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

Andrea Learned, a climate communications strategist and host of the Living Change Podcast, discusses building a powerful leadership platform. She emphasizes the importance of authenticity and social media engagement for leaders to amplify their influence. The conversation delves into using personal stories and vulnerability to foster trust within communities. Andrea also highlights how relatable narratives can motivate sustainable lifestyle changes, along with the significance of aligning personal values with advocacy efforts in climate action.

In this episode of The Brainy Business podcast, host Melina Palmer interviews Vanessa Bohns, a social psychologist and author of You Have More Influence Than You Think. The conversation explores many concepts, including the spotlight effect, invisibility cloak illusion, the focusing illusion, and more, and how they impact the way we show up in the world. Vanessa explains that even when it feels like everyone is looking at you, people are more focused on themselves and are not constantly judging our every move. The episode also dives into the importance of dissent and expressing our opinions, highlighting that speaking up can have a significant impact on conversations. The challenges of virtual presentations are discussed, including the absence of audience feedback. Vanessa shares techniques to keep virtual meetings engaging, such as utilizing the chat function and allowing everyone to contribute. She also reassures listeners that it's more important to focus on the overall message than getting every word perfect. The main takeaway is that individuals have more influence than they think, and being mindful of our words and actions can have a profound impact on others. This episode provides valuable insights for individuals looking to enhance their influence and navigate communication (both virtual and in-person) effectively. Delve into the fascinating realm of influence and perception and learn their true power in your life and business. Unveil the intriguing concepts of the spotlight effect and invisibility cloak illusion and explore how they could be affecting your view of yourself and others. Discover the significant role of audience reactions on speakers and understand the saying-is-believing effect from an all-new perspective. Identify the challenges of virtual presentations and learn effective techniques to engage and sustain the interest of your participants. Realize the extent of your influence and the imperative need to practice mindfulness in your interactions. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces episode 318 of The Brainy Business podcast featuring Dr. Vanessa Bohns. She mentions that this episode is a refresh of a previous conversation and explains the reason for choosing to revisit this topic because of how it ties in with this upcoming Friday’s conversation with Andrea Learned. Melina encourages listeners to consider their own influence and how they can make positive changes.  00:02:35 - Vanessa Bohns' Background and Approach to Influence Vanessa Bohns, an experimental social psychologist, discusses her unique approach to studying social influence, which focuses on examining the gap between our intuitions about influence and the reality of our influence. She shares a personal research experience that led her to explore this topic and highlights the importance of understanding how we perceive our own influence. 00:05:59 - The Spotlight Effect and the Invisibility Cloak Illusion Vanessa explains the spotlight effect, which refers to our tendency to believe that others are paying more attention to our embarrassing or negative features than they actually are. She also discusses the invisibility cloak illusion, where we feel invisible to others but are actually being noticed more than we think. These concepts demonstrate that people pay attention to us as a whole, not just our insecurities. 00:09:47 - Having More Influence Than We Think Vanessa discusses how our influence extends beyond our self-perceived flaws and insecurities. She explains Erica Boothby's research on the invisibility cloak illusion, showing that people pay attention to us and our behaviors more than we realize. This insight reveals that we have more influence over others' behavior and actions than we think. 00:14:44 - The Influence of the Audience, Just being their–even if you don’t say anything–can shape the experience and conversation. For example, the presence of a woman in a room can shape the way others talk about an issue as people engage in audience tuning. The audience's reactions and nonverbal cues can shape the beliefs of the person speaking, leading to a change in the message being delivered now and into the future. 00:15:28 - Virtual Presentations and Feedback, Virtual presentations can be challenging without the immediate feedback of the audience's reactions. The loss of laughter and nonverbal cues can lead to uncertainty and the need to adjust. Incorporating polls, chat questions, and breakout rooms can help maintain engagement and gather feedback. 00:21:16 - Maintaining Engagement in Virtual Meetings, In virtual meetings, it's important to ensure that everyone remains engaged and participates. Encouraging turn-taking and giving everyone a chance to voice their thoughts can help prevent people from getting lost or feeling unheard. Breakout rooms can also be used to facilitate discussions. 00:25:38 - The Power of the Audience in a Virtual World, In a virtual environment, the power of the audience's nonverbal communication is diminished. Those who are shy or hesitant to speak up can utilize the chat function to express their thoughts and contribute to the discussion without having to interrupt or speak aloud. Writing out thoughts in advance can also help overcome shyness and articulate ideas effectively. 00:30:05 - The Opportunity for Thoughtful Input, It's difficult for people to speak up (and dissent) unless they care deeply about a topic. The virtual setting provides an opportunity for more thoughtful input as people can take their time to think and prepare questions in advance. The chat function allows for engagement and gives a voice to those who may have been overshadowed in in-person meetings. 00:31:59 - Engaging Through the Chat, The chat function in virtual meetings can be advantageous as it allows participants to ask questions and contribute without the pressure of speaking up. It can also shape the way people listen and think about the discussion. The chat provides an opportunity to be seen and have an impact. 00:34:31 - The Importance of Influence, Having influence in meetings matters because there are opportunities that can be missed. Research shows that people listen, believe, and are more likely to do things for us than we think. By holding back or doubting our influence, we may miss out on making a real impact. It's also important to be mindful of the potential negative influence we can have on others. 00:36:50 - Being Mindful of Impact, It's crucial to focus on the impact our words and actions have on others rather than obsessing over how we are being judged. Even small comments can carry weight, especially when we are in positions of power. Being thoughtful and mindful can help prevent negative or unintended consequences. 