0
The Neuro Marketing Toolkit

@OptimiseOrDie
@OptimiseOrDie
• UX and Analytics
• User Centred Design
• Agile, Startups, Low budget
• Acquisition, Churn & Conversion op...
Bill & Ted

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The Invisible Gorilla

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The Neuro Marketing Toolkit
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Get Out of the Office
Interview Them Like a Pr...
#1 : GET OUT OF THE OFFICE

@OptimiseOrDie
1a : Lab Based Testing

@OptimiseOrDie
1b : Remote UX Testing
1
3
3

2

3
3
1
2
3

Moderator
Participant
Viewers

@OptimiseOrDie
1c : Crowdsourced Testing

Som, feedback

Remote UX tools (P=Panel, S=Site recruited, B=Both)
Usertesting (B)
www.usertest...
1e : Beer, Caffeine and Work Breaks

@OptimiseOrDie
1d : Guerrilla Testing
DESKTOP & LAPTOP
CamStudio (free)
Mediacam AV (cheap)
Silverback (Mac)
Screenflow (Mac)

www.camstu...
1e : The Secret Millionaire
•
•
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•

Tesco placed IT users in front line roles with product
You have to to create this kin...
#2 : IMMERSE
YOURSELF
•
•
•
•
•
•
•
•
•
•
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•

Test ALL key campaigns
Use Real Devices
Get your own emails
Order your prod...
#3 : GET THEIR VOICE
•
•
•
•

Sitewide Omnipresent Feedback
Triggered (Behavioural) Feedback
Use of Features, Cancellation...
#3 : GET THEIR VOICE
•
•
•
•
•
•
•
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Make contact and feedback easy & encouraged
Add contact & feedback to everything (...
#4 : ACT LIKE A PI
•
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For your brand(s) and competitors
Check review sites, Discussion boards, News
Use Google...
#5 : READ STUFF

@OptimiseOrDie
#6 : FIND STUFF
@danbarker
@fastbloke
@timlb
@jamesgurd
@therustybear
@carmenmardiros
@davechaffey
@priteshpatel9
@cutroni...
#7 : LEARN STUFF
Whichtestwon.com
Unbounce.com
Kissmetrics.com
Uxmatters.com
RogerDooley.com
PhotoUX.com
TheTeamW.com
Baym...
#7 : GET WITH THE NUMBERS

@OptimiseOrDie
#7 : GET WITH THE NUMBERS
• So you’re not wading in Poo all the time ->
• Get a Health Check on your Analytics setup (1-2 ...
#7 : GET WITH THE NUMBERS

Bounce
Engage

Outcome

@OptimiseOrDie
#7 : GET WITH THE NUMBERS
Search or
Category
Product
Page
Add to
basket
View
basket
Checkout
Bounce
Complete

Ecommerce
@O...
#7 : GET WITH THE NUMBERS
Exit

Page 1

Page 3

Page 2

Page 4

Wishlist
Contact

Page 5

Email
Like

Deeper
Layer

@Optim...
#7 : GET WITH THE NUMBERS
Old Skool
Page 1

Page 2

Page 3

Page 4

Change
colours

Checked
size

Neuro Marketers
Picture
...
#8 : HIRE OR TRAIN GREAT
COPYWRITERS
“On the average, five times as many people
read the headline as read the body copy.
W...
#8 : HIRE OR TRAIN GREAT
COPYWRITERS

Why?
• Because every word, every piece of copy, each error
message, all the emails, ...
#8 : HIRE OR TRAIN GREAT COPYWRITERS

"The best ads ask no one to buy, but
they are based on the knowledge of
human nature...
#9 : WORK THE ASS END TOO
• Churn and Cancellation
• Have an „A Team‟ for Service Recovery
• Example – Cancellation
–
–
–
...
#10 : NOW YOU CAN BEGIN

Insight - Inputs
Opinion

Cherished
notions

Marketing
whims

Cosmic rays

Not ‘on
brand’
enough
...
#10 : NOW YOU CAN BEGIN

Insight - Inputs
Usability
testing

Forms
analytics

Search
analytics

Voice of
Customer
Market
r...
#10 : NOW YOU CAN BEGIN
•
•
•
•

Insight - Inputs

Check your inputs
Assemble the widest possible team
Share your data and...
#10 : UX LEVERS EXAMPLE

Insight - Inputs

Customers do not know what to do and need support and advice
•
Emphasize the fa...
#10 : THE DARK SIDE

Insight - Inputs

“Keep your Family safe and get back on the
road fast with Autoglass.”

