The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

In this episode of The Brainy Business podcast, you'll hear an insightful conversation between host Melina Palmer and guests Jo Evershed and Gareth Harvey. Jo and Gareth discuss the power of behavioral data in personalizing shopping experiences and nudging consumers towards more desirable choices. The conversation also delves into the impact of default options and the potential for personalization in branding. Overall, this episode highlights the potential of data-driven personalization in improving shopping experiences and pricing strategies. Whether you're an online retailer or marketer, this episode provides valuable insights on how to engage customers and increase conversions through personalized nudges. In this episode, you will: Maximize your online sales with behavioral data insights. Boost customer engagement with personalized nudges and recommendations. Increase conversions by leveraging data-driven decision-making in pricing strategies. Improve the shopping experience by understanding consumer behavior in supermarkets. Optimize your online grocery store for success with insights into online shopping trends. Discover the impact of book jacket colors on consumer purchasing decisions. Uncover the secrets to driving sales through data-driven pricing experiments. Show Notes: 00:00:00 - Introduction, Melina introduces the guests, Jo Evershed and Gareth Harvey, and discusses their work in behavioral science and consumer psychology. 00:04:34 - Gorilla Experiment Builder and Consumer Psychology Jo explains the purpose of Gorilla Experiment Builder, a platform for running behavioral research online. Gareth discusses his background in consumer psychology and how he applies academic research in the commercial sector. 00:07:07 - Applying Behavioral Insights in Grocery Stores Gareth shares his experience in designing supermarket layouts and how psychological principles can be applied to improve marketing strategies. He discusses the importance of finding the right stimuli and placement to influence consumer behavior. 00:09:40 - The Impact of Smell in Retail Gareth explains the effectiveness of using scents like chocolate in retail environments. He highlights the importance of placing the scent in the right location to maximize its impact on consumer behavior. 00:11:48 - The Truth About Pricing Melina mentions her upcoming book, The Truth About Pricing, and discusses an experiment she conducted with Jo and Gareth for the book. The experiment involved testing different pricing strategies during the COVID-19 pandemic. 00:14:21 - The Psychology of Supermarket Aisles The group discusses the importance of positioning items in supermarket aisles to encourage impulse buys and prolong shopping trips. They explain the strategy of making customers far enough in the aisle to see the next one and entice them to continue walking and making more purchases. 00:15:40 - Changes in Supermarket Design The group mentions how supermarkets are adapting their store layouts to cater to different types of shoppers, such as grab-and-go shoppers and those doing big stock-up shops. They discuss the need to avoid antagonizing shoppers and the potential for redesigning stores to meet changing shopping habits. 00:16:39 - Online Shopping and Impulse Buys The group explains how supermarket apps can still encourage impulse purchases and replicate the in-store experience. They mention the use of personalized advertisements and offers based on past purchases. Additionally, they discuss the importance of optimizing product images and descriptions for online shoppers. 00:18:20 - Nudging Towards Healthier Choices The group introduces the concept of "swaps" in online supermarkets, where healthier alternatives are offered as substitutes for less nutritious products. They discuss the potential for making small nudges towards healthier options and the role of personalized recommendations in influencing consumer choices. 00:20:12 - Challenges in Online Product Display The group highlights the challenges of displaying products effectively in online supermarkets. They explain how industry guidelines and mobile optimization constraints limit the amount of information and advertising that can be displayed. 00:27:42 - The Difficulty of Finding Gluten-Free Options Melina discusses the challenges of finding gluten-free options due to having celiac disease. They mention how it would be helpful if stores and online supermarkets could offer personalized recommendations based on dietary restrictions. 00:29:20 - Opting Out of Irrelevant Advertisements The group suggests that online supermarkets should have an option for users to opt out of seeing certain products, such as gluten-containing items. This would save time for both the consumer and the store, and provide valuable data for the store to make better recommendations. 00:30:05 - Data Privacy and Opt-In Options The group acknowledges the need for careful handling of shopper data and the importance of opt-in options. They discuss how consumers may feel nervous about having their data collected but might be more willing if they have control over what data is used and how it benefits them. 00:31:46 - Nudging Consumers Towards Healthier Choices The group discusses an example of a study where labels on Coca Cola products were used to nudge consumers towards healthier options. They highlight the potential for supermarkets to use data to help shoppers make better choices and become the best version of themselves. 00:35:11 - Default Options and Personalized Recommendations The conversation explores the idea of default options and personalized recommendations within online supermarkets. By offering healthier alternatives and giving shoppers the ability to customize their default options, retailers can support customers in making better choices. 