00:38:59 - Moving Away from the Focusing Illusion, Instead of just worrying about how other people are focusing on you, reframe and refocus to be mindful of the impact your words and actions are having on others.  00:44:45 - "Gaining Perspective on Relationship Dynamics", Dr. Vanessa Bohns shares a technique in which individuals write about a fight they had with their partner from a third-party perspective. This exercise helps to see the ways in which they may be contributing to the dynamic and understand their impact on others. 00:45:26 - "The Liking Gap and Accurate Perspectives", The liking gap phenomenon suggests that people underestimate how much others like them. Third-party perspectives, such as in videos or compliments, can provide accurate insights into how others perceive and appreciate us. 00:46:42 - "The Power of Outsider Perspective", Taking an outsider's perspective can help increase self-awareness and understanding of one's influence on a situation. This perspective can be achieved through exercises like imagining oneself as a friend. Melina relates this back to Dove's Real Beauty campaign. 00:47:53 - "The Impact of Positive Feedback", Expressing gratitude and acknowledging the positive impact others have on us can create a ripple effect of spreading gratefulness. Compliments and feedback can have a lasting impact and should be shared more often. 00:48:24 - 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 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 Have More Influence Than You Think, by Vanessa Bohns Influence, by Robert Cialdini The Power of Us, by Dominic Packer and Jay Van Bavel Reinforcements, by Heidi Grant Fierce Conversations, by Susan Scott Connect with Vanessa:  VANESSA’S WEBSITE VANESSA ON TWITTER VANESSA ON LINKEDIN Top Recommended Next Episode: Hate Being On Camera? Brainy Tips To Combat It (ep 95) Already Heard That One? Try These:  Focusing Illusion (ep 89) Fundamental Attribution Error (ep 268) Influence Is Your Superpower, with Zoe Chance (ep 308) Influence, with Robert Cialdini (ep 312) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) How To Sell From The Stage (episode 6) Sense of Sight (episode 24) Partitioning (episode 58) The Power of Us with Dr. Dominic Packer (episode 304) Framing (ep 296) Herding (episode 264) Partitioning (ep 254) Social Proof (ep 87)  Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Dove Real Beauty Campaign Devil Wears Prada Clip The Invisibility Cloak Illusion The Spotlight Effect

Eden Brownell, director of behavioral science at MPulse Mobile, joins Melina Palmer on The Brainy Business podcast to discuss the application of behavioral science in healthcare delivery. The conversation, which was conducted live at Greenbook’s IIEX North America conference, delves into the use of behavioral interventions to drive behavior change in healthcare. Brownell shares two case studies that highlight the power of storytelling, social influence, and understanding user experience to improve patient engagement and outcomes.  From using videos to simulate the consequences of non-compliance to leveraging loss aversion, the episode demonstrates the effectiveness of behavioral design in healthcare. Brownell emphasizes the importance of addressing real barriers to behavior change and tailoring interventions to the specific needs and motivations of the target audience. Everyone interested in implementing evidence-based behavioral strategies to improve engagement and behavior change will find this episode insightful and practical (it’s not just for the healthcare industry). Delve into the cutting-edge fusion of behavioral science and healthcare, and its role in optimizing patient results. Learn about the intriguing complexities of healthcare compliance and the psychology behind procrastination and time discounting. Be intrigued by real-world examples of how behavioral science can massively up the ante when it comes to adherence of medical tests. Discover the transformative power of personalized interventions in enhancing health outcomes with the aid of technology. Understand the synergy between behavioral science and healthcare as a pivotal solution to overcoming prevalent health barriers. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the podcast episode and welcomes Eden Brownell, the Director of Behavioral Science at MPulse Mobile. This episode is a replay of the live podcast interview conducted at Greenbook’s IIEX North America conference. 00:03:24 - Getting to Know Eden Brownell, Eden shares her background and how she got into the field of behavioral science, drawing on her love for understanding human behavior and psychology. 00:06:35 - The Intersection of Theater and Behavioral Science, Eden discusses how her background in theater research has influenced her love for research and understanding human behavior. 00:08:57 - The Challenges of Healthcare Compliance, Melina and Eden explore the issue of compliance in healthcare and how behavioral science can help address it. They discuss the concept of present bias and its impact on healthcare decisions. 00:12:07 - Overcoming the Say-Do Gap, The conversation dives into the say-do gap and the challenges of committing to future actions. Eden shares a case study on healthcare compliance and how behavioral science can be applied to improve outcomes. 00:15:26 - Overcoming Engagement Challenges, Eden discusses the challenges of getting people to engage with colon test kits and the importance of getting their attention. They conducted an A/B test using behavioral science messaging to create a sense of ownership (leveraging loss aversion) and found a significant increase in engagement. 00:17:33 - The Endowment Effect and Psychological Barriers, The endowment effect is discussed as a psychological factor that increases the value of something once it is owned. The guest explains how reframing the message to create a sense of ownership can overcome psychological barriers and increase the likelihood of engagement. 00:19:15 - Increasing Engagement with Colon Test Kits, The results of the A/B test showed a 10-15% increase in engagement when using behavioral science messaging and the endowment effect. Eden discusses the importance of addressing barriers and lowering the perceived effort for members to complete the test. 00:20:44 - Next Steps: Completing the Colon Test Kits, The next step is to focus on increasing completion rates for those who have opted in to receive the test kit. Eden discusses using AI and natural language processing to identify barriers and provide resources to overcome them. 00:26:22 - Using AI to Overcome Barriers, AI is used to identify common barriers mentioned by members and provide targeted responses. Eden emphasizes the importance of allowing barriers to be uncovered and addressing them in real time to increase engagement. 00:30:13 - Encouraging Behavior Change, Eden discusses the importance of using nudges and partitions to encourage people to opt in for important activities such as cancer screenings. She emphasizes the need to make the process simple and streamlined while highlighting the value of health care and preventing cancer. 