@OptimiseOrD...
#10 : NOW YOU CAN BEGIN

Insight - Inputs

• You should have inputs, research, data, guidelines
• Sit down with the team a...
#10 : NOW YOU CAN BEGIN

Insight - Inputs

• Check your UX or Copywriting
guidelines.
• Use Get Mental Notes
• What levers...
#10 : NOW YOU CAN BEGIN

Insight - Inputs

• Collaborative Sketching
• Brainwriting
• Refine and Test!

@OptimiseOrDie
#10 : SUMMARY

Insight - Inputs

•
•
•
•
•
•
•
•
•

Inputs – get the right stuff
Research, Guidelines, Data
Framing the pr...
#11 : EXAMPLE 1 - SCARCITY

Scarcity principle...

• If there is limited availability of something, we assume it is more
v...
#11 : EXAMPLE 2 – SPAM MESSAGING

Scarcity principle...
#11 : EXAMPLE 2 – SPAM MESSAGING

Scarcity principle...
#11 : EXAMPLE 3 – PHOTOGRAPHY

@OptimiseOrDie
#11 : EXAMPLE 3 – PHOTOGRAPHY

Terrible Stock Photos : headsethotties.com & awkwardstockphotos.com
Laughing at Salads
: wo...
#11 : EXAMPLE 3 – PHOTOGRAPHY
SPAIN
+22% over control
99% confidence

@OptimiseOrDie
#11 : EXAMPLE 4 – PROMO CODE ANGST

@OptimiseOrDie
#11 : EXAMPLE 4 – PROMO CODE ANGST

Got a promo code?
Got a promo code or voucher?

@OptimiseOrDie
SUMMARY

Insight - Inputs

•
•
•
•
•
•

Great new stuff about the brain
It‟s all about the inputs & execution
Don‟t random...
WRAPUP

49
Download Slides : slidesha.re/1n8G7Qb & Questions

Email : sullivac@gmail.com
Follow : @OptimiseOrDie
: linkd.in/pvrg14
50
The Neuromarketing Toolkit - Chinwag Psych - 4 Feb 2014
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The Neuromarketing Toolkit - Chinwag Psych - 4 Feb 2014

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A practical toolkit for getting inside customers heads, in order to design and create persuasive psychological approaches to copy, pages, buttons, designs and your entire service. Craig shows you here how to mine what you already have - to design a better bank balance and continuously improving future for your company, staff and your customers.

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  • And here’s a boring slide about me – and where I’ve been driving over 400M of additional revenue in the last few years. In two months this year alone, I’ve found an additional ¾ M pounds annual profit for clients. For the sharp eyed amongst you, you’ll see that Lean UX hasn’t been around since 2008. Many startups and teams were doing this stuff before it got a new name, even if the approach was slightly different. For the last 4 years, I’ve been optimising sites using the combination of techniques I’ll show you today.
  • So – what’s driving this change then? Well there have been great books on selling and persuading people – all the way back to ‘Scientific Advertising’ in 1923.And my favourite here is the Cialdini work – simply because it’s a great help for people to find practical uses for these techniques.I’ve also included some analytics and testing books here – primarily because they help so MUCH in augmenting our customer insight, testing and measurement efforts.There are lots of books with really cool examples, great stories and absolutely no fucking useful information you can use on your website – if you’ve read some of these, you’ll know exactly what I mean. These are the tomes I got most practical use from and I’d recommend you buy the whole lot – worth every penny.
  • These are all people on twitter who cover hybrid stuff – where usability, psychology, analytics and persuasive writing collide. If you follow this lot, you’ll be much smarter within a month, guaranteed.
  • And here are the most useful resources I regularly use or share with people. They have the best and most practical advice – cool insights but with practical applications.A special mention here to my friends at PRWD, who are one of the few companies blending Psychology, Split Testing and UX for superb gains in rapid time. Check out their resources section on their website.
  • And here are the most useful resources I regularly use or share with people. They have the best and most practical advice – cool insights but with practical applications.A special mention here to my friends at PRWD, who are one of the few companies blending Psychology, Split Testing and UX for superb gains in rapid time. Check out their resources section on their website.
  • Transcript of "The Neuromarketing Toolkit - Chinwag Psych - 4 Feb 2014"