00:41:22 - Setting up the Experiment Melina and her team created an online shop to test different book covers and their impact on sales. They ran a four-way between-subject experiment, including a control condition without Melina's books. They gathered data from participants, including Melina's audience and small business owners recruited through Prolific. 00:43:26 - Behavioral Decision Making Gareth explains that visual saliency is crucial in decision making, both in physical stores and online. People tend to go with what catches their attention immediately. Online shoppers spend only a few seconds reviewing multiple products. The study aimed to understand how people's decisions differ when seeing a book cover on a shelf versus in isolation. 00:44:37 - Challenges and Solutions The initial data showed a strong preference for the red book cover, but Melina and her team suspected it was due to the small sample size. To overcome this, they collaborated with Prolific to collect data from a larger and more diverse group. The final results revealed that the green book cover performed the best, aligning with both the behavioral and focus group data. 00:48:00 - Importance of Data and Uncertainty Melina values running experiments to gather data and validate her assumptions. Despite feeling uncertain about the outcomes, she is willing to follow what the data suggests. The study helped her understand that the green book cover performed well within her audience, but not necessarily among those interested in pricing books for businesses. 00:55:37 - Importance of Openness and Learning Being open to different outcomes and learning from the results is crucial. The Amazon description and keywords play a significant role, and testing and optimizing them is essential. Feedback and participation from hundreds of people have been valuable. 00:57:17 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Jo and Gareth: Jo Evershed Twitter Gareth Harvey LinkedIn Jo Evershed LinkedIn Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: The Truth About Pricing, Melina Palmer What Your Customer Wants and Can't Tell You, Melina Palmer Designing for Behavior Change, Stephen Wendel Engaged, Amy Bucher What Your Employees Need and Can't Tell You, Melina Palmer Top Recommended Next Episode: The Truth About Pairing (ep 5) Already Heard That One? Try These: iMotions (ep 352) Jez Ripple (ep 131) Mars and KIND Project (ep 215) Dilip Soman Interview (ep 241) Behaviorally (ep 166) Michelle Niedziela Interview (ep 168) CloudArmy Interview (ep 183) Sense of Smell (ep 298) Anchoring (ep 11) Meet GAABS (ep 121) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Decide's website Prolific's website Gorilla's website

Melina Palmer invites Jessica Wilson of Imotions to discuss the fascinating world of neuroscience tools for consumer research. Jessica's in research and neuroscience led them to Imotions, a software company that offers a platform integrating various neuroscience tools. The platform includes a study builder, analysis tools, and export options, catering to both commercial and academic clients. Jessica emphasizes the importance of matching the research question with the appropriate technology, rather than being swayed by the allure of shiny gadgets. She highlights the value of using eye tracking, facial expression analysis, and skin conductance as a powerful combination of tools, known as the "Holy Trinity." However, she also mentions the availability of other tools, such as EEG and heart rate monitoring, depending on the specific research needs. Jessica shares examples of video testing and usability studies, showcasing how these tools can provide insights into consumer behavior, attention, and emotional responses. She emphasizes the importance of using the gathered data to inform design decisions and improve consumer experiences. The conversation concludes with a discussion of real-world applications, including collaborations with universities and healthcare organizations. In this episode: Discover how neuroscience tools can revolutionize consumer research and unlock deep insights into consumer behavior. Uncover the hidden motivations behind consumer decisions using cutting-edge eye tracking and facial expression analysis techniques. Optimize your website design with confidence by leveraging user testing to identify usability issues and improve user experiences. Learn the importance of crafting clear research questions to drive effective user testing and obtain actionable insights. Boost user engagement and trust with shorter, impactful testimonials that capture attention and increase conversion rates. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the podcast and shares her excitement about conducting research and experiments with Imotions to optimize her website pages. 00:02:36 - Introduction to Imotions Jessica Wilson, the director at Imotions, shares information about the company and their platform. She discusses the wide range of applications for their neuroscience tools, including consumer insights, product testing, ad testing, and more. 00:07:43 - Types of Testing with Imotions Jessica explains the different types of testing that can be done with Imotions, including eye tracking, facial expression analysis, and skin conductance. She emphasizes the importance of using the right tools based on research questions and not getting caught up in the excitement of technology. 00:08:31 - The Holy Trinity of Eye Tracking, Facial Expression Analysis, and Skin Conductance Jessica discusses the Holy Trinity of eye tracking, facial expression analysis, and skin conductance. These three tools work well together to provide information on attention, valence, and physiological arousal. She mentions that there are additional tools available, but it's important to choose the right ones based on research questions. 