Yesterday’s Another Marketing Conferencesaw a number of illuminating and involving presentations, designed to provide ideas and guidance for marketers of all types. Held in Cambridge, it had some great speakers, slick (but not too slick) organisation and a wide range of delegates.
One presentation that stood out for me was Mark Earls (aka @herdmeister) talking about how marketers are essentially failing to understand their customers. We treat consumers as rational, thinking beings, when essentially we’re dominated by a desire to avoid thought and follow the herd. As Nobel prize winner Daniel Kahnemann put it: “We are to thinking as cats are to swimming. We can do it if we have to, but we don’t particularly like it.”
Mark outlined four handy principles:
- People do first and think later – they might post-rationalise their decisions and believe they acted logically, but that’s after the fact.
- We’re far more like Captain Kirk rather than Dr Spock, so you need to make it easy for people to make decisions, rather than thinking.
- People aren’t looking for the best, they are looking for ‘good enough’. We’re living in a universe of too much stuff, the vast majority of which doesn’t involve life or death choices. So we’ll generally go with what satisfies the need rather than spend days searching for the best possible option.
- People harmonise with other people automatically. In an uncertain decision landscape we’re most likely to choose what our peers are choosing rather than listen to marketing around us. We learn by copying others.
What I think is really interesting is how this plays out in social media and online. We tend to Like what our friends Like, we want to follow people that our friends follow and watch the videos that they do. So once something gets momentum behind it (think Psy’s Gangnam Style) it just grows and grows.
You can see this as depressing, as essentially it explains mob behaviour, but as marketers we need to understand how customers operate if we’re going to successfully engage with them. What decisions are independent and what are herd led? Structure campaigns accordingly and you can change behaviour and ensure your message gets across.
There’s more on this in the new book Mark has co-written “I’ll have what she’s having” which was handily included in the goodie bag from the conference and has moved to the top of my reading list. Watch this space for a fuller review.
October 19, 2012 Posted by Chris Measures | Cambridge, Creative, Marketing, Social Media | Another Marketing Conference, Cambridge, Herd: How to Change Mass Behaviour by Harnessing Our True Nature, Herdmeister, I'll have what she's having, James T. Kirk, Mark Earls, marketing, social media, Spock | 6 Comments
Why Revolutionary Measures?
Marketing is undergoing a revolution. The advent of social media provides the opportunity for one-to-one communication for the first time since the move to an industrial society. This blog will look at what this means for B2B PR and marketing, incorporating my own thoughts/rants and interests. Do let me know your feedback!
About meI'm Chris Measures and I've spent the last 18 years creating and implementing PR and marketing campaigns for technology companies. I've worked with everyone from large quoted companies to fast growth start-ups, giving me unrivalled experience and ideas. I'm now director of Measures Consulting, an agency that uses this expertise to deliver PR and marketing success for technology businesses.
- @beckyhall210 It is a clear case of the cobbler's children - too busy doing PR for other people than to do it for ourselves! 4 days ago
- @beckyhall210 @CIPR_EastAnglia My pleasure! 4 days ago
- Is PR changing at last? - my blog on the @CIPR_EastAnglia conference via @LinkedIn linkedin.com/pulse/pr-chang… 4 days ago
- RT @TheDukeOfYork: Congratulations to @Raspberry_Pi on the launch of #PiZero - The Duke has been Patron of The Foundation since 2014 https… 5 days ago
- Is PR finally changing? My blog on the @CIPR_EastAnglia conference measuresconsulting.wordpress.com/2015/11/25/is-… #AdvancingPR 6 days ago
advertising Amazon Android Apple ARM Artificial intelligence Autonomy Barack Obama BBC BBC Micro big data BT Business Cambridge Cambridge Judge Business School Cambridge University CfEL Chris Measures Creativity Daily Mail David Cameron Digital Ed Miliband Education Edward Snowden Entrepreneur European Union Facebook FIFA Google government IBM Idea Transform innovation Intel internet Internet of Things iPad IPhone Journalism Journalist LinkedIn London Malcolm Tucker marketing Mark Zuckerberg Measures Consulting Microsoft mobile MySpace Nick Clegg Nokia Norwich PayPal PR Privacy Public Relations Raspberry Pi Silicon Fen Silicon Valley Smartphone social media Social network Starbucks startup Tech City Technology The Economist twitter United States University of Cambridge WhatsApp World Cup YouTube ZX Spectrum