The Holistic Web

What gets your visitors motivated to take action? You need to think about providing them with relevant information.

If you were trying to motivate a dog, what would work better: the world’s tastiest, freshest, best carrot, or any old piece of meat?

Be careful you aren’t spending too much time making carrots…

(inspired by “The Principles of Effective Copywriting” DVD)

I’ve been doing a lot of reading recently (as always), and one thing that has come up again and again and again is: you can’t trust what people say. Let me give some examples of stuff I’ve been reading:

• In a double blind clinical trial for a sleeping tablet, 90% of people reported it effective, versus 60% who reported the placebo effective. I read a lot of clinical trials (yes, strange, I know), and it’s quite normal to find that ratio of effectiveness vs placebo.
• In “Blink” (great book), a case where people were tasting Sprite and asked how much lime was in there. The answer would be directly related to the colour of the can - a greener can would invariably give a more limey taste, with no change to the formula at all.
• Adding a phone number to a web page increased sales dramatically - without generating a single phone call. A phone number generates a perception of trust. I didn’t do follow up research but I’m sure none of the new customers would attribute their signing up to the appearance of a phone number, but statistically, there’s a fair chance they did.

I’ve bumped into many, many more, but some are a bit too complex to be contained in a blog friendly nugget. The thing in common is that people say one thing - and truly believe it - but the real reason is not at all the same. They say it has more lemon, but it doesn’t.

Our minds are fooled very easily. As horrible as it might seem, the conclusion to reach is that many of our decisions are determined by our subconscious based on reasons we don’t know.We try and rationalise things, and so we willingly offer an explanation is prompted, but often that explanation is simple a rationalisation of what has already happened subconsciously, and isn’t the real reason.
Yet, so many people and companies still believe in things like surveys and focus groups (where as well as the above issues you also get group think). I’m not saying those things are useless, they have their place, but unless you understand these broader issues and make sure you are asking the right questions in the right way, you’ll get a result that seems right, but probably isn’t.

It increasingly seems that to be successful in the online realm, you need to be a psychologist as much as a marketer. Fortunately, the process we use is fundamentally based around people’s psychology - I’m growing increasingly aware of how right that approach is.

From the book “Nudge”:

You are more likely to agree to an operation if you’re told that 90 out of 100 people who had it are still alive five years later than if you’re told that 10 out of 100 people die from it.

Food for thought there.