    1. 1. The Neuro Marketing Toolkit @OptimiseOrDie
    2. 2. @OptimiseOrDie • UX and Analytics • User Centred Design • Agile, Startups, Low budget • Acquisition, Churn & Conversion optimisation • Multivariate & A/B testing • Persuasive Copywriting • Lean Startup, Analytics, UX • Call Centre Optimisation • Holistic Product Optimisation • CRO and Psychology • Training in CRO and Split Testing Was : Group eBusiness Manager, Belron Now : For hire
    3. 3. Bill & Ted 4
    4. 4. The Invisible Gorilla 5
    5. 5. The Neuro Marketing Toolkit 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. Get Out of the Office Interview Them Like a Pro Immerse Yourself Get Their Voice Act Like a Private Investigator Read Stuff Find Stuff Learn Stuff Get with Behavioural Numbers Hire or Train Great Copywriters Work the Churn and Cost too Execution Examples Q&A @OptimiseOrDie
    6. 6. #1 : GET OUT OF THE OFFICE @OptimiseOrDie
    7. 7. 1a : Lab Based Testing @OptimiseOrDie
    8. 8. 1b : Remote UX Testing 1 3 3 2 3 3 1 2 3 Moderator Participant Viewers @OptimiseOrDie
    9. 9. 1c : Crowdsourced Testing Som, feedback Remote UX tools (P=Panel, S=Site recruited, B=Both) Usertesting (B) www.usertesting.com Userlytics (B) www.userlytics.com Userzoom (S) www.userzoom.com Intuition HQ (S) www.intuitionhq.com Mechanical turk (S) www.mechanicalturk.com Loop11 (S) www.loop11.com Open Hallway (S) www.openhallway.com What Users Do (P) www.whatusersdo.com Feedback army (P) www.feedbackarmy.com User feel (P) www.userfeel.com Ethnio (For Recruiting) www.ethnio.com Feedback on Prototypes / Mockups Pidoco Verify from Zurb Five second test Conceptshare Usabilla @OptimiseOrDie www.pidoco.com www.verifyapp.com www.fivesecondtest.com www.conceptshare.com www.usabilla.com 10
    10. 10. 1e : Beer, Caffeine and Work Breaks @OptimiseOrDie
    11. 11. 1d : Guerrilla Testing DESKTOP & LAPTOP CamStudio (free) Mediacam AV (cheap) Silverback (Mac) Screenflow (Mac) www.camstudio.org www.netu2.co.uk www.silverbackapp.com www.telestream.net MOBILE UX Recorder (iOS) Skype Hugging Reflection Reflector www.uxrecorder.com bit.ly/tesTfm bit.ly/GZMgxR bit.ly/JnwtMo @OptimiseOrDie
    12. 12. 1e : The Secret Millionaire • • • • Tesco placed IT users in front line roles with product You have to to create this kind of feedback loop If it isn‟t there, you need to push/encourage Connect the team with pain points AND outcomes of their work, split tests and changes • Hugely motivational strategy • One last tip – learn how to interview like a pro • Read these: “Don‟t Make Me Think” “Rocket Surgery Made Easy” “Talking to Customers” “Talking with Participants” “Don‟t listen to Users” “Interviewing Tips” “More interviewing Tips” amzn.to/1gIZEJn amzn.to/1e0hnUL bit.ly/1e0hT58 bit.ly/1kKL3LE bit.ly/1cQpiIE bit.ly/1fKqu03 bit.ly/1bmvGT @OptimiseOrDie
    13. 13. #2 : IMMERSE YOURSELF • • • • • • • • • • • • Test ALL key campaigns Use Real Devices Get your own emails Order your products Call the phone numbers Send an email Send 11 shoes back Be difficult Break things Experience the end-end Do the same for competitors Team are ALL mystery shoppers • Wear the magical slippers @OptimiseOrDie
    14. 14. #3 : GET THEIR VOICE • • • • Sitewide Omnipresent Feedback Triggered (Behavioural) Feedback Use of Features, Cancellation, Abandonment 4Q Task Gap Analysis very good • Kampyle www.kampyle.com • Qualaroo www.qualaroo.com • Feedback Daddy www.feedbackdaddy.com • 4Q 4q.iperceptions.com • Usabilla www.usabilla.com