00:31:29 - Successful Storytelling with Video, Eden shares a passion project that involved using video to promote diabetic eye screening. By utilizing loss aversion and creating an emotional impact, the video successfully increased the click rates for scheduling eye exams by over 200%. 00:35:01 - Using Emotion and Storytelling, Eden discusses the power of emotion and storytelling in driving behavior change. By creating videos that evoke strong emotions and resonate with the audience, it becomes easier to connect people to their future selves and encourage them to take action. 00:39:10 - Leveraging Self-Determination Theory, Eden talks about the impact of self-determination theory and social proof in healthcare. By providing real-life experiences and engaging content, such as videos of moms sharing their concerns and experiences, it becomes easier to spark engagement and provide valuable information to individuals. 00:42:19 - Simplifying the Experience, Eden emphasizes the importance of simplifying the experience for individuals. By reducing complexity and perceived effort, it becomes easier to encourage behavior change and make the overall experience more enjoyable and engaging. Examples include incorporating moments of sunshine and removing unnecessary friction. 00:45:50 - Boosting Engagement and Motivation, The discussion focuses on using social aspects and storytelling to drive engagement and motivation in healthcare. By sharing stories and creating content that can be shared with friends and family, healthcare providers can have a bigger impact on the health and well-being of their members. 00:46:51 - Presenting Health Plans to Prioritize Health, Health plans are often focused on making money, but there is an opportunity to push them to prioritize the healthcare of their members. By testing ideas like sharing messages and content that can be easily shared on social media, health plans can have a broader impact on the health of their members and their extended group. 00:47:33 - Messaging and Social Proof, The conversation highlights the importance of messaging and social proof in healthcare. Simply stating statistics like "one in four women will get breast cancer" may not have the desired impact because people often think they won't be the one affected. Finding ways to effectively communicate and simplify these statistics using images and videos is crucial. 00:48:14 - Simplifying Healthcare Information, The discussion emphasizes the need to simplify healthcare information, especially considering low literacy levels and health literacy levels. Using images, videos, and infographics can help bridge the literacy gap and make healthcare information more understandable and accessible. 00:49:16 - 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 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: Engaged, by Amy Bucher Friction, by Roger Dooley Behavioral Science in the Wild, by Dilip Soman and Nina Mazar What Your Customer Wants and Can’t Tell You, by Melina Palmer Designing for Behavior Change, by Stephen Wendel Connect with Eden:  Follow Eden on LinkedIn MPulse Mobile Top Recommended Next Episode: Engaged, with Amy Bucher (ep 164) Already Heard That One? Try These:  Loss Aversion (ep 316) Influence Is Your Superpower, with Zoe Chance (ep 308) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Behavioral Storytelling, with David Paull (ep 289) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Priming (ep 252) Framing (ep 296) Endowment Effect (ep 139) NUDGES and Choice Architecture (ep 35) Social Proof (ep 87) Partitioning (ep 254) Using Semiotics in Retail, with Rachel Lawes (ep 191) Behavior Change at WW and Beyond (ep 98) Behavioral Science Testing In Real Businesses (ep 94) Behavioral Science in the Wild, with Dilip Soman (ep 241) Designing for Behavior Change with Stephen Wendel (ep 116) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter

In this episode, explore the fascinating concept of loss aversion and its implications in business. Yes, it applies to marketing and sales strategies, but loss aversion is more than that. Loss aversion is the tendency for individuals to prefer avoiding losses rather than acquiring gains. This cognitive bias can be harnessed to increase customer engagement and conversion rates. Throughout the episode, host Melina Palmer delves into various examples and case studies to illustrate how businesses can leverage loss aversion to influence decision-making. From offering money-back guarantees to triggering the fear of regret, the key is to focus on avoiding losses rather than promoting gains. (Don't worry, it doesn't have to be negative.) By framing offers and rewards as something that has already been gained and must be maintained through specific actions, businesses can tap into the deep-rooted fear of loss within our subconscious brains. For business owners and marketers seeking to improve their marketing and sales strategies, this episode is a must-listen. Understanding the science behind loss aversion and learning how to apply it in your marketing efforts can significantly impact your bottom line. By appealing to people's fear of loss, you can increase engagement, drive conversions, and ultimately achieve greater success in your business. Throughout the episode, you'll hear real-world examples and case studies to demonstrate how businesses can leverage loss aversion to influence consumer behavior. In this episode: Gain insights into the persuasive power of loss aversion in business. Identify how diverse fields such as consulting, tax, and real estate harness loss aversion. Experience how loss aversion can work within the wedding industry. Harness the potential of digital sales by applying loss aversion through creative messaging and pop-up interventions. Understand how your own loss aversion can be used to help you get more done with Melina's "Loss Aversion Jar" and more. Show Notes: 00:00:00 - Introduction, Introduction to the episode and the importance of loss aversion in understanding consumer behavior–regardless of industry or role. 00:03:12 - Loss Aversion Defined, Loss aversion is the concept of valuing losses more than gains. People are more averse to losing something than gaining something. Research has found again and again that it takes double the joy felt by a gain to equal the pain felt by a loss. So, if you lose $20 you need to gain $40 to feel whole. 00:06:01 - The Power of Loss, Our brains are wired to avoid losses, and this behavior is deeply ingrained. Traditional economic models that focus on gains overlook the power of loss aversion. 00:10:26 - Practical Applications, Flipping the messaging from potential gain to potential loss can be a powerful motivator. Examples include financial institutions offering money upfront and entrepreneurs using regular check-ins to hold clients accountable. 00:13:59 - Long-Term Goals and Commitments, Loss aversion can be leveraged to help clients stay committed to long-term goals. Regular check-ins and accountability help prevent procrastination and maintain focus. 00:17:07 - Loss Aversion Jar, Melina’s loss aversion jar technique and how it can help people keep themselves and their clients on track. 