Once the elephant is engaged, the rider is more likely to find ways to rationalise the decision and commit to the action.
Instead you need to observe what people do when you change the conditions of your offer. But better than that, you can utilise a field of behavioural science called behavioural economics that has done the hard work for you. Based on controlled experiments and observation rather than self-report, behavioural economics is your best source of understanding what people are likely to do.
- God Ain’t Thinking What You’re Thinking.
- Letters From Europe, 1938.
- The Avery, Fairchild & Park families of Massachusetts, Connecticut & Rhode Island;
- Reward Yourself.
- Elephants Have The Most Neurons. Why Aren't They The Smartest Animals?.
- ISBN 10: 076114448x.
- There Is More Inside : Personal Essentials to Living a Power-Packed Life.
When you next approach your customer, consider how you are putting your message together. Rather than appealing to the Rider with facts and figures, make sure you have taken the time to understand the reasons beneath the surface that may persuade your customer to move.
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And remember, behavioural economics is available right now for you to use, so influencing elephants has never been easier. Bri Williams runs People Patterns Pty Ltd , a consultancy specialising in the application of behavioural economics to everyday business issues. Bri Williams is an authority on behavioural economics applied to everyday business and personal effectiveness.
SmartCompany is the leading online publication in Australia for free news, information and resources catering to Australia's entrepreneurs, small and medium business owners and business managers. Monday to Friday, SmartCompany. The elephant and the rider The rider is the thinking we use at our most rational. Bri Williams Bri Williams is an authority on behavioural economics applied to everyday business and personal effectiveness.
Amantha Imber runs a successful business — but she still has impostor syndrome Amantha Imber Inventium founder.
The secret to business is knowing how to move elephants
A cautionary listicle: Five strategies that will send your best customers packing Ian Whitworth Scene Change co-founder. Asian elephants have much smaller ears, and only the males have tusks. I thought we were carving a female Asian elephant; my partner pictured a male African elephant. Another way to think of it is this: imagine telling two different pilots in Lincoln, Nebraska, to fly you to Washington.
Livro: BE THE ELEPHANT | Livraria Cultura
One heads west, excited to see Mt. Fully develop ideas out loud so that in the end you all arrive where you want to be.
All the talking and detailing may seem pedantic and overly detailed in the beginning, but it will put everyone at ease as the process goes on. Some will indeed be unnecessary. Most will simply make a more perfect elephant.
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