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.

Please follow, like and share:

Feed Your Brain Is Important

feed brain

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

To be successful in the areas that interest you, there is an important principle that is to nourish your brain in a healthy way. It’s the same principle for your body. If you eat fast food burgers every day, you’ll become fat, your self- esteem will decrease, your energy will decrease, your libido will decrease and your lifetime will decrease.

If you feed your brain every day with the « burgers » of information, I mean news (newspaper and tv), you’ll have a negative state of mind. The information of these newspapers or these media are 95% negative and 80% of this information, you’ll forget them in 15 days. These are events where you have no impact on it, it uses your brain’s energy for noting and because of this negative information, you become more and more worried.

Good food for the brain

The most efficient and accessible way is to read books of excellent quality. When you read books of excellent quality, you have access to the best brains in the world for an affordable price, or even free if you go to a library. With books, you also have access to the best dead brains. It’s not because the person is dead that this person has to stop giving us value.

Purpose of reading these books is to allow you to have a solid foundation for achieving your goals. To start, you need to create a list of books and use the SMART goal method (SMART => specific, measurable, accessible, realistic and defined over time). If you want more detail, go to a search engine like Google of DuckDuckGo and enter : SMART goal.

For example, you can give yourself the goal of reading a book a month. I advise you to write a summary page for all the books you read. Scientific studies have shown that when you write the summary, you will remember more things and you will memorize more things than if you only read the book. Here are 2 scientific studies here  and there .

.

Check the book’s quality

books

To start, reading reviews on books that interest you on Amazon is a good place to start. It’s clear that it’s not done by experts but you can see people who like and hate the book. It’s up to you to do your own analysis of the numbers of positive and negative comments. If there are a lot of comments (at least a hundred), it’s a good sign.

It’s possible to access lists of books complied by people who read a lot of books. It’s obvious that these lists will never correspond at 100% to your objectives but it allows you to find pearls. If you want to train in business and personal development, Josh Kaufman’s Personal MBA  is excellent. It’s not necessary to like all the books of Personal MBA but most are extraordinary.

Action

Here is a simple exercise that I propose to you. Find 5-10 books of excellent quality that can help you achieve important goals for you. Determine a deadline (1 year) and calculate how many books you should read per month and how much time you have to spend every day reading.

I’m curious to know the books you found. Share this in the comments section and let’s go .

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

-Steph

Please follow, like and share:

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

Please follow, like and share:

Stop A Bad Habit

self sabotage

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

You know, I had a lot of trouble stopping my worst bad habits. It was bad habits that sabotaged my life. Many people around me have the same difficulty I had because unfortunately nobody showed them a conscious step to stop these bad habits.

Think about it, eating healthier allows you to have better energy, better body weight and live longer. Just eating less pre-prepared meals and replacing that with healthy food allows you to avoid having hundreds of bad calories in your body and this make a huge difference in the long term.

It’s a concept that used in all fields of your life. I think you know the consequences of smoking and not playing sport ?

My old bad habits

Ok, I see you need to see concrete things so I’ll tell you the bad habits I stopped :

bong

  • When I was 15 years old, I started smoking weed (marijuana) and quickly I smoked bong or water pipe several times a day. I stopped smoking when I started to train to have a body like 50 Cent. And after, I realized that I was smoking weed (marijuana) to get away from my daily worries. It was like pressing the « Pause » button several times in a day.

    elric of melnibone michael moorcock

  • For several years, I have only read heroic fantasy’s books (Hawkmoon, Elric of Melnibone, etc) and no personal development’s books. It’s not a bad idea to read heroic fantasy’s books but read only that, it’s just entertainment. When I started reading personal development’s books, I realized that I had lost years of knowledge, references, tools, methods that today would be extremely useful to me. Fortunately, it’s never too late.

    fat food

  • For several years when I was doing Karate or Kung-Fu, I had a bad diet. I only ate pre-prepared meals, pizza, fat foods, sweet drink, candy and I didn’t like vegetables. Today, I have a better diet and I’m proud of the result. Since I have a tool that allows me to have my diet under control, it’s MyFitnessPal  on my smartphone (except for my Saturday’s cheat meal)

I like seeing the reaction of people when I explain to them what I eat at breakfast : rice(or pasta) with meat(of egg) and vegetables. I don’t know why breakfast is very emotionally loaded while this is the easiest meal of the day to change. When you only have healthy food in your fridge and in your closets, you have no choice to have a healthy breakfast.

It may be because of childhood memory that people like to have sweet things at breakfast but our bodies are evolving and we need to feed them differently. A child and an adult don’t eat the same amount of calories to be operational.

Wait here is another bad habit that I stopped. I used to play video games for hours. Sometimes with friends we played more than 8 hours non-stop. Once I invited many girls to my condo to do a « before » with my friends before going to the club. We decided to take the bus (public transport) because we wanted to drink a lot of alcohol.

The problem is that with my friends, we were too focused on the video game and we missed the last bus. The girls had gone crazy and they made us understand that it was the last time we (me and my squad) did this (especially an ex-girlfriend, it was sex versus video games). Since then, I haven’t completely stopped paying video games but I play much less because I don’t buy the new video game console.

