Do we know what drives our customers?

“Nothing is so powerful as an insight into human nature, what compulsions drive a man, what instincts dominate his action, even though his language so often camouflages what really motivates him. For if you know these things about a man you can touch him at the core of his being.”

Bill Bernbach, advertising legend

There is only one space that matters [in communications]. The space between the customer’s ears

Sir John Hegarty, advertising legend

I’m not in the business of selling houses. I’m in the business of delivering dreams, shaped as houses.

Phil Dumphy, Modern Family

If you wish to persuade me, you must think my thoughts, feel my feelings, and speak my words.

Marcus Tullius Cicero, renowned Roman Senator and orator

The essential difference between emotion and reason is that emotion leads to action, while reason leads to conclusions.

Donald B. Calne, renowned neurologist

“The secret really is observation … observe what is going on … try and figure out how people are thinking. Try and determine their day. Then people will understand [what you’re saying]”

Sam Cooke, when asked the secret of his inspiration and huge success in songwriting

If the customer doesn’t see his ‘job to be done’ in your product, it’s game over

Clayton Christensen – named by The Economist as ‘the most influential management thinker of his time’

People make the mistake of thinking that the people on the stage are defining something. But what happens if no-one turns up?

Noel Gallagher – singer, songwriter & guitarist – Oasis

Social proof is the idea that if you make a behaviour feel commonplace, it becomes more common still

Richard Shotton, author – The Choice Factory

People don’t want nails – they want to hang their picture on a wall

Giles Edwards, Managing Director – Gasp