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Trying to influence someone? Offer them lunch or ask for a favour?

This would seem like a stupid question with a pretty obvious answer. But, as with many things involving human beings the most likely answer is pretty surprising. There is a behavioural bias at work here which makes asking a favour more likely to be successful.

Asking someone, who you’d like to create a positive impression with, to do you a favour probably seems a bit strange, even counter-intuitive. But there is a good psychological basis for doing just that. There is a great deal of evidence that supports the idea that doing favours for people disposes us more positively to them and makes us more likely to do them another favour.

A simple example would be sending your “target” an article you wrote and ask their opinion prior to your first meeting. Or you could ask them to contribute to your thinking by sharing what they believe to be important new products, trends etc. arising in the market place. The important thing is that you are asking personally. Asking favours like these have a very low barrier to fulfilment (people love sharing what they think) and are likely to be more successful than asking if you can borrow their Aston Martin for the weekend.

The “Ben Franklin effect” posits that a person who has already done you a favour is more likely to do you another than someone for whom you have done a favour. He described it as an old maxim in his autobiography:  “He that has once done you a kindness will be more ready to do you another, than he whom you yourself have obliged.” He then also described how he had practically used this maxim on a hostile rival in the 18th century Pennsylvania Legislature.

“Having heard that he had in his library a certain very scarce and curious book, I wrote a note to him, expressing my desire of perusing that book, and requesting he would do me the favour of lending it to me for a few days. He sent it immediately, and I return’d it in about a week with another note, expressing strongly my sense of the favour. When we next met in the House, he spoke to me (which he had never done before), and with great civility; and he ever after manifested a readiness to serve me on all occasions, so that we became great friends, and our friendship continued to his death”.

This effect has been connected with cognitive dissonance theory. We try to avoid conflicts between what we do and what we believe. In this instance, the behaviour drives the belief: “I did that person a favour, so obviously I must like them”.

It’s useful to know in many situations. Who wouldn’t want a new customer, your boss, or a key opinion former feeling positive about you? As a strategy for dealing with more people who may be less well disposed to you, asking them to do something for you that will help you solve their issue is particularly powerful.

If you are stuck with an approach strategy to a particular person, it may be worth stopping thinking about what you can do for them, and think of what they can do for you.

Is your brand a few bars short of a symphony?

How music and sound can help to capture the hearts of more customers

Is your brand fit for the fight? Of course it is.

I bet your mission, vision and values are all nailed, glued and velcroed down and that your brand promise will never ever be broken. I’m equally sure that key tints of the colour palette are in place, there’s a crystal-clear tone of voice and an x-height demilitarised zone around the logo. (I’m guessing it sits in a corner and is never reversed out of a full-colour image. Right?)

All good so far. But can you describe to yourself, your colleagues and your customers what your brand actually sounds like?

If not, why?

Visual consistency and tonally-compliant writing are your table stakes – critical yet necessary.

However, marketers looking to make meaningful connections know that well-developed sonic attributes can help their brand perform at its brilliant best.

 

Beethoven’s Dopamine Symphony

The last two decades have given us endless sonic brand triggers and a plethora of brand sound designs wide enough to make Phil Spektor’s wig spin.

But research has proven that hearing songs that we like triggers a dopamine release. And, as we all know, dopamine = pleasure. But, interestingly, even the anticipation of hearing likeable songs, or upcoming parts of songs, is enough to release dopamine in some people.

Beethoven, it’s reckoned, used anticipation expertly in many of his scores. He would define the tonic chord (look it up, don’t guess or assume), then never actually play complete versions of the tonic until the very end…finally fulfilling audiences’ expectation and letting loose a commensurate deluge of dopamine in the run-up.

Clever huh?

Now, imagine a pleasurable song happened to be your brand’s sound. All of a sudden, you’re engaging with customers on a very different, multi-sensory level. You’re making them happy. They want to hear from you. They feel positive about your brand. So they’re more likely to tell others. What’s not to like?

 

Bespoke means a better ROI

Music is beautifully abstract, yet very powerful. It’s pure escapism, guiding emotions effortlessly through major and minor tones. And it’s memorable. Why else would we claim to suffer from ‘earworms’ or use phrases like “the soundtrack of my life/year/day”?

In practical terms, music and sound can make a congress experience more memorable; they can help an edetail or other face-to-face sales piece create a more vivid experience by supporting the tone of the piece as the story develops.

So it’s amazing that marketers still randomly dive into the stock sound vault only to emerge with an unstructured cacophony which does nothing to enhance their brand. You’ll get a much better return from commissioning you’re a bespoke, tailored and unique piece of work for your brand.

