Is Your Body Language Sabotaging Your Marketing?

July9^th,2010 | Books, Video

You say more than you think when you’re marketing your small business. You may try to appear confident, but your small self-touch gestures give away your inner anxiety. Or perhaps the shoulder pats meant to build intimacy actually come off as overly aggressive.

I don’t mention it to make you feel uncomfortable. (Most small business owners already feel uncomfortable about marketing without obsessing over every gesture.) Understanding body language can actually empower you to deepen relationships, project confidence, and yes – even make more sales.

I learned this from Janine Driver’s newest bestseller, You Say More Than You Think: Use the New Body Language to Get What You Want. The book shows how to use body language as a springboard into better relationships and a better reputation. Read more »

What Godzilla Can Teach You About Good Marketing

February23^rd,2010 | Books, General

You’ve probably fallen victim to this more than once. I know I have.

Ever since I read Robert Cialdini’s book, “Influence: The Psychology of Persuasion,” I’ve noticed this secret hidden in websites, e-mail marketing, blogs and forums. Yet it still influences me. Often I see it in action and chuckle to myself, thinking, “Not so fast. I’m onto your game.” And many times, I still end up clicking the “Buy” button.

It’s kind of like watching those old Godzilla movies: you know they’re fake, but they still get your heart pumping.

So what secret, psychological trigger is so powerful, you can recognize it working and still be persuaded?

Two words: social proof.

What is Social Proof?

Think of social proof as “monkey see, monkey do:” it’s a phenomenon that occurs when people look to others, often subconsciously, to determine how to act in a certain situation. You can thank social proof for canned laughter in sitcoms, seeded tip jars and the long lines outside certain nightclubs.

I like to think of social proof as the element at play in old horror movies like Godzilla. Let’s say you walk outside a coffee shop in New York City when you see thousands of people running, panic-stricken, down the street.

Read more »

Win A Free Copy Of The Book “You Are What You Choose”

November30^th,2009 | Books

“You Are What You Choose” explores the habits of the mind that determine how we make decisions—specifically:

I loved reading about how these “traits” affected people’s behavior in odd and unexpected ways. (Did you know that Mac users are more likely to drink lite beer?) It was also interesting to test my own behavior and see where I fall into the different categories.

My only complaint: I would have liked more specific advice on how to use this information in my own marketing campaigns.

Win A Copy Of “You Are What You Choose”

Don’t take my word for it—read the book yourself and see what you think. Enter to win a free copy by leaving a comment below, explaining which of the traits mentioned above MOST influences your behavior. (US only, please!)

If you’re really curious about where you rate, take the authors’ online quiz. Then come back here and leave a comment with your answer.

You can also get an extra entry by using the “Tweet this!” button below. (Be sure to leave a comment mentioning your Twitter username.) I’ll choose one winner at random on Monday, December 7th.

Edit: Random.org chose commenter #12, juau, as the winner of “You Are What You Choose.” The contest is now closed. Congrats to Judy, and thanks to everyone who entered!

Why Not Just GIVE It Away? My Take On “Free”

October7^th,2009 | Books, General

This article was originally included in a past e-newsletter, and it resonated with readers. I also saw a recent by Chris Brogan titled “The Audacity Of Free,” so I thought posting my own take on the concept would be especially timely.

While I haven’t read Chris Anderson’s new book, I do have it on my bedside table – so expect a book review on it in the next few weeks.

A lot of hype surrounded the recent release of Chris Anderson’s new book, “Free: The Future of a Radical Price.” Anderson is the editor of Wired Magazine, and he argues that savvy businesses are embracing the concept of “free” to widen customer bases and provide more value.

Why “Free” Hurts Women In Business

The idea has become popular in recent months, so I wasn’t surprised when a marketing colleague of mine said, “Why are you planning to charge for that new e-book of yours? Why not just give it away, and have a call to action for your services at the end?”

Thinking about it, I realized that the concept of “free” is a slippery slope for women in business. We’re generous by nature, and chances are good we’re already giving away some of our time and expertise. Read more »