The easiest way to endure an ice bath is to stay still.
A thermal layer forms, protecting you from the cold.
But the lack of movement becomes a problem the longer you stay in because you aren’t circulating blood as well to your extremities.
In business we might feel fine in our thermal layer. Comfortable even.
But this is a long game. You’ve got to keep moving.
To disrupt the status quo and keep your business moving, see how to influence action.
When you tell a customer something is 125% better, they’ll think it’s only 25% better.
This is the Off by 100% Bias.
That new Black & Decker vacuum cleaner that claims to last 125% longer? Its performance will seem underwhelming.
Telling people their energy usage is 108% more than other households? They’lll underestimate how much of a power hog they are.
Of course, increasing their prices by 110% is likely to be underestimated, too. That is, until they get your...
Solve a problem for me, but remind me you are.
People generally stick with what they have if it continues to work.
The problem for some businesses is they might solve it too well.
The problem recedes in their customer’s mind so they start taking it for granted. Maybe I don’t need to keep paying for that? Maybe the problem has gone away? Maybe I can get it cheaper?
That’s why we need to keep reminding people what we’re doing. The load we’re...
Famously, the microwave was meant to save us hours of labour. Before that, washing machines.
But guess what? Abhorring a vacuum, our time was filled.
Right now, the technology promising to save us hours is AI.
Lawyers, accountants, marketers, we can outsource our transactional work. And we are.
But what then?
Why will people want to work with you instead of AI?
What makes you different? Valuable?
People skills.
Your ability to engage, persuade, refuse, refute.
Imagine if instead of...
Everyone has a toothbrush and no one wants to use someone else’s.
Just like ideas .
It’s a major issue within organisations.
See if this sounds familiar.
You gather for an ‘all in’ brainstorming session.
Flip charts. Post-It Notes. Textas.
There’s a flurry of ideas.
You’re given a bit of time to flesh out your best idea and then, standing before your peers, present your work.
People nod along and say good things.
Meanwhile, what they’re...
When you ask hypothetical questions, you get hypothetical answers.
So why do we so often rush to ask our customers what they will do? What they will like?
When we pose these hypotheticals, we set ourselves and our customers up for failure.
Because intention doesn’t always translate into action.
Say doesn’t mean do.
Stop asking what they will do.
Start watching what they do do.
See: Influencing Action
Giving a customer money back is better than a refund.
The more concrete your language, saying “money back” instead of “refund”, for example, the more likely it is you will increase customer satisfaction.
Same with delivering “to your door” rather than “house”, referring to the “navy blue polo” rather than “the top”, and “fixing” rather than “solving” a problem.
Concrete language reduces...
Floorboards and carpet.
Wallpaper and paint.
Carbs and fat.
High waisted and low-rise.
Slow and fast.
Zig and zag.
There’s always a counterpoint.
Consumerism thrives on it.
Once one end of the pendulum is saturated, it’s natural to swing back the other way.
So with AI flooding us with generic, derivative content,
with the volume of life getting louder,
what’s your counterpoint?
See: Influencing Action
It’s not that you don’t see the red flags when you work in HR.
You do.
And you tell the line manager.
But then the line manager doesn’t act.
This points to two problems.
The line managers don’t have the skills – or more likely, the confidence – to influence their team members.
And HR don’t have the skills to influence the line managers.
And when you’re employed to be experts in people, that’s a difficult thing to admit.
But...
Back when I was in a corporate role, I received media training that I still draw upon. Literally.
It involved drawing a flower with five petals.
In the centre, you write your main point.
In each petal, a sub point that leads you to, or back to, the main point.
If you have to present in a meeting or in the media, it’s a tool I highly recommend.
I had the opportunity to describe this in a recent podcast on how to be a great podcast guest with Dr Sarah Glova. Sarah has a PhD in...
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