    15. 15. #3 : GET THEIR VOICE • • • • • • • • • Make contact and feedback easy & encouraged Add contact & feedback to everything (e.g. all mails) Run regular NPS surveys Get ratings on Service Metrics Fix broken stuff Ask your frequent, high spend, zealous users questions Make the team spend ½ a day a month at the Call Centre Meet with your Sales and Support teams ALL the time Tip : Take them for Beers and encourage bitching
    16. 16. #4 : ACT LIKE A PI • • • • • • • For your brand(s) and competitors Check review sites, Discussion boards, News Use Google Alerts on various brands & keywords Sign up for all competitor emails Run Cross Competitor surveys This was VITAL for LOVEFiLM Use Social & Competitor Monitoring tools : slidesha.re/1k7bflG
    17. 17. #5 : READ STUFF @OptimiseOrDie
    18. 18. #6 : FIND STUFF @danbarker @fastbloke @timlb @jamesgurd @therustybear @carmenmardiros @davechaffey @priteshpatel9 @cutroni @avinash @Aschottmuller @cartmetrix @Kissmetrics @Unbounce @Morys @UXFeeds @Psyblog @Gfiorelli1 Analytics Analytics Analytics Analytics Analytics Analytics Analytics Analytics Analytics Analytics Analytics, CRO Analytics, CRO CRO / UX CRO / UX CRO / Neuro UX / Neuro Neuro SEO / Analytics @PeepLaja @TheGrok @UIE @LukeW @cjforms @axbom @iatv @Chudders @JeffreyGroks @StephanieRieger @BrianSolis @DrEscotet @TheBrainLady @RogerDooley @Cugelman @Smashingmag @uxmag @Webtrends CRO CRO UX UX / Forms UX / Forms UX UX Photo UX Innovation Innovation Innovation Neuro Neuro Neuro Neuro Dev / UX UX UX / CRO @OptimiseOrDie
    19. 19. #7 : LEARN STUFF Whichtestwon.com Unbounce.com Kissmetrics.com Uxmatters.com RogerDooley.com PhotoUX.com TheTeamW.com Baymard.com Lukew.com PRWD.com Measuringusability.com ConversionXL.com Smartinsights.com Econsultancy.com Cutroni.com www.GetMentalNotes.com @OptimiseOrDie
    20. 20. #7 : GET WITH THE NUMBERS @OptimiseOrDie
    21. 21. #7 : GET WITH THE NUMBERS • So you’re not wading in Poo all the time -> • Get a Health Check on your Analytics setup (1-2 days) • Invest in your Analytics in 3 areas: – Instrument : Collect the *right* data – Calibrate : Make sure data is clean and aligns with KPIs – Insight : Make reports usable, useful, insightful, actionable • Measure Customer Intent Groupings: (http://slidesha.re/1gJ5R82) • Measure bad things and errors: (http://slidesha.re/1nNfSSp) • Measure interactions, not pages:
    22. 22. #7 : GET WITH THE NUMBERS Bounce Engage Outcome @OptimiseOrDie
    23. 23. #7 : GET WITH THE NUMBERS Search or Category Product Page Add to basket View basket Checkout Bounce Complete Ecommerce @OptimiseOrDie
    24. 24. #7 : GET WITH THE NUMBERS Exit Page 1 Page 3 Page 2 Page 4 Wishlist Contact Page 5 Email Like Deeper Layer @OptimiseOrDie Micro Conversions
    25. 25. #7 : GET WITH THE NUMBERS Old Skool Page 1 Page 2 Page 3 Page 4 Change colours Checked size Neuro Marketers Picture gallery @OptimiseOrDie Read tabbed content Out of Email stock Added to wishlist
    26. 26. #8 : HIRE OR TRAIN GREAT COPYWRITERS “On the average, five times as many people read the headline as read the body copy. When you have written your headline, you have spent eighty cents out of your dollar.” David Ogilvy “In 9 years and 40M split tests with visitors, the majority of gains came from playing with the words.” @OptimiseOrDie