00:10:42 - Consultation and Planning with Imotions Jessica highlights the importance of consultation and planning with Imotions. They offer guidance on choosing the right tools and metrics for specific research questions. The research question should dictate the technology used, rather than the other 00:15:12 - Video Testing with Biosensor Data Jessica discusses how video testing can be used with biosensor data to assess consumer preferences and improve communication. They share an example of a collaboration between the University of South Florida and BayCare Health Systems to evaluate the impact of COVID-19 infomercials on consumers. 00:16:46 - Usability and Sensory Testing Jessica explains how biosensor research can be utilized in usability and sensory testing. They mention using biosensors to assess people's reactions to different food samples and how the most effective testing methods have distinct research questions and variables. 00:18:14 - Free Scrolling and Task-Based Testing Melina and Jessica discuss the different approaches to testing, including free scrolling to observe natural behavior and task-based testing to compare prototypes. They emphasize the importance of incorporating specific tasks into usability studies for websites. 00:21:08 - Redesigning a Website Melina shares her experience of redesigning her website in preparation for her book launch. They discuss the process of testing mockups of the new site against the existing site to determine if design changes were effective and if any adjustments were needed. 00:24:46 - Testing for Different Personas Jessica explains how they incorporated different personas into the testing process. They discuss the two personas targeted by the host's business, entrepreneurial types, and corporate members, and how the testing aimed to direct each persona to the most relevant products and services. 00:29:38 - Importance of Clear Tasks in Website Testing Narrowing down tasks and evaluating if they are working is crucial in website testing. Asking vague questions about users' interests and actions can reveal where they get stuck. It's important to avoid priming users and instead focus on finding potential obstacles. 00:31:13 - The Power of Focusing on One Thing in Research Research should focus on one or two variables to obtain clear answers. Avoiding distractions and confounding variables leads to stronger insights. Rushing research can result in missed opportunities for valuable insights. 00:33:20 - Effective Design Elements for Website Success Salient design elements like big buttons with clear choices greatly improve the success rate of website interactions. Eye tracking and behavioral metrics demonstrate the impact of design clarity on user engagement. 00:34:57 - Challenges with Corporate Persona Landing Page The corporate landing page proved challenging for users, leading to confusion and distributed attention. Brow furrow and lower success rates indicated a need for clearer design elements and more effective funneling of actions. 00:37:16 - Applying Insights from Testing to Website Redesign Insights from the previous tests informed the redesign of the entire website. Big buttons, clear choices, and reducing cognitive load were integrated into other areas of the site, improving user experience. 00:43:23 - Eye Tracking Results: Less is More The study found that participants spent more time looking at the short testimonials compared to the long ones. They also showed less brow furrow and had a better overall experience with the shorter testimonials. This suggests that less text is more effective in capturing attention and providing a positive user experience. 00:45:37 - Importance of Short Testimonials The research showed that shorter testimonials are more effective in capturing attention and creating anticipation for the product. Participants were able to absorb the positive feedback more easily and had a better overall experience. Short testimonials provide social proof without overwhelming the users with excessive text. 00:46:56 - Evolution of Data Collection Technology The pandemic and the shift towards collecting data in naturalistic environments have led to the development of online data collection platforms. These platforms allow researchers to record facial expression analysis and eye-tracking data using webcams, eliminating the need for specialized equipment. This opens up new possibilities for remote data collection and collaboration. 00:49:20 - Tips for Conducting Experiments When conducting experiments, it's important to keep them small, be thoughtful about what to test, and test often. Focus on the most important aspects, avoid testing too many variables at once, and have a clear understanding of what you want to achieve. Testing helps understand and predict human behavior. 00:52:22 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Imotions: IMOTIONS WEBSITE IMOTIONS ON TWITTER IMOTIONS ON LINKEDIN Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: The Truth About Pricing, Melina Palmer What Your Customer Want and Can't Tell You, Melina Palmer Marketing to Mindstates, Will Leach Designing for Behavior Change, Stephen Wendel Engaged, Amy Bucher Top Recommended Next Episode: Understanding the Problem (ep 126) Already Heard That One? Try These: Inside the Texas A&M Human Behavior Lab (ep 33) Social Proof (ep 87) The Power of Metaphors with Olson Zaltman's Malcolm & Hannibal Brooks (ep 181) Cloud Army (ep 183) How To Set Up Your Own Experiments (ep 63) Priming (ep 18) What Your Customer Wants and Can't Tell You: All About Melina's First Book (ep 147) What is Behavioral Baking? (ep 155) How Businesses Can Design for Behavior Change, with Dr. Amy Bucher (ep 164) Designing for Behavior Change, Interview with Dr. Steve Wendel (ep 116) Planning Fallacy (ep 114) Time Discounting (ep 51) Framing (ep 16) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter

Ben Guttmann, author of Attention!: The Power of Simple Decisions in a Distracted World, joins host Melina Palmer to discuss the importance of simplicity in communication. They explore the 'Frankenstein problem' of overloaded messages and highlight the concept of fluency. The podcast also covers the paradox of choice, nice vs kind messaging, and the significance of context in crafting effective messages.