00:18:14 - Applied Example for Accountants, Melina explains how people are more motivated to seek help with taxes if they anticipate owing money rather than expecting a refund. Highlights the fear of being audited and suggests messaging that emphasizes reducing the amount owed instead of the potential return someone might receive. 00:20:21 - Visualizing Product Ownership, Melina explores the concept of perceived ownership and loss aversion in relation to physical products. She recommends strategies such as allowing customers to touch and interact with products to increase their attachment and desire to own them. 00:23:33 - Applied Examples from the Wedding Industry, When Melina bought her wedding dress, there was an ingenious loss aversion technique that helped her to buy her dress (and feel great about it) on the first visit to the first shop she went to. This was a big win for all involved. Learn how they did it and what this might look like in your business. 00:26:25 - Over-the-Top Online Sales Tactics, Melina critiques an extreme example of using loss aversion in online sales, where customers are presented with a long and exaggerated paragraph highlighting the potential loss of not purchasing. She emphasizes the importance of subtlety and avoiding tactics that may turn customers away. 00:33:43 - Overcoming the Fear of Change, Melina encourages listeners to embrace change and work to let go of their own loss aversion, familiarity bias, and status quo bias. Taking risks and trying new things can lead to growth and success. 00:34:39 - Embracing Change for Growth, Melina emphasizes the importance of making space for new opportunities by letting go of things that no longer serve us. She invites listeners to share their experiences and changes with her. 00:35:10 - Feedback and Continuous Improvement, Melina values listener feedback and wants to know what resonates with them. She mentions the need for businesses to adapt and evolve to stay successful. 00:36:24 - 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 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: Subtract, by Leidy Klotz Alchemy, by Rory Sutherland What Your Customer Wants and Can’t Tell You, by Melina Palmer What Your Employees Need and Can’t Tell You, by Melina Palmer The Life-Changing Magic of Tidying Up, by Marie Kondo Top Recommended Next Episode: Framing (ep 296) Already Heard That One? Try These:  Priming (ep 252) Herding (ep 264) Mixed Signals, with Uri Gneezy (ep 273) Unlocking Employee Motivation with Kurt Nelson (ep 295) Secrets of Incentives and Motivation, with Tim Houlihan (ep 109) Why Less is Not a Loss, with Leidy Klotz (ep 162) The Power of Touch (ep 302) Booms, Bubbles, and Busts (ep 30) Status Quo Bias (ep 142) Endowment Effect (ep 139) How To Set, Achieve, and Exceed Brainy Goals (ep 70) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Econometrica What Is Loss Aversion? What Is Loss Aversion? Losses attract more attention than comparable gains. Loss aversion These Are the People Who Are Most Likely to Get Audited

In this episode of The Brainy Business podcast, host Melina Palmer is joined by Dr. Tessa West, a renowned expert in social psychology and communication. They dive deep into the topic of workplace jerks, exploring the different types of jerky behaviors that exist and providing valuable insights on how to address and prevent these behaviors. Throughout the conversation, Melina and Tessa discuss the complexities of workplace dynamics, highlighting the structural issues that enable jerky behaviors to flourish. They emphasize the importance of recognizing these underlying systems and structures, rather than only viewing jerky behaviors as isolated incidents caused by individual bad apples. By understanding the systemic factors that contribute to such behaviors, individuals and organizations can take proactive steps to create a healthier work environment.  Tessa also shares practical tips for individuals to identify red flags during the job interview process and early on in a new job. By being aware of the organizational structures and systems that may contribute to jerky behaviors, individuals can make informed decisions about their long-term job satisfaction. Overall, this episode offers valuable insights and advice for both managers and employees dealing with workplace jerks. It provides a fresh perspective on the topic, emphasizing the importance of addressing structural issues and fostering a healthy work environment to improve overall workplace dynamics. Recognize markers of negative characters in your workplace and their potential effects. Master techniques to dissolve issues arising from uneasy workplace interactions. Appreciate how our use of language subtly influences our perspective and behavior. Identify the link between empathy and successful communication, charting a path for stronger relationships. Understand how stereotypes maneuver personal and team performance and the ways to buffer their influence. Show Notes: 00:00:00 - Introduction, Host Melina Palmer welcomes Dr. Tessa West. Tessa discusses her background as a social psychology professor and her research on uncomfortable social interactions. 00:03:07 - Uncomfortable Social Interactions, Dr. West explains her research focus on uncomfortable social interactions and how she measures discomfort using physiological responses. She discusses the prevalence of discomfort in the workplace and the lack of effective strategies for handling it. 00:06:07 - Freezing and Rationalizing Discomfort, The tendency to freeze and rationalize discomfort in the workplace is discussed. Tessa emphasizes the need to address small discomforts before they accumulate and cause stress-related health issues. She offers tips on handling discomfort without confrontation. 00:08:24 - Cumulative Discomfort and Health, Dr. West explains how cumulative discomfort in the workplace can lead to stress-related health issues. She highlights the importance of addressing small discomforts and offers strategies for managing them effectively. 00:11:42 - Tell Us About Your Dissertation, Tessa briefly discusses her dissertation on interpersonal accuracy and the motivation to be inaccurate when accuracy threatens relationships. She shares an unpublished study on how threat affects individuals' perception of their partner's attractiveness. 00:14:26 - "Introduction and Funny Dissertation Stories", Melina shares a humorous anecdote from a Friends episode and Tessa jokes she could have just cited that instead of doing her dissertation. They discuss the interesting process of doing a dissertation and how it shapes one's work. 00:15:11 - "Types of Jerks at Work", Tessa breaks down the different types of jerks at work featured in her book, starting with the "kiss up kick downer" who impresses the boss but treats colleagues poorly. She also discusses the "credit stealer," "bulldozer," "free rider," "micromanager," "neglectful boss," and the more manipulative "gaslighter." 00:19:10 - "Micromanagers and Neglectful Bosses", Tessa delves deeper into the micromanager, who tends to have control issues and struggles with balancing their old job and new management role. She also discusses the neglectful boss, who oscillates between micromanagement and neglect, causing stress and instability. 