I guarantee you that having stopped these bad habits had an incredible impact in my life.

Your future old bad habits

healthy food

Now I have a question for you. What bad habits you want ? What bad habits can you replace with a good habits ?

I advise you to make a list of bad habits you want to stop. When you have chosen the bad habit you want to stop, put in place a simple action to stop it. You can’t stop a bad habit in one night. You need to have a constant simple action to have excellent result.

For example :

  • If you want to eat more vegetables, you can use this grandmothers tactic that is to eat vegetables before dessert.

  • If you want to watch TV only for 1 hour, read a few pages of a personal development’s book.

Leave me a comment with a habit you want to stop and that simple action do you use to stop this ?

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

-Steph

Please follow, like and share:

Improve Discipline

discipline

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

Here is how I worked, a few year ago. I had a project that I really wanted to do and I thought to myself : « When I come back home tonight after eating, I work on it ». And after eating, I preferred to play video games or watch a TV show until sleep. I think that situation has already happened to you.

Regret is a poison

regret

Now I realize that if I had done these projects, I would have had more fulfilling lifestyle, I would have leaned to manage my money earlier and I would have interesting contacts earlier. Maybe I wouldn’t have had it all earlier but in any case a part, that’s for sure.

Discipline and productivity are important skills to create and evolve a project. I did project but these weren’t my most ambitions projects. These weren’t projects with big risks, so I dissatisfied inside of me. The problem is that all this insatisfaction transformed into frustration.

There are a lot of things I wanted to do in theory and that I never did.

As you know on my blog, I mainly talk about fitness/bodybuilding and I notice that many people enroll in a gym with a 3 months subscription and go to the gym only 2 times. This is a classic case.

Know that there is a solution because before I had very little discipline and productivity and now it’s improving more and more.

Track you progress

track progress

To have more discipline and productivity, you need to make sure that this is a long-term goal. This requires several years to have concrete results like for sport. We would like to have results right away but the best things take time because it’s an exploration in yourself.

This is not going to be Disneyland every day because there are times when you’re going to tell yourself you’re not going get there. That’s why you need to keep track of your results. It’s interesting to note why you’re less motivated to continue your project to better understand yourself. You’ll read books on personal development, follow training, meet people who have the same goal as you. With this methods you’ll build your own toolbox to improve your discipline and your productivity.

What is cool when we keep track of our results is that we can see our evolution from month to month, year by year. It’s funny to see your results 2 years ago to really realize your progress.

Increase your success

increase success

To find a way to improve my discipline and productivity, I read on internet that enrolling in a group of people who shared the same goals as me could be extremely motivating. So I looked for websites and Facebook’s groups. What is interesting in groups is that every week a person offers a challenge. Then everybody share their results and everyone shares their impressions.

It’s also possible that you find a person in your entourage who has the same goal as you. I find it really cool to put people around you into groups because the more people there are the greater the motivation.

You see, the fact of telling everyone that you are challenging, force you to be disciplined and productive to complete the project. And there were always funny punishments for people who didn’t show their project. And little by little, you improve and often you have proposals to make competitions.

I used to do this for sport at first but this concept is used in all fields such writing, photography, dancing (I like dance salsa), cooking, etc. And in all these field there are competitions several times in the year. Here is an example that astonished me, watch the paper airplane world championship .

No need to be a shaolin monk

shaolin monk

By tracking your results, you’ll find ways to boost your will without it being painful. You know, you don’t have to work to have the discipline’s level of a Shaolin monk, you just need to have a discipline’s level that allows you to make your projects a reality.

Several scientific studies have made an important discovery in order to better understand human beings. This is because the will is an element that trains as a muscle to develop. Which means that to develop your discipline, you have to train it like a muscle and it doesn’t happen overnight.

Here are resources, this article. Kelly McGonigal’s book « The Willpower instinct ». Viktor E. Frankl’s book «  Man’s search to meaning »  on attitude and discipline in the worst circumstances.

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

-Steph

Please follow, like and share:

Crowdfunding and blog

crowdfunding

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

Use a crowdfunding’s platform is interesting to create a product. What is also cool is that by looking at projects we can have an idea of the future products.

Crowdfunding allow you to sell a product before creating it but there is a difference compared do the Lean Startup method  :

  • With the Lean Startup method, a startup must create as soon as possible a prototype (minimum viable product) to test it in the real world (the market).

  • With the crowdfunding, a product must be of sufficient interest to people to invest their money in the project. It’s mainly a relationship based on trust, people believe your promises.

Crowdfunding

crowdfunding

Crowdfunding’s platforms have their own rules to protect their communities. Imagine you need $300 000.- to create your product. Unfortunately you can reach only $200 000.-. As you have not reached $300 000.- required, the money is refunded to people. Nobody lose money.

The truth is that sell content on crowdfunding’s platform is very difficult. Video games work well, there are video games that reached $1 million. Movies and short films also work well. For exemple, fans of mangas or comics make a movie about their heros. On the other hand, books are really a small percentage.

For an author it can work but you already have a large community, already have an authority or already have credibility in another area.