In this episode of The Brainy Business podcast, you'll hear Melina Palmer interview Michael Schein, author of The Hype Handbook. This conversation delves into the power of hype in marketing and how to effectively capture attention and drive action. Michael shares his insights on the art of hype, emphasizing the importance of storytelling in making messages captivating and memorable. He explores the concept of certainty and how people are drawn to messages that offer it. The episode also discusses the significance of framing messages in impactful ways and highlights the power of simplicity in messaging. This episode provides valuable insights for marketers and business professionals looking to enhance their communication skills and create more impactful marketing campaigns. Whether you want to understand the psychology behind effective hype or learn practical techniques for engaging your audience, this episode is a must-listen for anyone seeking to create captivating and memorable marketing campaigns. In this episode, you will: Unleash the power of hype in your marketing to create buzz and excitement around your brand. Harness the art of storytelling to captivate your audience and make your message stick in their minds. Master the art of crafting certain messaging to build trust, credibility, and clarity in your brand communication. Learn how impactful framing can make all the difference in influencing your audience's perception and decision-making. Discover the power of simplicity in messaging to cut through the noise and ensure your marketing campaigns are memorable and effective. Show Notes: 00:00:00 - Introduction Melina introduces the episode, celebrating the milestone of 350 episodes and over a million downloads of the show. She previews the topic of hype and introduces guest Michael. 00:02:26 - The Power of Hype Michael discusses how his company, Microfame Media, helps idea-driven businesses create hype. He emphasizes the importance of understanding mass psychology and using effective strategies and tactics to generate excitement and engagement. 00:05:15 - The Hype Handbook Michael shares his inspiration for writing his book, The Hype Handbook, which explores the principles and strategies used by propaganda artists, cult leaders, and other influential figures throughout history. He explains that these principles can be applied ethically to achieve desired outcomes. 00:07:34 - Principles over Tactics Michael emphasizes the importance of understanding psychological principles rather than relying solely on specific tactics or tools. He encourages businesses to focus on what drives human behavior and use that knowledge to create their own unique hype. 00:10:09 - The Perception of Hype Melina and Michael discuss the perception of hype and why some people may view it as sleazy or empty. They explore the origins of the term in the hip hop community and how hype has been embraced as a necessary strategy for success. 00:15:01 - Make War, Not Love The first strategy discussed is "Make War, Not Love," which is the foundation for all other strategies. The conversation explores the evolutionary basis of tribalism and how it influences our preferences and biases. 00:18:25 - Positioning Against an Idea The power of positioning yourself against a commonly accepted point of view in your industry is highlighted. By becoming the leader who challenges prevailing beliefs, you can attract like-minded individuals and build a new tribe around your ideas. 00:21:35 - Basecamp's Example The founders of Basecamp transformed their project management software into a crusade against overwork culture. By positioning their tool as a solution to the problem they were fighting against, they created a loyal following and achieved success. 00:23:45 - Authenticity and Packaging It is important to be authentic and genuinely believe in the stance you take. Cynical or surface-level attempts at packaging and branding are easily recognized. The conversation emphasizes the need to find a unique strength within your weaknesses to create a compelling persona. 00:25:49 - Uniqueness and Public Persona The discussion explores the concept of creating a public persona that is a heightened version of your true self. The key is to identify a strength buried within your weaknesses and use it to stand out in your industry. 00:29:49 - Embracing Authenticity Michael shares his journey of embracing his natural people-pleasing side and how it has helped him succeed. He highlights the power of being authentic and finding strength in who you are, rather than overcompensating for perceived weaknesses. 00:31:00 - Paradox of Confidence Michael discusses the paradox of confidence and how being confident means being confident in your natural state. He emphasizes the importance of embracing your true self and finding confidence in your own abilities, rather than trying to conform to someone else's expectations. 00:32:13 - Survivorship Bias Melina brings up the concept of survivorship bias and how it can distort our perception of success. Michael emphasizes the importance of questioning the advice and strategies of successful people, as they may be presenting a curated version of themselves for marketing purposes. 00:34:49 - Uncovering Marketing Tactics Michael delves into the strategies used by successful marketers and self-help gurus. He encourages listeners to analyze the tactics being employed to persuade them to buy products or follow advice, rather than blindly following the advice itself. He suggests creating a "swipe file" of marketing techniques instead. 00:38:07 - Making It Scientific Michael discusses the importance of using scientific language and authority to establish credibility in crowded fields. He explains how presenting ideas or services as backed by scientific research can make them appear more trustworthy and authoritative. He also highlights the use of heuristics in decision-making. 00:45:00 - The Hype Handbook and Simon Sinek Michael discusses how The Hype Handbook provides valuable insights on effective communication and the power of storytelling. He highlights Simon Sinek as a master of framing messages and using repetitive slogans to captivate audiences. 00:46:14 - The Impact of Framing and Certitude Michael emphasizes the impact of framing messages in a quotable and interesting way. He also discusses the heuristic that people often associate extreme certitude with knowledge and expertise. 00:49:13 - Connecting with Knowledge Seekers Michael shares his Hype Book Club, where he recommends books on various topics, including cult leaders and social psychology. He highlights the value of curiosity and diverse learning experiences. 