00:20:56 - "Gaslighters at Work", Tessa explains the manipulative tactics of gaslighters, who lie to create a false reality and often have power and status. Gaslighters can make it difficult for their victims to fight back due to their strategic manipulation and the victims' own involvement in potentially unethical actions. 00:28:18 - Understanding the Root of Workplace Problems, Tessa West advises people to look beyond individual "bad apples" and consider the structural issues within their workplace that breed toxic behavior. By examining the systems and incentives that allow these behaviors to occur, individuals can make more informed decisions about their work environment. 00:29:27 - Red Flags to Look for in a New Workplace, Tessa suggests paying attention to red flags during the interview process or when starting a new job. She recommends looking for signs of a workplace that values certain behaviors, such as promotions based on sales rather than training and development. Identifying these red flags can help prevent future toxic behavior. 00:30:47 - Longevity of a Job and Workplace Dynamics, Tessa emphasizes the importance of considering the longevity of a job and how workplace dynamics can change over time. Just because a workplace seems great initially doesn't mean it will remain that way. A few bad hires or a workplace that fosters toxic behavior can quickly turn a positive environment into a negative one. 00:31:43 - Advice for Small Business Owners, Tessa offers advice for small to mid-sized business owners who may feel overworked and stressed, leading to toxic behavior. She suggests that uncertainty is often a trigger for “work jerkery.” By addressing uncertainty and creating a psychologically safe environment, business owners can prevent themselves from micromanaging or neglecting their team. 00:36:12 - Identifying if You're the Jerk at Work, Tessa discusses ways that the listener can determine if they are the “jerk” as well as what to do when you realize you have been a jerk (it happens!) 00:42:10 - Show Notes and Resources, Melina reminds listeners to check the show notes for links to past episodes and books mentioned in the conversation, including Jerks at Work, The Power of Us, How Minds Change, Getting Along, and The Microstress Effect. 00:42:39 - 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 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: Jerks at Work, by Tessa West The Power of Us, by Dominic Packer and Jay Van Bavel How Minds Change, by David McRaney Getting Along, by Amy Gallo The Microstress Effect, by Rob Cross and Karen Dillon Connect with Tessa:  Follow Tessa on LinkedIn Tessa on Twitter Tessa’s website Top Recommended Next Episode: Getting Along, with Amy Gallo (ep 269) Already Heard That One? Try These:  How To Change, with David McRaney (ep 210) A More Just Future, with Dolly Chugh (ep 247) The Power of Us with Dominic Packer (ep 304) Fundamental Attribution Error (ep 268) Reciprocity (ep 238) Unity (ep 216) Vulnerability Loops (ep 229) Focusing Illusion (ep 89) Priming (ep 252) Framing (ep 296) Mixed Signals, with Uri Gneezy (ep 273) Unlocking Employee Motivation with Kurt Nelson (ep 295) Secrets of Incentives and Motivation, with Tim Houlihan (ep 109) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Tessa West’s lab

This podcast explores the biases we have towards others and groups, including how these biases impact our reactions and relationships. It emphasizes understanding and working with bias rather than trying to eliminate it. The episode discusses various biases such as groupthink, silent start technique, shared information bias, bandwagon effect, hostile attribution, and stereotyping. It also provides tips for recognizing and overcoming biases, expanding empathy, and building relationships.

Troy Andrews, an expert in storytelling for presentations, discusses the power of storytelling in captivating an audience during presentations. He shares his unique approach to storytelling, emphasizing the importance of turning obstacles into opportunities for engagement. The podcast explores the impact of storytelling, the 'red sneaker effect', and techniques for improving public speaking skills. It also mentions the guest's book on building bridges in presentations and includes recommendations for related resources.

The principle of unity, now featured as Robert Cialdini's 7th Principle of Persuasion in the New and Expanded version of Influence, is important for anyone in business to understand. Fundamentally, it is about fostering a communal sentiment between the communicator and the audience, making them feel as if they are part of the same group. This unity transcends mere similarities and taps into shared identities such as nationality, family, or political affiliation. More than being an effective tool for persuasion, creating a sense of unity also helps build stronger, more meaningful connections with others. Throughout the interview, Dr. Cialdini explains all seven principles of persuasion: reciprocity, authority, liking, consistency/commitment, social proof, scarcity, and unity. He provides thought-provoking examples and tips that anyone in business can learn from and start being more influential (and persuasive) immediately! Don't miss this one. In this episode: Uncover the basic principles of persuasion and their impressive influence on human behavior. Learn about the (now) 7 Principles of Persuasion from the godfather of influence himself. Hear some questions from listeners like you, that Melina asked Dr. Cialdini! Embrace ethical persuasion and the responsible handling of influence strategies. Discover a little about what Bob is doing now, as Melina mentions the Cialdini Institute, a new initiative that has launched since this refreshed episode originally aired. Show Notes: 00:00:00 - Introduction, The episode introduces Dr. Robert Cialdini, a renowned persuasion scientist, and discusses his iconic book "Influence" and its new and expanded version, which includes the seventh principle of persuasion, Unity. 00:03:15 - Cialdini's Background and Research, Dr. Cialdini shares his background as a persuasion scientist and his early research, which involved immersive observational studies of various professions that rely on influencing others. He emphasizes the importance of studying naturally occurring environments and the common principles of persuasion he discovered. 00:06:41 - The Original Six Principles of Persuasion, Bob presents the six original principles of persuasion: reciprocity, liking, social proof, authority, commitment and consistency, and scarcity. He explains each principle and how they influence people's decision-making processes. 00:15:55 - The Seventh Principle: Unity, Dr. Cialdini introduces the seventh principle of persuasion, Unity, which focuses on creating a sense of shared identity between the communicator and the audience. He explains how unity can break down barriers to influence and strengthen the impact of persuasive messages. 