This is a talk I did for the IED and APG in Madrid in May 2010.
...
This is a talk I did for the IED and APG in Madrid in May 2010.
It's a thought piece exploring the energy/effort exchange when marketers attempt to create behavioural change. I don't think I come to any tight conclusions, but I hope it's good food for thought.
I've also had to hack it a bit to make it make sense without me talking. Hope it works.
NOTE 1
THIS PRESENTATION WAS COMPILED
FOR TALKING AROUND - I’VE ADDED
SOME WORDS TO EXPLAIN THE GIST
Wednesday, 26 May 2010
NOTE 2
IT’S ALSO A THOUGHT-PIECE. IF
YOU’VE COME LOOKING FOR
‘ANSWERS’, UMM.. SORRY.
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NOTE 3
THE ORIGINAL VERSION HAD SFX AND
ANIMATIONS AND EVERYTHING!
YOU’RE MISSING OUT ;)
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Anyway, I work here:
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We do lot of different things
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Which makes explaining ourselves difficult
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Sorry about that.
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Thinking about it, the one thing I feel like we’re
tasked with daily is to ‘change behaviour’.
To get people to ‘do something that they’re
currently not doing’.
Which is a bit weird isn’t it.
Wednesday, 26 May 2010
http://www.nataliedee.com/
DIS RU PT
ER SUA DE
P
Sounds like it belongs to this world.
Do this, not that.
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NEVER FORCE IT
If it feels like a fight, there’s something wrong
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It shouldn’t feel like this at all:
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ORGANISATIONS SPEND A
LOT OF ENERGY TRYING TO
GET PEOPLE TO SPEND THEIR
ENERGY DIFFERENTLY.
Like I said, weird.
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This presentation is an attempt to
see if there’s a better way.
A way less wasteful of energy.
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And it’s called:
FR R E Y
E G
E N E
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LET’S LOOK AT
CONSUMER ENERGY FIRST
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IS IT WORTH IT?
Is what they’re getting out of it worth the effort
needed to participate?
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That’s what it all comes down to...
REWARD VS EFFORT
What are we giving What do they have
them? to do to get it?
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Wednesday, 26 May 2010
CUSTOMER
You’re just going to have to go with me on this ;)
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Run around collecting the good stuff
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REWARD
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Try not to get too spanked
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REWARD VS ENERGY
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In our world, though...
REWARD
= Entertainment
= Utility
= Inspiration
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ENERGY
= Pay attention
= Think
= Do something
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THE GOLDEN RULE
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DON’T BE MEAN:
CUSTOMER
ENERGY
REWARD
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BE GENEROUS:
CUSTOMER
ENERGY
REWARD
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Get a BIG reward (like a level-complete)
and your energy gets replenished!
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CUSTOMER
ENERGY
REWARD
You find energy you didn’t know you had
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THAT’S MOTIVATION!
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THIS MOTIVATION IS WHAT
PROPELS PEOPLE ALONG
THE CONSUMER JOURNEY
LEVEL
1ST CONTACT PURCHASE
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MOTIVATION POOR
1ST CONTACT PURCHASE
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MOTIVATION RICH
1ST CONTACT PURCHASE
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ARE YOU GETTING
IT RIGHT?
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ENERGY
REWARD
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ENERGY
REWARD
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(The desire to do this already existed)
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HOW DO YOU KNOW
WHEN YOU’RE ASKING
TOO MUCH OF PEOPLE?
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You just know.
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Don’t be arrogant / ignorant.
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Aside: You can ask lots of people,
but you have to give a lot more
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LET’S ASK SOME BIG
QUESTIONS
IN BIG, BRIGHT TYPE!
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W AN
O C
H E
1. L
L T K OF
IT S
E
W PLE A ?
P E O
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Yes, I suppose so..
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LEVEL
1ST CONTACT PURCHASE
But we want to involve/seduce people
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THE DO ONE SIMPLE
THING APPROACH
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NICE.
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E
W NG
. C A N HI
2 T
O E?
N L
A S K P
P E O
O F
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DO A NEW THING
VS
DO WHAT YOU’RE
ALREADY DOING
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Keep drinking water, simply
acknowledge the privilege
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Keep commuting to work,
but enjoy it more than usual...
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Keep going about your business,
but let us help you save
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Keep buying stuff you like, we’ll
do more with your money
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Just sit there
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Guilt-free. Enjoy.
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The most self-indulgent thing of all...
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CUSTOMER
ENERGY
REWARD
Reward people for what they’re already
doing, motivate them to get more involved.
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OK, WHAT ABOUT
ORGANISATIONS’ ENERGY?