00:50:54 - The Power of Storytelling and Tidbits Michael discusses the importance of weaving stories together to make a point and engage readers. He emphasizes the value of storytelling in helping people remember and apply what they've learned. 00:53:01 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Michael: Microfame Media Michael on Twitter Michael on LinkedIn Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Simply Put, Ben Guttmann The Hype Handbook, Michael Schein Rework, Jason Fried The Obstacle Is the Way: The Timeless Art of Turning Trials into Triumph, Ryan Holiday Start with Why, Simon Sinek Top Recommended Next Episode: How to pitch your business Already Heard That One? Try These: Social Proof (ep 87) Availability Bias (ep 310 Prince Ghuman Interview (344) Priscilla McKinney Interview (ep 196) What Your Customer Wants and Can't Tell You (ep 147) Negative Reviews (ep 163) The science of cool, with Troy Campbell (ep 169) David Paull (ep 289) Megaan Lurtz (ep 341) Herding: Come on and Listen… Everyone Else Is Doing It (ep 19) Framing: How You Say Things Matter More than What You're Saying (ep 16) The Overwhelmed Brain and Its Impact on Decision Making (ep 32) Overview of Personal Biases (ep 45) Survivorship Bias: Stop Missing What's Missing (ep 110) Get Your D.O.S.E. of Brain Chemicals (ep 123) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter "21 Psychology Podcasts Every Businessperson Should Listen To" Derek Sivers – "How to Start a Movement" (TED Talk) Simon Sinek – "How Great Leaders Inspire Action" (TED Talk) Simon Sinek – "Millennials in the Workplace"

In this episode of The Brainy Business podcast, you will learn from Priscilla McKinney about the power of collaboration in business. Priscilla emphasizes the mindset shift required for successful collaborations. She highlights the importance of embracing different perspectives, being prepared for unexpected situations, and thinking on your feet. Priscilla also discusses the value of connections and networking, sharing her own collaboration with host Melina Palmer at an event. They demonstrate that collaboration can exist even among competitors, bringing unique perspectives and ideas to the table. Priscilla's book, Collaboration is the New Competition, provides practical guidance on fostering collaboration within organizations. By shifting from competition to collaboration, businesses can thrive in today's interconnected world. Key takeaways include understanding people's behavior in marketing, the value of collaboration in business success, the power of networking, and the need for differentiation. This engaging and thought-provoking conversation highlights collaboration as a key driver of innovation, growth, and success in business. In this episode: Enhance collaboration and foster partnerships for increased business success. Unlock the power of mindset to drive effective collaboration. Build valuable connections through strategic networking. Shift from scarcity to abundance mindset for greater collaboration opportunities. Harness the power of differentiation to drive successful collaborations. Show Notes: 00:00:00 - Introduction, Introduction to the episode and guest, Priscilla McKinney, who is the author of Collaboration is the New Competition. 00:02:06 - Background and Expertise Priscilla shares her background as the CEO of Little Bird Marketing and her experience in anthropology. She emphasizes the importance of understanding people and culture in marketing. 00:05:01 - Personal Experiences and Cultural Anthropology Priscilla discusses how her personal experiences as a missionary's child and living in different countries shaped her understanding of collaboration, culture, and the importance of getting along. 00:07:39 - Collaboration and Marketing Priscilla explains the connection between collaboration, marketing, behavioral science, and cultural anthropology. She highlights the role of collaboration in building strong relationships and achieving success in business. 00:09:52 - Origin of Collaboration The discussion revolves around Melina's collaboration with Maru Group and Protobrand, where Will Leach connected her as the MC. They emphasize the value of collaboration and how it can overcome competition. 00:16:09 - The Value of Collaboration Priscilla discusses the value of collaboration and how her early experiences in the credit union industry taught her the importance of cooperation and sharing ideas. She emphasizes the abundance mindset and the willingness of credit unions to help each other thrive. 00:17:30 - The Power of Networking Priscilla and Melina highlight their shared experiences in the banking and credit union industry. They highlight the importance of surrounding yourself with like-minded people who are willing to collaborate and share knowledge. Priscilla emphasizes the cooperative nature of the market research industry. 00:18:57 - Opening Minds to Collaboration Priscilla encourages readers to open their minds to collaboration and challenges them to rethink their previous experiences with it. She suggests that what people may have considered collaboration in the past may not have been true collaboration. She invites readers to give it another try. 00:20:21 - Collaboration Gone Wrong Priscilla discusses the common pitfalls of collaboration, using the example of a group project in which one student ends up doing all the work while others take credit. She emphasizes the need for equity, transparency, and a desire to win for true collaboration to occur. 00:24:24 - The Framework for Collaboration Priscilla outlines the three essential elements for successful collaboration: having something to lose and gain, being transparent and open, and having a desire to win for the benefit of all involved. 00:30:49 - Moving from Scarcity to Abundance Mindset Priscilla discusses the importance of shifting from a scarcity mindset to an abundance mindset. Instead of always trying to get their way, she encourages a mindset of helping others and believing that everyone can achieve their goals. 00:31:26 - Itchy Backs - Cultivating a Helping Mindset Priscilla explains the concept of "itchy backs," where you focus on meeting the needs of others. By being aware of what others need and offering help, you can build strong relationships and collaboration opportunities. 00:34:31 - The Rule of 15 - Inspiring Collaboration Priscilla introduces the Rule of 15, which emphasizes the importance of creating content that inspires collaboration. Building relationships takes time, and it's essential to pay it forward and show genuine interest in others before expecting collaboration opportunities. 