I have been over at Emma today having a read about business psychology and came across a great review of 4 must-read books on business psychology. I love running my own small business as a writer, digital influencer and content creator and increasingly the psychology of business is something that absolutely fascinates me.
4 must-read books on business psychology
Here is a list of the four best books on business psychology that will provide the tips and tricks you need to better your current email marketing tactics. I have added my own thoughts and comments along the way and would totally love to know your thoughts if you have read any of thee books.
1. Influence: The Psychology of Persuasion by Robert B. Cialdini, Ph. D.
This book was written by Robert B. Cialdini, a professor of marketing and psychology at Arizona State University. In this book, he offers great insight from his experience in business psychology and provides key influencers that help with persuasion. His study is backed up with over 30 years of research and hands-on experimentation.
Here’s a look at some of the tips he covers to improve your persuading techniques:
Giving a reason why
He refers to this as the “weapon of influence.” He uses a study conducted by Harvard social psychologist Ellen Langer to prove its credibility. People were more likely to adhere to requests when given a valuable reason.
This is so true, isn’t it? I always like to know why rather than just absently follow directions!
In Langer’s study, 94% of people allowed a subject to cut in line for the Xerox machine when stating that she was in a rush. On the other hand, only 60% allowed her to cut in line when she neglected to give a valuable reason.
Brilliant! We need to explain ourselves.
Providing a small gift or favour results in prospects feeling indebted to you. When you provoke this emotion, they will be more likely to reciprocate.
In the world of business, offering a small gift/favour can lead to more prospects for making a purchase. Offering a small discount or additional gift with a purchase can help improve your email marketing efforts.
I always do this when asking people to sign up for my emails – do you?
When you find yourself in an environment where you’re uncertain how to act, it is natural to look to those around you for reference. You can apply this idea to your digital marketing strategies just as other industries do.
For example, some pizzerias will place a few dollars in their tip jar to encourage others to do the same, and it works!
Showing proof that others have subscribed to your newsletter or made a purchase from your site can encourage others to do the same.
Yes of course – who wants to be left out!
2. The Inner Winner by Simon Hazeldine
This book was written by Simon Hazeldine, who has a master’s degree in psychology and is a fellow of the Institute of Sales & Marketing Management. In this publication, Hazeldine takes a look at business psychology from a different perspective.
Rather than creating content that caters to your consumers’ psychological status, you can turn the tables and go about it a different way. Business marketing teams should look deep within the company to reflect on what it is they want to achieve. Sometimes it’s hard to notice when you’re operating on auto-pilot, but you can avoid this by staying motivated to change the game.
Simon Hazeldine suggests keeping your goals in mind so that you can maintain the clarity you need.
How do you keep your goals in mind? – I like to plot mine oat the start of each year than add them into my monthly plan with specific weekly goals.
3. Thinking, Fast and Slow by Daniel Kahneman
This publication allows you to look at business psychology from a scientific point of view.
Kahneman breaks down the way our brains work into two systems and provides insight into its complexity. He delves into how we look at financial decisions when our emotions are the driving force. This information will significantly help you create the right email content for your readers when you’re steering them towards a purchase.
Everyone is very practical with their money, so you have to be sure you put them in front of the content that will make your product/service worthy enough for a purchase.
I am just so keen to read this book – doesn’t it sound really interesting?
4. Consumer.ology: The Truth About Consumers and the Psychology of Shopping by Philip Graves
There are so many blogs out on the internet that tell you what to do. “How to” do this and “how to” do that. But Philip Graves goes against the grain and tells you what not to do when it comes to business psychology.
Ah, the old stick vs carrot!
Many marketing teams use standard market research like questionnaires and focus groups to gain the insight they need. But, this book informs you that these techniques are actually not the best approach. He delves into the reasons why the understanding of human behaviour is the best foundation for market research. Consumers want to buy from businesses they trust and understanding the psychological process that each individual experience will help you achieve that trust.
Understanding human behaviours is key to marketing so this book sounds really useful
More must-read books on business psychology
So there you go 4 must-read books on business psychology. Now it is over to you – I would love to know what business psychology books you have read and would recommend. I do love to read and to learn I always fund it inspiring to be stimulated by new ideas. I would absolutely love you to leave me your suggestions in the comments below.