00:19:45 - The Cuban Missile Crisis and Reciprocity, The conversation begins with a discussion of the Cuban Missile Crisis and how the commonly held belief that Kennedy stood firm against Khrushchev was not entirely accurate. It was actually a reciprocal exchange of concessions, with Kennedy promising to remove U.S. missiles from Turkey in exchange for Khrushchev removing missiles from Cuba. 00:23:05 - Problem-Free vs. Problem-Freed Experience, The conversation shifts to the importance of resolving problems for customers in business. It is argued that a problem-freed experience, where a problem is resolved in favor of the customer, can lead to increased loyalty and advocacy. Customers appreciate when problems are quickly and effectively addressed. 00:29:40 - Principles of Influence in a Digital World, The conversation explores how the principles of influence adapt to a digital world, such as social media. While the platforms may change, the principles themselves remain consistent. Social proof, in particular, has gained traction with the availability of online reviews and testimonials. 00:33:53 - The Effectiveness of Persuasion Principles, Melina asks a question from a listener on whether or not the principles are less effective now that people are aware of them and the landscape is changing. Dr. Cialdini explains his thoughts on this question. 00:39:32 - Reader Letters and Social Proof, The inclusion of reader letters in the book was not initially intended as a social proof strategy, but rather as a way to engage with readers. However, the readers' reports became a popular feature, providing social proof of the principles of the book in everyday situations. 00:41:46 - Future Book Plans, Dr. Cialdini mentions his plan to write his next book as a collection of readers’ reports, with his thoughts on each. This format has been well-received by readers and provides valuable insights into how the principles of persuasion work in various contexts, so he thinks it could make a good full book. 00:42:41 - The Power of Unity, Dr. Cialdini shares a personal story of how the principle of Unity helped him obtain data for a grant application from a colleague who is known to be less-than-helpful. By emphasizing their shared history and belonging to the same department, he was able to persuade his colleague to provide the necessary data. 00:45:30 - Learning More from Dr. Cialdini, To learn more from Dr. Cialdini, listeners can visit the Influence At Work website, where they can access his other books and also find information on training programs. Dr. Cialdini emphasizes the importance of ethical persuasion and offers resources to help individuals become effective and ethical persuaders. 00:45:57 - Reflecting on Influence, Melina reflects on her conversation with Dr. Cialdini and highlights the power of reciprocity, liking, and social proof and how they can all be achieved in one act – in this case, the endorsement he provided for her second book, What Your Employees Need and Can't Tell You. Melina also shares a bit of what Dr. Cialdini is up to now, including the newly launched Cialdini Institute (links below). 00:46:54 - 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 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: Influence, by Robert Cialdini Presuasion, by Robert Cialdini Influence Is Your Superpower, by Zoe Chance You Have More Influence Than You Think, by Vanessa Bohns What Your Employees Need and Can’t Tell You, by Melina Palmer Connect with Robert:  Robert Cialdini on Twitter Follow Robert Cialdini on LinkedIn Cialdini Institute Website Top Recommended Next Episode: The Unity Principle (ep 216) Already Heard That One? Try These:  Reciprocity (ep 238) Social Proof (ep 87) Influence Is Your Superpower, with Zoe Chance (ep 308) Framing (ep 296) You Have More Influence Than You Think, with Vanessa Bohns (ep 197) Priming (ep 252) Magic Words, with Jonah Berger (ep 301) 5 Years, 299 Episodes, These Are Your Favorites (ep 299) The Power of Scarcity, with Mindy Weinstein (ep 271) Precommitment (ep 120) Scarcity (ep 270) Familiarity Bias (ep 149) Friction, with Roger Dooley (ep 274) Negative Reviews and How to Deal with Them (ep 163) Episode 76: The Brainy Benefits of Gratitude What Your Employees Need and Can’t Tell You (ep 225) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Influence At Work, Cialdini’s website

Do you want people to be more likely to follow whatever rules, policies, or procedures you create? It's time to make them more human. Understanding and empathizing with the perspectives of others plays a crucial role in effective rule adherence. Comprehending the dynamics of rules can lead to beneficial outcomes in various aspects of life, from lessening conflicts to fostering compliance within organizational settings. Those who understand and communicate the reasons behind their rules are more likely to gain cooperation from those affected. It also helps reduce misunderstanding and resistance, promoting a smoother and more efficient implementation of rules or policies. Guest Christian Hunt, during his conversation with Melina Palmer, explained his thoughts on this matter, drawing on his experience as the founder of Human Risk, host of the Human Risk podcast and author of Humanizing Rules. Hunt believes that, to instill rule adherence, it is important to understand the perspectives of individuals subjected to those rules. He also iterated the need for effective communication, emphasizing that rules are more likely to be accepted and adhered to when individuals understand the rationale behind them. Christian introduces his HUMANS framework during the conversation, and shares interesting, real-world examples from transportation, Netflix, and more. In this episode: Understand the relevance of emotional intelligence and empathy in compliance with rules. Acquire knowledge about the role of clear communication in improving rule compliance. Analyze the issues linked with changing speed limits and the crucial role of enlightenment. Appreciate the need to present regulatory efforts as advantageous and pertinent to the workforce. Learn Christian's HUMANS framework and how to start using it in your business. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces Christian Hunt, the founder of Human Risk, a company that specializes in using behavioral science to manage the risks of human decision-making. Christian shares his background in financial services and regulation, which led him to focus on the human side of compliance and ethics. 00:02:20 - Unique Perspective from Regulation to Compliance, Christian discusses his unique experience of transitioning from a regulator to a compliance professional, allowing him to see both sides of the problem when he had to enforce his own rules (and realized they didn't align properly). He emphasizes the importance of understanding the reasons behind rules and regulations in order to effectively manage them. 00:05:57 - Applying Behavioral Science to Ethics and Compliance, Christian explains how his experience in risk and compliance led him to realize the relevance of behavioral science in influencing human decision-making. He shares his mission to help organizations use behavioral science to get the best out of their people while mitigating risks. 00:08:03 - Navigating "Weird" Rules, Christian provides advice for individuals who find themselves dealing with rules that seem strange or unnecessary. He suggests understanding the reasons behind the rules and considering whether they serve a genuine purpose. Having a dialogue and presenting alternative perspectives can be helpful in managing such rules. 