00:35:53 - LinkedIn Cocktail Party - Shifting Mindset Priscilla suggests thinking of LinkedIn as an online cocktail party rather than just a social media platform. She highlights the importance of showing up correctly, curating a great guest list, and being a good conversationalist to build meaningful connections. 00:38:59 - Avoiding Pitch Slapping - Building Relationships Priscilla discusses the negative impact of pitch-slapping, where people immediately try to sell or pitch their services without building a relationship first. She encourages being mindful of etiquette and building relationships before asking for anything. 00:44:49 - Collaboration and Feedback on the Book Priscilla discusses her book and invites Melina to read it and provide feedback for the second edition. They encourage listeners to connect with Priscilla on LinkedIn and check out her website to get a copy of the book and share it with others. 00:45:17 - Continued Collaboration and Friendship Melina expresses her enjoyment of talking with Priscilla and their ongoing collaboration. Priscilla is referred to as a friend of the podcast forever, and Melina offers her support for any future collaborations. 00:45:47 - Supporting the Podcast Priscilla encourages listeners to give an amazing rating to the Brainy Business podcast as a way to support Melina and help more people find the show. She emphasizes the importance of leading with giving and suggests this as a good deed for the day. 00:46:19 - Treating LinkedIn Like a Cocktail Party Melina recalls Priscilla's session at the IIEX Europe Conference where she talked about treating LinkedIn like a cocktail party. She mentions the relatability and engagement of the session and expresses her excitement about discussing it in Priscilla's book. 00:47:11 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Priscilla: Priscilla's Website PRISCILLA ON LINKEDIN PRISCILLA ON TWITTER Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Collaboration is the New Competition, by Priscilla McKinney What Your Customer Wants and Can't Tell You, by Melina Palmer You're Invited, by Jon Levy Think Faster, Talk Smarter, by Matt Abrahams Influence, by Robert Cialdini Top Recommended Next Episode: You're Invited, with Jon Levy (ep 348) Already Heard That One? Try These: Anthropology, Behavioral Economics, and Marketing, with Priscilla McKinney (ep 196) The Power of Us, with Dominic Packer (ep 304) For The Culture, with Marcus Collins (ep 305) Vulnerability Loops (ep 229) Anchoring (ep 11) Reciprocity (ep 238) Influence, with Robert Cialdini (ep 312) Think Faster, Talk Smarter, with Matt Abrahams (ep 327) Marketing to Mindstates, with Will Leach (ep 88) Survivorship Bias (ep 110) Focusing Illusion (ep 330) Both/And Thinking, with Wendy Smith (ep 261) Framing (ep 296) Scarcity (ep 270) The Fun Habit with Mike Rucker (ep 251) The Human Experience, with John Sills (ep 277) The Science of Connection, with Nick Epley (ep 265) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter LITTLE BIRD MARKETING WEBSITE Women In Research website LittleBirdMarketing.com/Resources

In this episode of The Brainy Business podcast, you will hear an insightful conversation between host Melina Palmer and guest Jon Levy, author of You're Invited. Jon shares his expertise on using behavioral science in event design and sponsorships to create memorable experiences for attendees. Drawing from his own experiences, Jon emphasizes the power of human connection and relationships in event planning. He discusses the importance of assembling or working together on projects to foster a sense of connection and engagement. Jon also highlights the peak-end rule, which states that people remember the peaks of experiences and how they end, and shares strategies for creating lasting impressions. He offers valuable insights on engaging high-profile individuals, building trust through vulnerability, and the significance of genuine interest in others. If you are a professional seeking to enhance your understanding of human behavior and apply behavioral science principles to create impactful and attention-grabbing events, this episode is a must-listen. In this episode, you will: Enhance customer engagement and satisfaction by leveraging the power of human connection and relationships. Apply research-backed strategies to create impactful and memorable event experiences that resonate with attendees. Foster meaningful connections among attendees through shared activities, strengthening their bond and creating lasting memories. Build trust and rapport with attendees by demonstrating vulnerability and support, creating an environment where they feel safe and valued. Discover the influential impact of showing genuine interest and curiosity in others, leading to more meaningful connections and enriching event experiences. Show Notes: 00:00:00 - Introduction, Melina introduces the episode and her guest, Jon Levy. She mentions his work as a behavioral scientist and his book, You're Invited, which focuses on human connection, trust, and belonging. 00:03:26 - Behavioral Science and Research Jon discusses his work as a behavioral scientist, including his research studies on dating and consumer behavior. He highlights the importance of applying research findings to real-life situations. 00:07:56 - The Influencers Dinner Jon shares how he started the Influencers Dinner, a secret dining experience where guests couldn't discuss their careers or give their last names. He explains how the dinners helped create connections and a sense of belonging among industry leaders. 00:09:34 - Building a Community Jon explains how the Influencers Dinner evolved into a larger community of industry leaders. He discusses the in-person and digital events they organize and emphasizes the ephemeral nature of their interactions. 00:10:57 - Impact on Society Jon discusses his objective of bringing people together to improve their lives and potentially have a larger impact on society. He talks about raising money for social issues and getting media attention to raise awareness. 00:14:43 - Building Bonds through Shared Experiences The guest discusses the importance of getting people to assemble or work together as a way to strengthen relationships and create a sense of camaraderie within a company. By engaging high-profile individuals in unique and generous activities, such as assembling flowers, it creates a memorable experience that fosters emotional connections and generates positive word-of-mouth publicity. 