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ORGANISATION VALUE
That value is the result of cash and sweat
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ORGANISATION VALUE
That value is the result of cash and sweat
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W E
. C O N
A W
3 R
B R
O GY T O
E N E R UR
V E O
S NA ?
OW
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Existing rituals : The Guardian newspaper uses
hand-stamps at clubs to reach its audience
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Existing culture : A piece of reactive marketing for
B&Q, doing a lo-fi version of Turner Prize winner
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Existing distribution : Using Coca-Cola’s global
distribution network to provide aid
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Existing excitement : Piggybacking the frenzy
on the day the iPhone was launched.
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EVERY DAY, BILLIONS OF
PEOPLE DO THINGS
WHETHER YOU ASK THEM
TO OR NOT.
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NATURAL ENERGY
http://www.direct2agents.com/custom/People%20Cheering.jpg
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IS THERE ENOUGH ENERGY
IN THE WORLD ALREADY?
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Wind Farm Wave Farm
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FARM
“originally referred to a big landowner farming out his land
among other men to run it, rather than running it all himself.”
- Wikipedia
Wind Farm Wave Farm
Wednesday, 26 May 2010
FARM
“originally referred to a big landowner farming out his land
among other men to run it, rather than running it all himself.”
- Wikipedia
Wind Farm Wave Farm People Farm!
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NOT DISSIMILAR
Wave Farm People Farm
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. C N L’
A A
4 TUR N
‘ A
N RGY R U
E E
N IDEA S ?
O U R
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HOW DO YOU TAKE
ADVANTAGE OF THE
WAVES OF HUMAN ENERGY
ALREADY OUT THERE?
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IN YOUR FACE, MICROSOFT
Microsoft spent millions on their tools. Google
achieved the same for free, creating systems
that learned from each user-interaction to
automatically enhance its own accuracy/value.
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IN YOUR FACE, SERGEY
Oceanographer and Naval Officer, Matthew
Fontaine Maury did a similar thing in the
1800s. He aggregated other Naval Officer’s
routes and rewarded each of them with a
super-map for giving up their data.
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IN YOUR SHOES
Same thing again: Lots of individuals feed a
system that gains exponentially in value, for
everyone, as a result.
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ECO-SYSTEMS
RE-CHANNELLING
EXISTING ENERGY
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ECO-SYSTEMS
RE-CHANNELLING
EXISTING ENERGY
THE IMPO
RTANT B
IT
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YES, APP
I’M VAIN ARENTLY
TO QUOT ENOUGH
E MYSELF
“When millions of people are tapping
away at computers every day: filling in
forms, clicking links, forwarding emails,
there is energy and effort that can easily
be re-used if we're smart about it.”
- Me, 2007
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BUT AREN’T ONLY
CERTAIN KINDS OF
BEHAVIOURS VISIBLE?
http://sitemaker.umich.edu/pavelka/files/cunningham-dance.jpg
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More behaviour is becoming more visible
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And not just the sitting indoors, clicky kind
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This behaviour is being rewarded in ways
then inspires new behaviour. It all feeds
the same system.
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This is only going to increase...
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We’re seeing existing human activity flow
around the world like ocean currents
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WHY FIGHT AGAINST
THE CURRENT?
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YOU SHOULDN’T HAVE TO...
PERSUADE PEOPLE TO DO THINGS
THEY DON’T WANT TO DO
WASTE ENERGY WHEN YOU CAN
BORROW IT
INVEST IN SOMETHING TEMPORARY,
WHEN YOU CAN BUILD THINGS THAT
RUN THEMSELVES
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DISRUPT
PERSUADE
HELP
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IT’S GETTING EASIER...
TO HELP PEOPLE DO THE THINGS
THEY ALREADY LOVE
TO HELP PEOPLE SEE THE RELEVANCE
AND VALUE OF NEW IDEAS
TO MATCH PRODUCTS AND
EXPERIENCES TO THE PEOPLE THAT
WANT THEM
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A SMOOTH TRANSITION
LEVEL
1ST CONTACT PURCHASE
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A BEHAVIOUR ‘SHIFT’
WHAT YOU’D LIKE
THEM TO DO
WHAT THEY’RE
DOING NOW
1ST CONTACT PURCHASE
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A BEHAVIOUR ‘SHIFT’
RUNNING
WITH NIKE+
RUNNING
1ST CONTACT PURCHASE
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IT SHOULDN’T
FEEL LIKE THIS...
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IT SHOULD FEEL
LIKE THIS...
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IF YOU CAN ACHIVE THAT...
CUSTOMER ORGANISATION
PEOPLE WILL LOVE YOU FOREVER
Wednesday, 26 May 2010
@andywhitlock
nowincolour.com
Wednesday, 26 May 2010
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