Here’s the Customer Psychology You’ve Shown You Care About, Marketers

Customer psychology helps marketers design campaigns. Emotion drives many purchases, even in B2B circles. And considering all I write about is customer psychology, let’s look at what aspects of it interested you the most during these past six months.

Customer psychology helps marketers design campaigns. Emotion drives many purchases, even in B2B circles. And considering all I write about is customer psychology, let’s look at what aspects of it interested you the most during these past six months.

The science behind this analysis is based on posts you’ve clicked on and read, according to Target Marketing’s site analytics. These appear to be persistent favorites, as I only published one of them during the past six months. So you’ve been interested in and reading these posts for awhile — one since 2016. Parse.ly says these are the top posts you’ve read, marketers:

‘Persuasive Copy That Sells: It’s Not About the Words’

This opinion piece from Jan. 15 is your clear favorite, with almost four times as many hits as No. 4, “3 Customer Experience Tips for Marketers to Reduce Churn.”

So the psychology behind how you communicate with your customers is top-of-mind for marketers.

The column says:

“Smart consumers don’t believe marketing any more. We’ve used those lines way too long and not delivered on promises we’ve made. Conscious choices are built upon values, personality and giving natures of brands.”

Among the post’s 17 comments, many of which disagreed with me, is this from “Tony, the Pitiful Copywriter”:

“I find it easier to test and measure the results of an offer than a touchy-feely campaign. Don’t get me wrong, those campaigns are cool and moving the needle forward for someone. At the end of the day (hate that phrase), I gotta sell stuff to customers.”

He has a point. But that point may be missing the big picture. My response was:

“Hi Tony, thanks for reading and commenting. Traditional marketing will never go away. At the same time, the ROI and response will never be what it was years ago; and I don’t believe it will match the results we get now from highly relevant, psychologically based marketing [campaigns]. I see it in my own work. My copy that engages what matters deep in a person’s psyche has produced 20-year champions for brands across B2B and B2C. Price engages, of course; but not as much as it used to … Just read Cone Communications’ reports on how it matters less than CSR to about 90% of consumers today.”

‘What’s Your Brand Schema?’ 

This post from Nov. 1, 2016, is No. 2.

This is still true:

“Chances are, you don’t know what I’m talking about and creating your brand schema has never been a line item on your marketing to-do list. Yet in today’s cluttered word of information overload, understanding schema is more critical than polishing your content, engagement and customer service strategies. True, because if you don’t understand the schema that drives the attitudes, beliefs and interest in your brand, your other programs simply won’t work.

“So what is schema? Simply put, psychologists define our collective preconceived ideas about just about anything as schema or our mental framework of thoughts, attitudes, beliefs that drive our values and behavior. Our schemas produce automatic thoughts on which our opinions and beliefs are built, and no amount of evidence can change our minds. Just like Facebook posts, political speeches and debates don’t change our voting choices, brands’ promises, messages and claims don’t change our attitudes or propensity to engage if they don’t meet our ‘reality,’ which is based upon what we choose to believe vs. what brands want us to believe. As mentioned in last month’s post on marketing messages falling on deaf ears, we even choose which scientific evidence to believe and what not to believe.

“For marketing purposes, schema is your customers’ ‘reality’ vs. your own. And when the two don’t twine, you spend a lot of time effort and money on marketing that just doesn’t produce results that will reach your company’s goals and advance your individual career. Not good, either way.”

‘The Psychology of Rewards’

Marketers have evolved loyalty programs a lot since my post from Aug. 15, 2017. But customers’ motivations for joining the programs haven’t changed.

Extrinsic motivation, or our behavior which is driven by the anticipation of being rewarded by others for engaging in specific behaviors, drives much of the choices we make in life — how we perform our jobs and what products we chose to buy.

“And down deep, that motivation is linked to what I’ve said before is our greatest psychological driver: our survival DNA. Unconsciously, rewards help us feel like we are getting closer to that place in life where we have what we need to survive the daily battle to fulfill needs and wants that propel us ahead of the pack.”