There’s also the added advantage that pure sonic assets are excused the rigorous scrutiny of our friends in legal and regulatory.

 

Four watch-outs when creating sonic branding

With this in mind, creating the right sonic landscape for your brand could be the best commercial commitment you make this year. But it’s wise to beware the pitfalls. Wary treading is essential, as is the need to follow these recommendations:

  1. Commit to making sound an integral part of your brand’s architecture and devote concerted energy to getting it absolutely right.
  2. Determine the role(s) that sound will play in your brand’s presence – do you need it to support content, help lead the conversation, introduce innovations?
  3. Think carefully about the character of your brand and decide how best to reflect this in a brief.
  4. Diversify the talent you involve in your brand’s sound creation. Don’t be afraid to mix creatives, planners, colleagues and music professionals.

 

If you need any further help, my Bontempi organ is plugged in and ready to go! You hum it, I’ll play it.

 

Helping the right brain lead the way in research

For a creative person, research can be equally invigorating and frustrating.

Once, we would sit (relatively) powerless behind the glass as our target market merrily ripped our ideas to shreds. Or, rightly, praised them to the heavens. Or, worst of all, didn’t care either way.

Now we can watch from the comfort of home or office as the trial-by-focus-group unfolds.

And a trial it frequently is.

 

A clear winner? Or something everyone dislikes the least?

I’ve long-disliked traditional research for the same reasons that I’ve long-discouraged creative teams from relying solely on brainstorming to generate concepts.

Personalities, time constraints, lack of ownership and unnatural surroundings can encourage people to agree on something everyone just dislikes the least. Then they trot back to what they were doing before, pleased with a part well played and a deadline met.

 

Research needn’t be the preserve of the left brain

I understand why interviewees react the way they do in group research. Few people want to be the voice of dissent or look foolish for thinking differently.

Also, research tends to give the left brain, with all its conventions and rational expectations, a clear run-in on goal. This is odd, as it isn’t even this part of the brain that initially reacts to the finished product. But it helps explain why some good ideas bite the dust early.

The left brain, as we know, will over-rationalise information by deploying preconceptions and experiences which are familiar to it. So anything new risks being rejected.

However, there’s a lot that we (creative agencies, researchers and clients) can do to overcome this, and also to make research much more valuable.

 

Three steps to better research pay-back

 

Step 1: Give the right brain a voice in the room

The right side of the brain notices new stuff – such as fresh ideas and communications – then directs the narrow focus of the left brain toward it. So we must promote its involvement in research.

However, research environments tend to discourage ‘newness’. Their taupe walls and pastel prints create a palpable sense of sterility and falseness.

So why not research in different places? Perhaps somewhere that’s relevant to the topic being researched. Or at least create a more motivating and visual environment.

Get people out of their seats. Ask them to physically move between ideas they, personally, align to – not which ones they’re guessing they ought to like – discussing them as they go.

Finally, maximise this valuable time. Pick interviewees’ brains. Explore their hopes, fears and proclivities. Ask their thoughts. Suggest propositions. Talk to them about conceptual territories.

All of this will bring the empathetic, more understanding, right brain into play.

 

Step 2: Don’t expect people to be superheroes

I once attended research for a healthcare campaign where doctors were asked a Columbo-esque one last question: “if you could change the headline, what would you have it say?”. My mouthful of Earl Grey nearly shot out of my ears.

It’s like asking me how I would remove an appendix. Sure, I could have a look on YouTube before sharpening the scalpel but I’m certain it wouldn’t end well. The same applies to doctors and headlines.

It’s one thing to take people out of their comfort zones; it’s quite another to waste clients’ budget by asking them to perform a task they’re ill-equipped for.

 

Step 3: Bring research up in the mix

Let’s stop conducting creative research after the world and its dog has input their inputs and moved the logo a millimetre.

Get people in early. Mine their minds for thoughts. Suggest routes. People are happy to share insights if they believe we’re interested in what they think. As humans we’re all programmed to respond in kind to perceived empathy and understanding.

You’ll find it pays dividends in terms of the ideas we eventually create and the tactics which spin out of them. These can then go back into research for the right reasons – validation.

Oh, and make sure there are plenty biscuits for the creative teams. And a darkened room to lie down in afterwards just in case.

 


Patrick Norrie heads up Creative Direction at wethepeople. He started out as a copywriter, and has lead the creative line at leading agencies on a host of well-known brands.