Walking our talk

 

Early in my consulting career a prospective client gave me some feedback that would change my life.

You see, they’d seen me give a talk on behavioural economics and were interested in how I could help them gain customers for their new bedding range.

No problem.

I outlined the behavioural techniques we would use to frame pricing, create a sense of urgency and overcome customer concerns about buying what was an unfamiliar brand. 

The proposal, well I thought it was a slam dunk!

But that’s not the response I got.

Instead, I got some of the most painful feedback I have ever received.

That’s what I share in this presentation for Greenbook Insights from last year.

While it was mainly for market research and Insights professionals, I think you’ll find this useful if:

• You want to know why asking customers what they need can be a waste of time
• You want to know how to integrate behavioural techniques into your day-to-day
• You get frustrated that people don’t respond to facts

Watch as I undermine and then try to rebuild my credibility while my dog stares adoringly 🙂