It’s common knowledge that understanding the "why" behind consumer behaviour is crucial for businesses to make informed decisions. Creating value in the mind of the customer requires understanding their wants and needs. Data can provide valuable information about consumer preferences, buying behaviour, and market trends, enabling businesses to develop products or services that align with customer demands. I think by delivering what customers truly desire, businesses can increase the chances of creating value that resonates with their target audience.
Everyone needs to feel worthy
I think everything matters; it just depends on the context. The inspirational coach, Tony Robbins has highlighted six fundamental psychological needs that drive human behaviour.
1. Certainty - The need for stability, security, and predictability in life. People seek comfort and assurance that their basic needs will be met.
2. Variety - The need for novelty, change, and excitement. People also want to avoid monotony and boredom in their lives.
3. Significance - The need to feel important, unique, and valued. This can come from achievements, recognition, or even feeling like a part of a larger purpose.
4. Connection/Love - The need for social interaction, relationships, and a sense of belonging. People thrive on emotional connections and supportive relationships.
5. Growth - The need for personal development, learning, and progress. People feel fulfilled when they are advancing and expanding their capabilities.
6. Contribution - The need to make a positive impact, give back, and contribute to something greater than oneself. This can involve helping others or making a difference in the world.
I think that at we will naturally gravitate towards different needs for different reasons throughout our lives. And in the end, creating a fulfilling, successful and happy life will likely weave a positive balance between all six of these human needs.
Are you a value creator?
When I enter a business meeting, my focus is consistently directed towards identifying elements that can provide the client with either an opportunity for growth or a stimulating challenge. Ultimately, I’m looking for things that are going to motivate them to act. It’s not enough to just tell them what they want to hear because I am supposed to be the expert in what I do. I aim to serve them by creating value and sharing insights into their thought process.
Here’s a line of questioning:
- What are your views and values?
- What do you believe is good, right, and true?
- Where do you think your market’s going?
- Have you identified the intersection between your business and the market?
- What are your recommendations based on what you believe to be good, right, and true?
Exploit and explore
What does objective truth mean?
Objective truth is something that is true for everyone, whether they agree with it or not. Don’t fool yourself into thinking that something is true that is not or that something is that is not true that is. As humans, we like certainty, we want patterns to be definite and clear. Unfortunately, we are not in an era of certainty and economically we are living in a time that’s extremely muddled. The big question is do you want to solve problems or do you want to win arguments?
““Your greatest asset is your (l)earning ability. Your greatest resource is your time.” ”
Arrogance vs. confidence
Self-serving advice refers to guidance that primarily benefits the giver rather than the receiver, and I’ve learned that it usually does not align with my needs. Arrogance is loud and tends to stem from inner insecurities. In contrast, confidence is quiet and calm, and this arises from a foundation of substantiated achievements. Psychologists term this self-efficacy – essentially, a person's self-assuredness in their ability to perform required actions to achieve particular goals. I think this concept holds the key to dealing with uncertainty.
Lead the way
We all want to work for leaders who genuinely value our well-being, and I think that leaders can demonstrate this genuine concern through the following actions:
1. Listen
2. Respect
3. Trust
4. Solve problems collaboratively
5. Recognise achievement
6. Provide touch points
7. Give corrective and positive feedback
8. Show vulnerability
9. Seek input
10. Provide mentoring and coaching
““Give recognition where it is due. Compliments definitely stimulate more effort and desire to improve. Be generous with honest praising.””
Big implications and trust
One of the things that I notice about people who have achieved a degree of commercial success, particularly at a young age, is their tendency to become more cautious and defensive. I think everybody knows that once you have had any form of commercial success your jokes are perceived as being really funny and your physical appearance becomes exceptionally attractive. If you start believing the hype, this belief can be seriously detrimental. I can really understand why celebrities form relationships with one another, as they understand each other’s day to day challenges.
““3 components make an entrepreneur: the person, the idea and the resources to make it happen.” ”
Honour matters
Whatever happened to my word is my bond?
Honour and duty are words that still exists in the military, unfortunately they seem to have fallen away in polite society. There was a time when your word was it, and you wouldn’t violate your word because if people knew that if you violated your word nobody would want to do business with you. You can believe me when I say I'll help you as I think integrity is doing the right thing with high ethical standards. Dishonour for me is taking advantage of somebody else’s bad situation for personal gain. On the other hand, if you are willing to put aside your own interests, ego, and ambition because someone else is struggling then that to me honourable.
Just be kind
There are far too many people in society who see kindness as a weakness. From my perspective by actively working to improve the lives of others, individuals can contribute to the overall well-being of their communities and promote a more equitable and just society. There are many ethical and philosophical frameworks which highlight the importance of contributing to the betterment of society and helping those who may be less fortunate or facing challenges. However, it's important to note that perspectives on what constitutes a "good life" and the extent of one's responsibility to help others can vary widely based on cultural, ethical, and personal beliefs. Some individuals might prioritise personal well-being and self-improvement, while others might place a stronger emphasis on collective well-being and community support. I think that ultimately, the idea of a responsibility to help others achieve a good life is a complex and nuanced topic that can lead to discussions about ethics, social justice, and the role of individuals within society. Send me an e-mail and let me know what do you think?