00:16:16 - The Value of Being an Active Partner Rather than simply being a sponsor, it is more effective to actively design or be involved in the thinking process. By ensuring that people understand the core value and proposition of a brand, partners can forge stronger connections and leave a lasting impression. Quality over quantity is emphasized, focusing on meaningful engagements rather than broad-scale reach. 00:18:55 - The Power of Invitation in Building Connections The guest shares his experience in inviting impressive individuals to his events, even without extensive connections or resources. By starting with people he knew and gradually expanding his network through recommendations and research, he was able to build relationships with Nobel laureates, Olympians, and other accomplished individuals. He emphasizes the importance of understanding the behaviors and interests of specific groups in order to make meaningful connections. 00:20:42 - The Pitfalls of Scale and Misaligned Reach The discussion highlights the importance of targeted reach rather than focusing solely on scale. Having a large number of followers or attendees does not guarantee the right audience or meaningful connections. It is crucial to consider the relevance and alignment of the target audience when seeking partnerships or sponsorships. 00:29:29 - The Power of Influence and Trust Jon discusses the influence he has as a martial arts master and reverend, emphasizing the importance of trust in building connections. He explains that trust is created through competence, honesty, and benevolence, and that vulnerability loops can accelerate the trust-building process. 00:32:08 - Building Trust through Conversations Jon shares how his dinners create an environment where guests can have more intimate and vulnerable conversations, leading to accelerated trust between individuals. He also highlights the value of connecting on a personal level beyond discussing work-related topics. 00:34:50 - The Misunderstanding of Trust Jon explains that trust is often misunderstood, with many individuals leading with competence rather than benevolence. He discusses the importance of leveraging vulnerability loops and the Ikea effect to accelerate trust-building, emphasizing the need to ask for favors and provide support to create profound trust. 00:36:39 - Overcoming Fear of Asking for Help Melina and Jon share their personal experiences of asking for help, particularly in relation to promoting their books. They discuss the discomfort and fear that comes with asking for favors but highlight the importance of understanding that rejection or non-response doesn't necessarily reflect a personal dislike. 00:39:46 - Networking vs. Making Friends Jon challenges the traditional idea of networking and suggests that making friends is a more natural and effective way to connect with others. He emphasizes that networking often feels forced and unnatural, whereas making friends allows for more genuine and meaningful connections. 00:44:03 - The Importance of Relationships Relationships define the quality of our lives, whether in business or personal settings. Being vulnerable and reaching out to others can lead to meaningful connections and impactful experiences. 00:45:27 - Be Willing to Step Out of Your Comfort Zone To expand your social circle and create an impact, it's important to be willing to step out of your comfort zone. Take action, reach out to others, and engage in activities that bring people together. 00:46:29 - The Power of Social Catalysts Engaging in activities as social catalysts can make connecting with others feel less awkward. Activities like walking, playing games, or pursuing shared interests provide a natural context for conversation and connection. 00:48:07 - Embrace Anonymity and Genuine Interest By focusing on genuine interest in others, regardless of titles or achievements, deeper connections can be formed. Embrace anonymity and approach interactions with curiosity and authenticity. 00:50:15 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Jon: Jon's Website Jon on Instagram Jon on Twitter Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: You're Invited, by Jon Levy The 2AM Principle, by Jon Levy Collaboration is the New Competition, by Priscilla McKinney What Your Employees Need and Can't Tell You, by Melina Palmer The Speed of Trust, by Stephen M.R. Covey Top Recommended Next Episode: The Speed of Trust, with Stephen M.R. Covey (ep 320) Already Heard That One? Try These: Reciprocity (ep 238) Biases Toward Novelty and Stories (ep 54) The Power of Story, with Michelle Auerbach (ep 288) The IKEA Effect (ep 112) Peak-End Rule (ep 97) Surprise and Delight (ep 276) What is Value? (ep 234) Disney: A Behavioral Economics Analysis (ep 292) Get Your DOSE of Brain Chemicals (ep 123) Loss Aversion (ep 316) Status Quo Bias (ep 142) Framing (ep 296) Using Behavioral Science in Healthcare, with Aline Holzwarth (ep 135) Decision Fatigue (ep 244) Temptation Bundling (ep 250) The Behaviour Business, with Richard Chataway (ep 134) How To Change, with Katy Milkman (ep 151) The Fun Habit with Mike Rucker (ep 251) Happier Hour, with Cassie Holmes (ep 249) The Human Experience, with John Sills (ep 277) Anthropology, Behavioral Economics, and Marketing, with Priscilla McKinney (ep 196) The Science of Connection, with Nick Epley (ep 265) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter

In this episode of The Brainy Business podcast, you'll hear Melina Palmer interview Nick Sonnenberg, CEO of Leverage and author of Come Up For Air. Nick's background as an algorithmic trader on Wall Street gave him a unique perspective on the value of time, efficiency, and automation. He developed the CPR business efficiency framework to address common challenges in communication, planning, and resource allocation. Nick's expertise in optimizing operations led to the founding of Leverage, a consultancy that helps businesses increase productivity using modern technologies and tools. Throughout the episode, Nick emphasizes the importance of time optimization and information retrieval. He shares practical strategies, such as the Foundations program, which teaches teams how to use tools like email, Slack, and Asana effectively. By implementing Nick's insights, you can save time, reduce stress, and increase productivity in your business. Tune in to learn how to streamline your operations and make the most of your valuable resources. In this episode, you will: Increase operational efficiency and