‘3 Customer Experience Tips for Marketers to Reduce Churn’

Even though customers are telling brands that customer experience is more and more important to them, they’re becoming less and less satisfied with how well marketers are providing these experiences.

The post from May 7 cites research from Qualtrics-owned Temkin Group and my interview with David Morris, CMO of Proformex, marketing advisor to Resilience Capital, and respected authority on SaaS marketing.

He says:

“We spend thousands of dollars and huge amounts of time marketing to customers, and in some cases, a year or more to convert a lead to a customer. And then we lose a customer in a matter of months. When this happens, you spend a lot more money getting customers than you get back in revenue, and that is not a sustainable way to operate a business.”

Conclusion

Based on all of this, it seems as though marketers are serious about understanding their customers. This is good news for everyone. Because I love talking with you about customer psychology. Is there anything I haven’t covered that you’d like to talk about? I’ll read your suggestions in the comments section below.

What’s Your Brand Schema?

Chances are, you don’t know what I’m talking about and creating your brand schema has never been a line item on your marketing to-do list. Yet in today’s cluttered word of information overload, understanding schema is more critical than polishing your content, engagement and customer service strategies.

Brands on Social MediaChances are, you don’t know what I’m talking about and creating your brand schema has never been a line item on your marketing to-do list. Yet in today’s cluttered word of information overload, understanding schema is more critical than polishing your content, engagement and customer service strategies. True, because if you don’t understand the schema that drives the attitudes, beliefs and interest in your brand, your other programs simply won’t work.

So what is schema? Simply put, psychologists define our collective preconceived ideas about just about anything as schema or our mental framework of thoughts, attitudes, beliefs that drive our values and behavior. Our schemas produce automatic thoughts on which our opinions and beliefs are built, and no amount of evidence can change our minds. Just like Facebook posts, political speeches and debates don’t change our voting choices, brands’ promises, messages and claims don’t change our attitudes or propensity to engage if they don’t meet our “reality,” which is based upon what we choose to believe vs. what brands want us to believe. As mentioned in last month’s post on marketing messages falling on deaf ears, we even choose which scientific evidence to believe and what not to believe.

For marketing purposes, schema is your customers’ “reality” vs. your own. And when the two don’t twine, you spend a lot of time effort and money on marketing that just doesn’t produce results that will reach your company’s goals and advance your individual career. Not good either way.

Let’s take a look at what schemata does to brands vs. the best marketing intentions.

Harris Poll does a survey every year on brands’ reputations to assess what consumers really think of some of the world’s biggest brands. This year, Volkswagen took the unenviable honor of being dead-last in a list of the 100 most-visible brands whose reputations among the general public were evaluated. People don’t like cheaters, and the recent scandal about its emissions test cheating plummeted sales by 25 percent in the U.S. and Russia, and as much as 50 percent in Brazil. No matter the amount of apologies, explanations or paybacks Volkswagen executes, the damage to consumers’ reality or schema about their brand is forever damaged.

When we have negative thoughts about a brand or anything or anyone, our psychological DNA starts to produce hormones that make us feel anxious, uneasy, and we more often fly away from a threat than stick around to fight back to the bitter end. As these negative thoughts permeate our survival DNA, they become key drivers in our decision process to choose one brand over another.

In 2015, Goldman Sachs got the honor of having the worst brand reputation in the world, according to that year’s Harris Poll. As the author of a related article on Bloomberg.com, Akane Otani mentioned Goldman Sachs was more hated than companies causing oil spills or the Koch Brothers. And if you look at the list, it’s even more hated than Monsanto, the GMO perpetrator; or Comcast, which has some of the lowest customer service ratings ever.

Yes, reputation matters — regardless of your brand size. Harris shows that 36 percent of U.S. adults won’t support a brand whose conduct on issues or values that matter to them is questionable. And that’s despite what brands say, and what they choose to believe is reality.

Back to Volkswagen

While the slogan on its website says, “The new up! Live every moment,” consumers who’ve lost their trust for the brand “see” a message they don’t believe and a brand that is down in their opinion. And no one follows a loser in any category — especially business and politics.