If you start from scratch and you want to create a blog but nobody know you and you don’t have a community, it will be extremely complicated to have funding with this type of platform.

And the reason is very simple, everybody know that we can create a blog for free.

Self made

self-made

And it’s precisely because it’s free (or not expensive) that makes the blog’s strength.

You can create a blog today from your home and work on it (part-time) next to your school/work.

With a good strategy, you blog is a company. Do you know how it was 30 years ago to start a company ? You needed to have a minimum capital and you had to do a market research by buying files or paying experts. Now with internet, you can do it from your home, it’s cool.

To have a blog that work well, you need to have a strategy and one of the points of the strategy is to reduce your distractions. Decreases distractions that prevent you from evolving your blog. A distraction I’ve decreased is the number of hours watching TV show or Youtube. I spent easily 3 hours a day watching what doesn’t matter, now I decreased to 45 minutes.

With Youtube, I subscribed only 13 channels and it’s channels that learn something or motivate me to develop my blog.

stephane andre youtube subscribe

To have a blog, it’s a little bit utilize the Lean Startup method because your’re quickly in touch with reality to see if what you are doing interest people (number of views), you use feedbacks from your community to improve your content and you build your audience little by little so that your blog become a real company.

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

-Steph

Please follow, like and share:

New Generation Of Marketing

next new generation

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

When I was a child and I watched a movie on TV, there were advertisements during the movie. When I watched these advertisements I never told myself : « Wow, it’s too cool, I’ll buy it right now », I told myself : « No, again ! » and I took my smartphone. I think you do the same thing.

Interruption marketing

interruption marketing

This kind of advertising that interrupts what you’re doing is called interruption marketing. I’m happy, this kind of marketing is dying. It was a type of marketing that worked well in the years 1950-60 with TV. It was the first time we wached advertisements with a visual, sound and music, it was impressive. This advertisements format allowed to have access to more people than a advertisements in text format.

This interruption marketing has been successful and others companies have used this method. There are so many advertisements everywhere that we can find that on a supermarket receipt. I watched a TV report clip where people were paid to have advertisements on their own cars (it’s not normal, really !).

We are so harassed by advertismements that our brain developed a filter so that we can live our lives quietly. It’s cool because the interruption marketing is less and less effective and companies noticed it.

Permission marketing

permission marketing seth godin

It’s for this reason there is a new generation of marketing, it’s the marketing of permission.

The concept is to ask the permission from a group of people to contact them with informations and advertisements that are in their interests. We know that this will potentially interst them and if they don’t care, they will not give us permission.

The concept of interruption marketing is to have access to a maximum of people as possible. The permission marketing is the opposite because people give us permission. The audience is more listening because the brain’s advertising filter is disabled, simply because the theme of advertisements they’re interested in.

Use the 21st century marketing. Here’s how I use it :

  • I publish articles on my blog that attracts a group of people (bodybuilding and internet business). I create content that interests my future clients. It’s cool because I know my future clients share the same passion and same values than me.

  • To go to the next step, I offer free additional bonuses like digital books (eBook), free complet training program (on my other website) and link to effective smartphone apps

  • To have acces to these additional bonuses, you need to subscribe to receive my newsletters (mailing list). When people subscribe to receive my newsletters, they give me permission to contact them.

  • When people receive my newsletters, they unsubscribe at any time. In each email there is a link to unsubscribe by clicking, it’s very easy.

As soon as people subscribed to my newsletters, I know that these people are interested in products/service that are complementary to bonuses they used.

Exemple

Take an exemple with a blog about cats. You have a blog about cats and when person subscribes to your newsletters that person receives a free digital book (eBook) « 5 tips to keep your cat healthy and long live ». You’ll learn 2 things about that person who subscrided to your newsletters :

  1. This person is interestd in cats

  2. It’s possible that this person has a cat or wants to have a cat

It’s a specially targeted audience. Now, you know that this person will be interested by a book, a training or a physical product that will help this person to have a cat happy and healthy.

With this method, there is a audience’s screening. You don’t lose you time to try to sell your products/services to a person who is totally disinterested in what you do.

Fanbase

fanbase

This concept is perfect to build a group of people who are of what you do. This means that you build a fan-based internet company or based on a tribe.

I advise you to read this Seth Godin’s books about it.

This has nothing to do with interruption marketing that based on client’s amount. With permission marketing, there is a better profitability and a better human relationship. With this concept, we feel like helping friends because the entrepreneur and its audience share the same passion and same values.

The entrepreneur help its audience to accomplish a goal he/she has already achieved or the entrepreneur want accomplish a goal and its audience witnessed its evolution. Usually entrepreneurs do both. It’s obvious that it’s not possible to know all people of an audience but it’s easy to communicate with them. If there is a Meetup or a meeting with the community, everybody will be able to talk about cats for hours and it’s great to meet passionate people.

Marketing

Permission marketing works with everything. Interruption marketing will work for long time because campanies are putting a all lot of money into it.

Internet companies and startups therefore 21st century companies need to use permission marketing to adapt to the industrial revolution.

-Steph

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

Smartphone apps :

To track my calories, I use MyFitnessPal 

To track my training program, I use Jefit 

Please follow, like and share: