SlideShare a Scribd company logo
Nir Eyal
NirAndFar.com
4 Ways to Use Psychology to Win Your
Competition’s Customers Habits
Customer habits are a HUGE
competitive advantage. tweetable
tweetable
When you see this bird, click it to send a quick tweet.
(don’t worry, you can still change the text before tweeting)
Companies win by
establishing strong
habits tweetable
First …
What is a habit?
Impulses to do
behaviors with little to
no conscious thought.
Habits are:
tweetable
Using a product or
service automatically
For example:
Habit-Forming
Products have
HOOKS
HOOKS have 4 parts:
NirAndFar.com
To win customer habits from
competitors, you need
better HOOKS
Get the book
There are FOUR ways to win
customer habits with better
HOOKS tweetable
1. Faster HOOKS
The faster users pass through a
HOOK, the greater the product’s
habit-forming potential
tweetable
vs.
For example :
Netflix won habits from Blockbuster
Get everyone in
the car, go to the
store, pick out the
movie, pay, drive
back home, watch.
The movie is sitting
on your counter
ready to watch.
2. More frequent HOOKS
Behaviors done more often
have a higher habit forming
potential
Studies show:
tweetable
When you remember you
need something AND
you’re at your computer.
Whenever you remember
you need something …
because you always have
your phone.
vs.
For example :
Amazon mobile winning habits from Amazon web
3. More rewarding HOOKS
Products can change
habits when using them
feels better – the reward is
more rewarding.
tweetable
vs.
Knowing image
self-destructs means
people share more
interesting pics
Facebook is forever
so people share less
racy, funny, and
interesting images
For example :
Snapchat winning over Facebook users
4. Easier to enter
HOOKS
Removing barriers to entry
gets customers into your
HOOKS.
tweetable
• Complex
• Expensive
• Download
• Easy
• Free
• Cloud-based
For example :
Google docs takes on Office
vs.
Monopoly
of the mind
Win with …
Faster
Higher Frequency
More Rewarding
Easier to enter
HOOKS tweetable
Want more?
These slides are based on an essay by Nir Eyal.
Click below to read the original article.
Read
Article
Want even more?
Get the book at:
NirAndFar.com/GetHooked
Read
Article

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