productivity to maximize your business's growth potential. Learn effective time management strategies to optimize your productivity and achieve your business goals. Streamline your operations and processes to eliminate bottlenecks and improve overall efficiency. Optimize information retrieval and storage to access critical data quickly and make informed business decisions. Find the balance between work and play to enhance your overall well-being and maintain sustainable productivity. Show Notes: 00:00:00 - Introduction, In this episode, Melina Palmer introduces Nick Sonnenberg, CEO of Leverage and author of Come Up For Air. Nick shares his background in finance and how his experience in high-frequency trading led him to develop a passion for automation and the value of time. 00:02:30 - The Journey of Leverage Nick discusses the growth and challenges faced by Leverage, his operational efficiency consultancy. He shares how he overcame operational debt and realized that the key to success lies in saving time and maximizing efficiency. 00:05:05 - The CPR Business Efficiency Framework Nick explains the CPR framework (Communicate, Plan, Resource) and how it can help organizations improve their efficiency. He highlights the importance of effective communication, planning, and standard operating procedures in saving time and increasing productivity. 00:07:28 - Getting Started with Efficiency Nick advises listeners on where to start when seeking to make efficiency improvements. He suggests focusing on areas that offer the highest return on time and recommends starting with the Foundations program, which helps align teams on information management and retrieval. 00:15:56 - The Power of Shifting Perspective Shifting your perspective and approach can lead to increased productivity and efficiency without the need for approval or new tools. By organizing your email and having a plan, you can set yourself up for success and inspire others to do the same. 00:16:55 - The Value of Time and Cutting Meetings The book emphasizes the importance of saving and optimizing time. Not all time slots are equal, and it's crucial to identify high-value time slots. By implementing strategies like pre-reading materials and using tools like Loom, meetings can be more efficient and productive. 00:21:18 - Leveraging Loom and Asynchronous Communication Loom, a screen recording tool, can help save time by allowing for asynchronous communication. Watching recordings at an accelerated speed and having the ability to rewatch can increase efficiency. Loom also facilitates discussions and comments, even outside of meetings. 00:23:44 - Understanding Your Bandwidth with Sprint Planning Sprint planning involves determining your capacity for work and considering pre-commitments like meetings and maintenance tasks. By recognizing how much time is actually available for new initiatives, you can set realistic goals and increase productivity. 00:24:11 - The Impact of Optimizing Time Optimizing time can lead to significant improvements in productivity. By reclaiming even just a few hours a week, you can effectively double the amount of time available for new initiatives. Recognizing the value of time can drive the implementation of time-saving strategies. 00:30:43 - Introduction to GetLeverage.com Nick Sonnenberg introduces his training and consulting company, GetLeverage.com, which helps businesses train and use various tools effectively. 00:31:19 - Benefits of GetLeverage.com Nick Sonnenberg highlights how GetLeverage.com can save businesses time and money by providing training and optimizing processes. 00:32:01 - Importance of Policies and Procedures Nick Sonnenberg emphasizes the significance of having optimized procedures and processes in place to facilitate business growth and efficiency. 00:33:30 - Focus on Quick Retrieval of Information Nick Sonnenberg suggests focusing on the quick retrieval of information rather than the quick transfer of information, as it saves time and improves productivity. 00:34:51 - Conclusion, Melina's top insights from the conversation. What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn. Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show. I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Nick: Follow Nick on Twitter Follow Nick on LinkedIn Leverage website Learn and Support The Brainy Business: Check out and get your copies of Melina's Books. Get the Books Mentioned on (or related to) this Episode: Come Up For Air, by Nick Sonnenberg Work Well. Play More! by Marcey Rader Indistractable, by Nir Eyal Subtract, by Leidy Klotz What Your Employees Need and Can't Tell You, by Melina Palmer Top Recommended Next Episode: Work Well. Play More! with Marcey Rader (ep 323) Already Heard That One? Try These: Planning Fallacy (ep 346) Indistractable, with Nir Eyal (ep 290) Optimism Bias (ep 34) Time Discounting (ep 328) Loss Aversion (ep 316) Focusing Illusion (ep 330) Fundamental Attribution Error (ep 268) Bikeshedding (ep 99) Confirmation Bias (ep 260) How To Start and Grow a Successful Podcast (ep 108) How to Organize Your Brain with Behavioral Economics (ep 83) Expect Error, the "E" in NUDGES (ep 39) Anchoring & Adjustment (ep 11) Habits (ep 256) Good Habits, Bad Habits, with Wendy Wood (ep 127) Other Important Links: Brainy Bites - Melina's LinkedIn Newsletter Come Up For Air website

Join host Melina Palmer as she discusses the planning fallacy, shares personal experiences, and offers strategies to improve time management. Explore the impact of biases on project timelines, the importance of external perspectives, and practical tips to combat the planning fallacy. Learn how to unpack complex projects into smaller tasks for more accurate time allocation.

Psychology professor and author Paul Bloom discusses the writing process, challenges in academic research, and engaging content. Topics include the spotlight effect, children's behavior, and the importance of curiosity. Gain insights into practical applications of psychology and behavioral science for better decision-making.

Prince Ghuman, a neuromarketer and author of "Blindsight," shares profound insights on merging neuroscience with marketing. He emphasizes understanding human behavior to enhance customer satisfaction. Key topics include the concept of NAS (new and safe) to shape consumer preferences and the significance of the adoption curve for targeting different market segments. Ghuman also explores the allure of pattern recognition and the balance of novelty and familiarity in effective marketing strategies, providing actionable tools for marketers.