful and annoying. After a while, Olivier realized that it wasn’t the barking dog that was stressful, it was Olivier’s interpretation of the situation. From the moment that Olivier decided that the barking dog was something neutral or positive, he began to appreciate when the dog barks. It’s a sign of life.

Imagination can be used to help fight stress. Get in shape before a stressful event. You can create a positive state of mind when an event is negative. Think of something positive like music, a holiday, projects in progress. Visualize a happy moment, a happy memory.

This the end of Part 1. In the 2nd Part, I talk about organize yourself and communicate and turn away or adapt and accept.

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

-Steph

Deadlift Correctly (Part 3)

deadlift

If you didn’t read the first parts, click Part 1 and Part 2 

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

Grip the barbell

deadlift grip

The strength of the grip is an important part of the deadlift. There are 2 types of grip:

  • Overhand grip => The palms of your hands are towards your body (pronated grip).

  • Over-under ou mixed grip => One palm of your hand is toward your body and the other towards the outside (one hand with a pronated grip and the other with a supinated grip).

  • Hook grip => Your thumb is under your fingers

For beginners, the double overhand grip is the best to have a safe grip.

Use the mixed grip when you have more experience and you lift heavy because there are disadvantages. Stress on the shoulders is uneven and can create problems or injuries in the biceps whose palm is outside. As the stress on the shoulders is uneven, it’s easier to lift heavy weights.

When you begin deadlift, your grip’s strength is powerful enough to lift the barbell because your back’s strength is correct. The day of your back’s strength is more powerful than your grip’s strength (your hands slips slowly), that’s when you need to think about improving your grip.

If you don’t like the mixed grip, you can use the hook grip.

Wrist straps

Straps can help you lift heavier because your grip is assisted by a strap that is wrapped to the barbell and is hooked to your wrist.

I advise you to use wrist straps only when you lift very very heavy. This is not a thing to use all the time otherwise you’ll lose the natural strength of your grip.

Gloves

The truth is that the gloves don’t improve the grip. Gloves create a space between your hands and the barbell, this increases the diameter of the barbell and make the barbell harder to hold. Gloves prevent you from having a secure grip, I advise you to use them only if you have ripped callus to your hands.

With this video , you’ll learn to take care of your hands to avoid having this type of injury.

Belt

Many people in gyms use the belt in the wrong way, but you’re a smart one. The belt is useful only when you’re lifting very heavy weights and it’s not only for your lumbar. With this article , you’ll learn how to use the belt in an effective way.

Note

Use a mixed grip and a belt isn’t necessary to lift very heavy. Watch this video of Anthony Mychan  who do a deadlift at 249.47kg (550lbs) at a Nerd Fitness Camp with a double overhand with no belt.

Common mistakes

common mistakes

Rounded back

Having the back rounded throughout the movement may cause injuries. It’s necessary to have your spine in a neutral position.

Note => there are some powerlifters that purposefully round theirs upper back to decrease the range of motion, but this is a sport specific move, still a fault, and something you should not consider as a beginner.

Head raised and look up

To have a raised head create a hyperextension to your neck. This can cause injuries. Keep your head in a neutral position like your spine.

Hyperextending at the top

In fitness competitions, exaggerate the top of the deadlift has become popular for quickly show the judges that hip and knees locking is done.

Use the squat position

Deadlift is not squat. Deadlift doesn’t have the same start and end position as the squat. Deadlift is a different movement than squat.

Barbell makes a forward movement

It’s necessary that the barbell stays above your shoe’s laces and the barbell needs to be lifted vertically all along your body.

Barbell’s movements towards the front are to be avoided.

Your torso rises after your butt

We call it the « stripper deadlift ».

It’s important that your torso guides the movement and that your body moves in the same rhythm upwards.

Bend your arms

Often people bend their arms to lift the barbell more quickly. Unfortunately, this is a bad tactic because this can tear biceps muscle. Keep your arms straight during the movement.

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

-Steph

Dispersing In Several Projects

project

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


I know several people who explain their projects and 6 months later, they explain a new project and so on. I think you know people like that too.

It’s a problem that happens very often and to understand that, you have to see the 3 steps of a project.

Fist step – start

This the excitation step. You discover project’s elements and everything is wonderful

Second step – crossing the desert

This is the step where you understand that you must give a lot of effort for little result. What is frustrating in this step is seeing people who have many years of experience doing incredible things easily while your work like crazy to do a basic thing.

Third step – experience

This is the step where, thanks to the experience you accumlated in the crossing of the desert, you begin to master the elements fo your project to make better progress.

What happens is that there are a lot of people who addicted to the first step : start. This is understandable because it’s in the step where everything is wonderful. When it’s necessary to go to the second step : the crossing of the desert, these people find a new project to redo the frist step.

Changing project for all the time to stay in the first step is a type of intelligent procrastination. These people avoid every second step, they want to have excitement without having the disadvantages of being persistent in something.

In this case, intelligent procrastination is about giving you a good conscience by telling yourself and others that you’re doing something positive for your project. But inside, concretely, you avoid doing the most important things to do to advance your projet. For exemple, you worked for months designing your Amazon website (this looks like a good idea) but since the creation of your website , you have done only 2 sales (it’s really a problem).

Solution

solution

Projects are means to reach your final goal. The first thing you need to do is to determine your final goal and then select projects to do to achieve this goal. For exemple your final goal is to become a successful author and your project is to have a blog where you’ll write chapters of your book.

Becoming conscious of your final goal is important but it’s not enough. You need to take action to complete your project because therse projects are just means to reach your final goal.

There is another phase, it’s that after a certain time, you need to select a minimum number of projects. Successful entrepreneurs are entrepreneurs who know how to say « NO » and it’s really important. You can’t succeed in all project in your life.

Select project

select project

How to select a promising project ? This is what you’ll want to know during the first step : start. This is the start step that will let you know if you’re ready to go to the second step : crossing the desert. It’s obvious that there is always a risk in the choice of a project. That’s something we can’t avoid at 100 %

One way to have more perseverance is to have organization, increase the strength of will and increase discipline. These are elements to work on a daily basis.

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

-Steph

The Right Time To Start Your Own Company

too old

Really there is no age to create your own company ! You can do it when you’re young, middle, old and even if you’re retired. No age.

What is important is to have an idea and really want to do it, execute it. There is a lot of people who create their company at 50 years old and it’s cool.

If you think you have less chance to have success with your company because you start it at 50 years old, you’re wrong. It’s a limiting belief or an excuse.

This envy may be caused by the bitterness of not realizing a dream or the loss of a job or people who are retired who are bored and want to have an activity.

Gary Vaynerchuk has an amazing video about it. Watch it and have fun.

-Steph