    27. 27. #8 : HIRE OR TRAIN GREAT COPYWRITERS Why? • Because every word, every piece of copy, each error message, all the emails, the forms, the web pages – are your BRAND and EXPERIENCE • The words set the emotional landscape and lens through which your entire product is viewed • If you aren‟t writing for simplicity, comprehension and persuasion, you‟re missing the biggest trick in all this work • Get some training from www.stickycontent.co.uk • Hire DM copywriters or people with Solid web experience • Stop people filling in (Developers & Error Messages) • We know lots of new things about the brain but the techniques in persuasive writing have been around for decades
    28. 28. #8 : HIRE OR TRAIN GREAT COPYWRITERS "The best ads ask no one to buy, but they are based on the knowledge of human nature."
    29. 29. #9 : WORK THE ASS END TOO • Churn and Cancellation • Have an „A Team‟ for Service Recovery • Example – Cancellation – – – – – • • • • Offer payment holiday Ask for Churn reason Send to „Save Team‟ Tune and improve 15% reduction in Churn Seek out unhappy people Talk to escalation or recovery teams Interview the customers Learn from the negative side
    30. 30. #10 : NOW YOU CAN BEGIN Insight - Inputs Opinion Cherished notions Marketing whims Cosmic rays Not ‘on brand’ enough Ego IT inflexibility Panic Internal company needs #FAIL Competitor change An article the CEO read Some dumbass consultant Competitor copying Dice rolling Guessing Knee jerk reactons Shiny feature blindness @OptimiseOrDie
    31. 31. #10 : NOW YOU CAN BEGIN Insight - Inputs Usability testing Forms analytics Search analytics Voice of Customer Market research Eye tracking Customer contact A/B and MVT testing Big & unstructured data Insight Social analytics Session Replay Web analytics Segmentation Sales and Call Centre Surveys Customer services Competitor evals @OptimiseOrDie
    32. 32. #10 : NOW YOU CAN BEGIN • • • • Insight - Inputs Check your inputs Assemble the widest possible team Share your data and research Create a UX levers (Emotional Copywriting) guide @OptimiseOrDie
    33. 33. #10 : UX LEVERS EXAMPLE Insight - Inputs Customers do not know what to do and need support and advice • Emphasize the fact that you understand that their situation is stressful • Emphasize your expertise and leadership in vehicle glazing and will help them get the best solution for their situation • Explain what they will need to do online and during the call-back so that they know what the next steps will be • Explain that they will be able ask any other questions they might have during the call-back Customers do not feel confident in assessing the damage • Emphasize the fact that you will help them assess the damage correctly online Customers need to understand the benefits of booking online • Emphasize that the online booking system is quick, easy and provides all the information they need in regards with their appointment and general cost information Customers mistrust insurers and find dealing with their insurance situation very frustrating • Where possible communicate the fact that the job is most likely to be free for insured customers, or good value for money for cash customers • Show that you understand the hassle of dealing with insurance companies – emphasise that you will help with their insurance paperwork for them, freeing them of this burden Some customers cannot be bothered to take action to fix their car glass • Emphasize the consequences of not doing anything, e.g. ‘It’s going to cost you more if the chip develops into a crack’ @OptimiseOrDie
