Monthly Archives: January 2015

What the Easter Bunny, the Honest Politician and the Upscale Bride Have in Common | Jeff Jochum

(c) istockphoto

(c) istockphoto

What the Easter Bunny, the Honest Politician and the Upscale Bride Have in Common

ANSWER: In spite of our most optimistic desires, none of them really exists.

Yeah, I telegraphed that one, didn’t I? (Did I rush it?  I feel like I rushed it, a little.)

Okay… then let’s get to the point. Why are “upscale brides” in that list, in the first place?  If they don’t really exist, why are there hundreds (thousands?) of books, classes, workshops and advisors that are enticing you with how to find, attract, pitch and sell to them?  Maybe it’s the same reason we keep electing the same “old white guys” to public office and expecting different results – wishful thinking.  Alas, as we keep discovering every election cycle, and after spending lots of money and time on workshops, books and “good advice” – wishing does not make it so.

IMHO, the confusion about the concept of Upscale Brides is centered in the increasingly inaccurate belief that we can categorize the behavior of people by evaluating their age, education, location, income levels, etc.  These points of data are referred to as “demographics” and have been at the center of 99% of all marketing theory and execution for a century or more.  Here’s the thing…

Demographics don’t work. Never really have. 

So, why does every professional marketeer use them, if they don’t work? You can blame that on a psychological bias known as “anchoring.” (This is a cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered (the “anchor”) when making decisions.) When we don’t have clear data that helps us  understand the behavior of the market, we use the information we have, which is usually just the easily-compiled demographic data, even if it is totally invalid for our purpose.

I call this the “Big Lie.”

Now, those of us who aren’t satisfied with the Big Lie, i.e. using demographics as a key indicator for behavior, are often forced to compile social data (stories, examples and anecdotes) to reach our own analytical conclusions.  For me, this is why and how I initially derived the philosophical concept of Specialism over 20 years ago. The goal of this type of social research is the need to add behavioral metrics to our analysis, i.e. how people “act” rather than simply who they “are.” 

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Rock Your Business: The 10 Must Read Books for 2016

by Mike Allebach

Here is my list of must reads in 2016. I have read and love each of these. For the last 3 years I have read at minimum 24 books a year (most of them on audiobook while driving). If you are serious about growing your business faster than before, these are your must reads.


The War of Art: Break Through the Blocks and Win Your Inner Creative Battles by Steven Pressfield

Every artist has a battle to fight, everyday.  I can’t think of a more motivational book that deals with creativity. Steven Pressfield is the artist’s author.  Great for anyone in the creative field.

“If you find yourself asking yourself (and your friends), “Am I really a writer? Am I really an artist?” chances are you are. The counterfeit innovator is wildly self-confident. The real one is scared to death.”
― Steven Pressfield



Influence: The Psychology of Persuasion (Collins Business Essentials) by Robert B. Cialdini

Want a marketing crash course?  This is the book.  Some marketing books deal with opinion, this is not one of them.  Robert Cialdini is the father of modern marketing and can explain with science why people do what they do.  I reference his list of influences regularly when writing ad copy.

“Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was that once again nearly all (93 percent) agreed, even though no real reason, no new information, was added to justify their compliance. Just as the “cheep-cheep” sound of turkey chicks triggered an automatic mothering response from maternal turkeys—even when it emanated from a stuffed polecat—so, too, did the word “because” trigger an automatic compliance response”

– Robert B. Cialdini


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