View
664
Download
1
Category
Preview:
DESCRIPTION
Citation preview
1
Harnessing Human Behavior:
13 Steps to Must-Read MailingsOctober 15, 2007
Nancy HarhutManaging Director – Relationship Marketing
Hill Holliday
2
Shortcuts to decision-making
13 Choice Drivers
3
“95% of purchase decision making takes place in the subconscious mind.”
Gerald ZaltmanHarvard Business School
People respect authority
4
Humans are naturally curious
5
Gatekeepers make very deliberate assumptions
6
People look at who and where mail is from
7
We’re inclined to touch things
8
Our eyes gravitate to certain words
9
“No” really can mean “tell me more”
10
Some responses are automatic
11
People are most interested in themselves
12
People make decisions for rational and emotional reasons
13
People feel obligated
14
We want what we cannot have
15
We do what people like us – and people we like - do
16
Recommended