00:11:41 - Balancing Compliance with Dialogue, Christian acknowledges that in tightly regulated industries, dialogue may not always be possible. However, for those who can engage in discussions, he emphasizes the importance of approaching the conversation with empathy and understanding of the other party's perspective. 00:12:37 - Understanding the Fundamental Attribution Error, Christian Hunt discusses the difficulty of putting oneself in someone else's shoes and the tendency to blame others instead of seeking to understand their rationale. He emphasizes the importance of pausing and considering where others may be coming from in order to find better solutions. 00:13:30 - The Importance of Questioning What is Normal, Christian highlights the concept of "normal" and how rules and expectations are often based on extreme, non-common examples. He shares a story about his train journey and the importance of understanding the rationale behind rules. He initially dismissed the need for bag labels, but a staff member explained that they were necessary in case of train evacuation. This experience taught him the importance of not making presumptions and considering the reasoning behind rules. 00:18:25 - Learning from Mistakes and the Dunning-Kruger Effect, Christian discusses the Dunning-Kruger effect and admits to falling victim to it himself. He shares a story about a rule regarding variable speed limits on roads, where drivers often question the need to slow down. He emphasizes the importance of recognizing that rules are often in place for valid reasons, even if they may not be immediately apparent. 00:24:53 - The Frustration with Rules, Christian discusses how rules can be frustrating when they are imposed due to the actions of others. He highlights the need for clear communication and understanding between authorities and the people being controlled. 00:25:49 - Societal Reasons for Rules, Christian acknowledges that some rules are put in place for the greater good, such as slowing down traffic for the safety of elderly drivers. He emphasizes the importance of considering the rationale behind rules and whether they apply to specific subsets of the population. 00:26:39 - The Challenge of Communicating Rules, Christian recognizes the challenge that authorities face in communicating the reasons behind certain rules. He believes that authorities should be more transparent and ethical in their communication, especially in democratic societies. 00:28:00 - The Employment Contract Fallacy, Christian discusses the fallacy of relying solely on the employment contract as a reason for imposing rules. He argues that just because authorities have the power to enforce rules doesn't mean they should, and they should consider the perspective of those being controlled. 00:31:02 - Differentiating Between Rules, Christian explains the importance of distinguishing between rules that are irrecoverable (serious violations) and rules that are recoverable (less serious violations). He uses Netflix's approach of focusing efforts on irrecoverable actions as an example of effective rule implementation. 00:37:23 - Understanding Requirements and Imposing Tasks, The importance of understanding requirements and tasks from both the perspective of the person giving the task and the person receiving it. It is crucial to ensure that the person giving the task understands what they are asking for and the potential challenges involved. Imposing tasks without understanding can lead to frustration and inefficiency. 00:38:09 - Recognizing Risk and Impact on Employees, It is essential to recognize the potential risks and impact of imposing tasks on employees. If a task is likely to be unhelpful and difficult for the employee to understand, it poses a higher risk. Employers should consider whether the benefits outweigh the potential negative impact on employee relationships and trust. 00:39:30 - Using Behavioral Science as a Design Tool, Behavioral science can be used as a design or diagnostic tool to improve task implementation. If reality cannot be changed, the perception of a task can be altered through framing or breaking it down into smaller, more manageable tasks. Understanding the impact and finding ways to make tasks more user-friendly is crucial. 00:40:43 - The Pitfalls of Compliance Training, Compliance training exercises often fall short in effectively teaching and assessing employee understanding. Testing employees on obscure information that is unlikely to be relevant to their job can lead to frustration and a sense of wasted time. Employers should reconsider the purpose and effectiveness of compliance training exercises. 00:49:38 - Introduction to Incentives, Companies often use incentives, such as prize drawings, to encourage customers to fill out surveys. The same principle applies to employees in the workplace. Incentives can increase compliance and the quality of work. 00:50:22 - Importance of Incentives, Incentives are crucial for tasks that require a high standard of work. If people don't see the value in doing something, they are less likely to do it. Consider what's in it for them as an individual and find ways to make tasks feel worth doing. 00:51:11 - Feasibility of Compliance, Consider whether it is feasible for individuals to comply with a rule or task. If something is too difficult or requires significant effort, compliance is less likely. Make tasks easier to increase compliance. 00:52:02 - Acceptability of Rules, Just because a rule can be imposed doesn't mean it will be accepted. Consider whether employees find a rule acceptable based on their specific circumstances and employment. Overreach can lead to resistance. 00:53:44 - Social Proof and Normalcy, The perception of what is normal and acceptable plays a role in compliance. Consider social proof and whether other people in similar circumstances are being asked to do the same thing. Make rules salient and relevant to increase compliance. 00:56:04 - 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 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: Humanizing Rules, by Christian Hunt Both/And Thinking, by Wendy Smith and Marianne Lewis Friction, by Roger Dooley Mixed Signals, by Uri Gneezy What Your Employees Need and Can’t Tell You, by Melina Palmer Connect with Christian:  Christian on Twitter Follow Christian on LinkedIn Human Risk Podcast Top Recommended Next Episode: What Problem Are You Solving? (ep 126) Already Heard That One? Try These:  Dunning-Kruger Effect (ep 266) Adam Hansen and the Curse of Knowledge (ep 176) Inequity Aversion (ep 224) Behavioral Science in the Wild, with Dilip Soman (ep 241) Framing (ep 296) Confirmation Bias (ep 260) Design for Decision, with Sam Evans (ep 291) Influence, with Robert Cialdini (ep 157) Mixed Signals, with Uri Gneezy (ep 273) Good Habits, Bad Habits with Wendy Wood (ep 127) Overwhelm and Decision Making (ep 32) Reciprocity (ep 238) Social Proof (ep 87) Friction, with Roger Dooley (ep 274) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Melina as a guest on the Human Risk podcast 