    34. 34. #10 : THE DARK SIDE Insight - Inputs “Keep your Family safe and get back on the road fast with Autoglass.” @OptimiseOrDie
    35. 35. #10 : NOW YOU CAN BEGIN Insight - Inputs • You should have inputs, research, data, guidelines • Sit down with the team and prompt with 12 questions: – – – – – – – – – – – Who is this page (or process) for? What problem does this solve for the user? How do we know they need it? What is the primary action we want people to take? What might prompt the user to take this action? How will we know if this is doing what we want it to do? How do people get to this page? How long are people here on this page? What can we remove from this page? How can we test this solution with people? How are we solving the users needs in different and better ways than other places on our site? – If this is a homepage, ask these too (bit.ly/1fX2RAa) @OptimiseOrDie
    36. 36. #10 : NOW YOU CAN BEGIN Insight - Inputs • Check your UX or Copywriting guidelines. • Use Get Mental Notes • What levers can we apply now? • Create a hypothesis: www.GetMentalNotes.com “WE BELIEVE THAT DOING [A] FOR PEOPLE [B] WILL MAKE OUTCOME [C] HAPPEN. WE'LL KNOW THIS WHEN WE SEE DATA [D] AND FEEDBACK [E]” @OptimiseOrDie
    37. 37. #10 : NOW YOU CAN BEGIN Insight - Inputs • Collaborative Sketching • Brainwriting • Refine and Test! @OptimiseOrDie
    38. 38. #10 : SUMMARY Insight - Inputs • • • • • • • • • Inputs – get the right stuff Research, Guidelines, Data Framing the problem Questions to get you going Use Card Prompts for Psychology Create a hypothesis Collaborative Sketching Brainwriting Refine and Check Hypothesis @OptimiseOrDie
    39. 39. #11 : EXAMPLE 1 - SCARCITY Scarcity principle... • If there is limited availability of something, we assume it is more valuable, and we want it even more.
    40. 40. #11 : EXAMPLE 2 – SPAM MESSAGING Scarcity principle...
    41. 41. #11 : EXAMPLE 2 – SPAM MESSAGING Scarcity principle...
    42. 42. #11 : EXAMPLE 3 – PHOTOGRAPHY @OptimiseOrDie
    43. 43. #11 : EXAMPLE 3 – PHOTOGRAPHY Terrible Stock Photos : headsethotties.com & awkwardstockphotos.com Laughing at Salads : womenlaughingwithsalad.tumblr.com BBC Fake Smile Test : bbc.in/5rtnv @OptimiseOrDie
    44. 44. #11 : EXAMPLE 3 – PHOTOGRAPHY SPAIN +22% over control 99% confidence @OptimiseOrDie
    45. 45. #11 : EXAMPLE 4 – PROMO CODE ANGST @OptimiseOrDie
    46. 46. #11 : EXAMPLE 4 – PROMO CODE ANGST Got a promo code? Got a promo code or voucher? @OptimiseOrDie
    47. 47. SUMMARY Insight - Inputs • • • • • • Great new stuff about the brain It‟s all about the inputs & execution Don‟t randomly test – game the system Drive split tests using Psychology If you read all this stuff, you‟ll do well Last 12m : 25%-800% increase in revenue @OptimiseOrDie
    48. 48. WRAPUP 49
    49. 49. Download Slides : slidesha.re/1n8G7Qb & Questions Email : sullivac@gmail.com Follow : @OptimiseOrDie : linkd.in/pvrg14 50
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