““The three C’s of leadership are consideration, caring and courtesy. Be polite to everyone.” ”
Changing your state
According to Charles Duhigg new habits are created by putting together a CUE, a ROUTINE, and a REWARD. James Clear agrees, and crucially adds a CRAVING which he believes drives the loop, e.g., Cue > Craving > Response > Reward. I think the CUE is often visual but in reality, can be any of the five senses. CRAVING is how you interpret the cue, and it can change depending on your current state. The RESPONSE is the action you take, and the REWARD is always some kind of consequence.
In cognitive psychology the internal states of moods, emotions, beliefs, and identity all effect your behaviour. How you interpret the “cues” should be added into the equation, and your interpretation definitely changes depending on your current state.
““Small differences in your performance can lead to large differences in your results.” ”
Internal states
To embark on this journey of self-evolution, it's wise to start with modest yet purposeful strides. Initiating small, intentional habits that resonate with the envisioned identity serves as a crucial foundation. Behaviours are tied to cues that precede them and they are reinforced by reward that comes after them. These deliberate actions stand as tangible proof of our commitment to the process. As we engage in these behaviours, we gradually accumulate a reservoir of evidence that we are actively morphing into the individual capable of materialising our aspirations.
A new belief
When seeking to bring about personal growth and accomplishment, it's essential to shift our perspective from fixating solely on desired outcomes to embracing the transformative power of identity. Rather than asking ourselves what we wish to achieve, we should redirect our focus to consider who embodies the qualities and attributes required to attain those goals. This shift in mindset allows us to delve into the core essence of success: becoming the very type of individual who naturally thrives in the desired arena.
No more straight lines
The changes we see in the global landscape is changing the way our clients do business, causing the reimagination of whole industries, increasing customer expectations and behaviours, and creating a whole lot of uncertainty. I think what we do in sales is help people and companies change, we change the products and services they use, we change the way they use these products and services. And when we perform at our very best, we help our clients and the people we serve to transform their businesses and their results. This change process is non-linear because any process that includes human beings, especially in groups is non-linear. This means that the process is very rarely a straight line, and very often a process that doubles back over ground it has already covered - stops, starts again and then picks up in an unexpected place or direction again. Are your sales processes designed and written in a linear form? Contact me via e-mail for an overview of your organisations sales processes.
Awareness always makes a positive change
There is a difference between busy and being productive. Being productive is really about narrowing your focus, it’s about prioritisation and it means you carefully select what’s most important, and eliminating things that are not so important. I think you should invest your time and energy in things where it’s going to make a difference to your goals and outcomes. A successful day is a day where you make massive progress on the things that matter for you. There are only two major things that make you productive in sales, one is opportunity creation and, and the other is opportunity capture.
Contact me via e-mail when you are ready to look at your teams sales engagement, as it’s only when they have the awareness to recognise opportunities and challenges will they begin to nurture healthier relationships with others.
Just be good
The concept of a "good life" includes a sense of responsibility towards others, and achieving a fulfilling and positive life comes with an obligation to assist and support others in their pursuit of similar well-being. This viewpoint aligns with principles of empathy, compassion, and social responsibility. I think it’s imperative that we exclusively collaborate with individuals who empower us to excel in our endeavours. This approach stems from a commitment to authenticity, enabling us to consistently deliver a profound sense of service that serves as the foundation for all our endeavours. Central to this principle is the incorporation of our unique perspective, voice, and worldview – a lens through which we perceive the world. This holistic integration, I believe, is what truly strikes a chord with others and establishes a resonant connection.
Stay positive and try
““The price tag for having a good life is a responsibility to help others get there too.””
Open your eyes and look within. Are you satisfied; with the life you’re living?
*S* top
*T* elling yourself
*A* ll the
*R* easons not to
*T* ry.
A brand is not a logo
Your brand is not your logo, I think your brand is the sum total of how your business is perceived, experienced, and valued by your customers. In other words, your brand is the alignment between you and your customer.It's the emotional and practical connection that forms between your business and its audience, ultimately influencing buying decisions and fostering a sense of loyalty and trust. It’s important that you have total clarity on what you do, who you do it for and why it matters before you start your brand.
It's a balancing act
Are you aware that your knowledge is a valuable asset?
I think your skills and abilities play a significant role in how you deliver your product or service and will contribute to the quality of your offering. Whether it's your craftsmanship, problem-solving skills, communication abilities, or technical expertise. This knowledge guides your decisions, helps you make informed choices, and enables you to stay competitive and relevant. Industry expertise, understanding of customer needs, and your insights into market trends are also valuable assets. All of these attributes contribute to the overall customer experience and differentiate you from competitors. Contact me via e-mail to book a confidential 1:1 sparring session.
A multifaceted journey
Starting a business begins with a marketable skill, idea, or product. This is the foundation upon which your entire venture will be built. It could be a service you excel at, a unique product you've developed, or an innovative idea that addresses a specific need or problem in the market. I think the essence of any successful business is the ability to create value for your target audience. This value can come in various forms, for example, solving a problem, making their lives easier, providing entertainment, offering convenience, etc. When your offering resonates with your target audience, they are more likely to be willing to pay for it. Do you have a business idea? Contact me via e-mail to book a confidential 1:1 sparring session.
Wider performance marketing
To improve the impact of digital marketing and undo the damage caused by using inadequate metrics, we must find a high-margin, transactional product to sell and market. Currently, a major issue with e-mail marketing is the optimisation around transactional metrics rather than emotional metrics. It's essential to exercise caution in this aspect and shift our focus towards emotional engagement for more effective results. I think one should find an high margin, transactional product to sell and market, and then use good metrics to optimise its performance.