Understanding cognitive biases can inform marketing and advertising strategies in businesses. Availability bias causes individuals to rely on immediate information, which is easily accessible, instead of thorough research. If it comes to mind easily, we think it is more true or likely than if it doesn't come to mind as easily. Of course, that isn't always the case. Availability bias can deeply influence decision-making processes both within a company and for its customers. For businesses, understanding this bias can provide pivotal insights about consumer behavior--one great way to use this, which host Melina Palmer discusses in detail throughout the episode, is in pitching your business and getting PR. During the podcast, Melina vividly illustrates the concept through examples, such as the typically contrasting associations with the words "shark" and "cow." She points out that these associations are borne out of the easily available information about these animals, rather than a comprehensive understanding of their respective behaviors. (Which do you think is more deadly? If you said a shark...you're in for a surprise!) Understanding availability bias and how it can be leveraged is essential for business owners and marketers to craft strategies that share the right message at the right time. In this episode: Unlock insights into availability bias and its impact on decision-making. Hear some fun examples -- like, should you be more scared of sharks or cows? -- that will show how your own mind is tricking you regularly. Learn why you should be following trends (and predicting them) so you communicate the right messages at the right time. Hear the fascinating story of the diamond industry and how they used availability bias to shape the narrative. Find out what HARO is, and how it can help your business to gain visibility along with availability bias. Show Notes: 00:00:00 - Introduction, Melina Palmer introduces the episode and explains that availability bias is one of her favorite concepts from behavioral economics. She mentions that availability bias is the tendency to judge the likelihood of something happening based on how easily examples come to mind. 00:01:10 - Importance of Availability Bias, Melina explains that availability bias is important because it affects our perception of risk and influences our decision-making. She gives examples of how availability bias can impact our view of certain events or situations. 00:09:06 - Swapping Out Questions, Melina discusses how our brains often swap out difficult or unfamiliar questions with easier ones (known as satisficing). She uses the example of solving a complex math problem and how our brains substitute it with a range of possible numbers instead. This swapping out can lead to / go hand-in-hand with availability bias. 00:11:21 - Impact of Stories and Personal Experiences, Melina explains that stories and personal experiences have a significant impact on availability bias. Our brains are more likely to remember and be influenced by vivid examples and stories rather than statistics or abstract information. 00:14:01 - Applying Availability Bias in Business, Melina advises businesses to be mindful of availability bias when developing their strategies. She emphasizes the importance of using social media as a tool to support other business objectives rather than relying solely on it for monetary gain. (Will 1 million YouTube downloads a month make you rich?) 00:18:00 - How Our Brains Associate Information, Our brains associate information in very literal ways. Melina shares examples of travel to Norway increasing dramatically because of a cartoon, and skyrocketing sales in Mars bars when the Mars rover was in the news. Aligning your business with popular topics can help boost your visibility and engagement. 00:19:07 - Being Aware of Trends, Stay aware of what's trending in social media, news, and pop culture. Find ways to connect your business to these trends and get associated with what people are talking about and searching for. Especially in areas that may seem unrelated (more on that as we go). 00:20:46 - The Power of Rose Gold, Rose gold has become a popular trend, and businesses that offer products in this shade can attract customers who are actively seeking it. By using scarcity and availability, you can create a buzz and fuel interest in your offerings. If rose gold isn’t cool anymore by the time you are listening to this – or not aligned with your brand – what is the new “it” color? What is the Pantone color of the year, for example? 00:23:50 - Making Your Own Luck, Instead of waiting for opportunities to come your way, actively seek ways to connect your business to current conversations and trends. Look for unique and unexpected angles that can make you stand out from the crowd. 00:26:19 - Combinatorial Thinking, Combining seemingly unrelated ideas or concepts can lead to innovative and novel solutions. Don't limit yourself to obvious connections; think outside the box and explore new possibilities for your business. 00:37:36 - The Success of the Diamond Advertising Campaign, The advertising agency reported impressive results in its campaign, with diamond sales increasing by 55% in the United States from 1938 to 1941. The campaign focused on the emotional value of diamonds and created a new form of advertising that has been widely imitated. 00:38:48 - The Impact of De Beers' Advertising, De Beers continued to innovate its advertising approach, creating the "Diamonds are Forever" line in 1947 and utilizing television and a diamond information center. They even changed marriage traditions in Japan to incorporate diamond engagement rings. De Beers' advertising efforts led to a significant increase in diamond sales and a 100-fold increase in sales value by 1979. 00:42:12 - Importance of Research and Timing, De Beers understood the importance of solid research and finding new ways to reach consumers. They leveraged the popularity of influential figures, such as the royal family, to increase interest in their products.  00:44:04 - 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 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: Contagious, by Jonah Berger Magic Words, by Jonah Berger A More Beautiful Question, by Warren Berger Thinking Fast and Slow, by Daniel Kahneman The Hype Handbook, by Michael F. Schein Top Recommended Next Episode: How to Successfully Pitch Your Business (ep 177) Already Heard That One? Try These:  Anchoring & Adjustment (ep 11) Relativity (ep 12) The Truth About Pricing (ep 5) Priming (ep 252) Framing (ep 296) Herding (ep 264) Social Proof (ep 87) Scarcity (ep 270) Questionstorming, with Mars (ep 215) The Life-Saving Skill of Story, with Michelle Auerbach (ep 288) Behavioral Storytelling, with David Paull (ep 289) Non-Obvious Thinking, with Rohit Bhargava (ep 297) Other Important Links:  Brainy Bites - Melina’s LinkedIn Newsletter Cows Are Deadlier Than You Ever Knew Human Shark Bait In the War Between Sharks and People, Humans Are Killing It Why ‘Success’ on YouTube Still Means a Life of Poverty Frozen Has Massively Increased Tourism to Norway Rose gold: The fashion trend that just won’t go away HARO Have You Ever Tried to Sell a Diamond? The ‘Oprah effect:’ Does everything she touch turn to gold?