Ep 14: Use behavioural science to unlock campaign potential with Richard Shotton

Ep 14: Use behavioural science to unlock campaign potential with Richard Shotton

If mail is distinctive, does it become more memorable?


Richard Shotton, behavioural scientist and author of The Choice Factory, and Rory Sutherland, get under the skin and into the minds of consumers.


Together, they explain:


  • Techniques brands can use to become more memorable
  • The value of costly signalling
  • How mail’s physicality can enhance engagement and attention
  • Why Christian Aid Week’s mail campaign was a success


Plus, they discuss fascinating behavioural studies that explain how people react to mail, what that means for brands and, most importantly, why.

00:00 Intro

00:41 Welcome to Richard

1:43 How long has Richard been an expert of direct mail?

03:06 Generations by Bobby Duffy – the relationship between Gen Z and direct mail

04:03: Richard explains why surprising requests are more noticeable

05:34 Why mail’s physicality can enhance engagement and build trust

09:32 Richard’s example of successful direct mail – Christian Aid Week

12:15 Outro

Richard is the founder of Astroten and author of The Choice Factory and The Illusion of Choice, which is a best-selling book available in 16 languages.


He specialises in applying behavioural science to marketing for brands like Google, BrewDog and Santander. He also co-hosts the podcast Behavioural Science for Brands.

Follow Richard.

LinkedIn - https://www.linkedin.com/in/richard-shotton/

X - https://x.com/rshotton

Follow Rory.

LinkedIn - https://www.linkedin.com/in/rorysutherland/

X - https://x.com/rorysutherland

Watch the full episode.

Website - https://www.marketreach.co.uk/mail-unleashed/richard-shotton-the-choice-factory

YouTube - https://youtu.be/pLKvb_ZrdkM

Curious about the power of mail in your marketing mix? Follow us for fresh inspiration and real-world examples that show how mail delivers impressive business results. ⬇️

LinkedIn - https://www.linkedin.com/company/marketreach-from-royal-mail/

X - https://x.com/MarketreachUK

Facebook - https://www.facebook.com/p/Marketreach-100057126832884/

TikTok - https://www.tiktok.com/@marketreachuk

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Jaksot(20)

Ep 20: Direct mail wins the attention economy with Jonny Harrison

Ep 20: Direct mail wins the attention economy with Jonny Harrison

In a world where 75–80% of ad spend is digital, why is Digital Strategy Director at the7stars, Jonny Harrison, making the case for direct mail?   That’s because he’s seen how it wins the attention eco...

18 Touko 28min

Ep 19: Why Ian Gibbs says mail earns attention that lasts

Ep 19: Why Ian Gibbs says mail earns attention that lasts

Not every impression is equal. So, what makes mail different from a digital impression?  In this episode of Mail Unleashed, JICMAIL’s Director of Data Leadership, Ian Gibbs, joins Rory Sutherland to d...

12 Maalis 22min

Ep 18: Bring your digital brand to life and deliver trust with Sayed Hajamaideen

Ep 18: Bring your digital brand to life and deliver trust with Sayed Hajamaideen

How can you build trust with your customers without physical stores or a tangible product?  In this episode of Mail Unleashed, Sayed Hajamaideen, Head of Brand & Marketing at SMARTY Mobile, sits down ...

2 Maalis 12min

Ep 17: Tesco grows Clubcard loyalty using targeted mail with Tash Whitmey

Ep 17: Tesco grows Clubcard loyalty using targeted mail with Tash Whitmey

How did mail help Tesco gain 21 million active members for its iconic Clubcard loyalty programme? You can find out from Tash Whitmey, Group Director of Loyalty, CRM and Marketing at Tesco.    Together...

11 Helmi 13min

Ep 16: Capture consumers attention using physical media with Dino Myers-Lamptey

Ep 16: Capture consumers attention using physical media with Dino Myers-Lamptey

Want to find out why mail can hold the attention of consumers?   In this episode, host Rory Sutherland welcomes Media expert and The Barber Shop founder, Dino Myers-Lamptey, into the studio to share h...

28 Tammi 20min

Ep 15: Mail puts the fun in insurance with Ed Birth

Ep 15: Mail puts the fun in insurance with Ed Birth

In a world littered with noise, why does a simple piece of mail still get the most attention? In our next Mail Unleashed episode, Head of Brand Marketing at Hiscox, Ed Birth is here to reveal how sell...

13 Tammi 24min

Ep 13: Mail's trust advantage in banking with Margaret Jobling

Ep 13: Mail's trust advantage in banking with Margaret Jobling

In a world of rising digital scams, why does a simple piece of mail still reassure banking customers?  Chief Marketing Officer at NatWest, Margaret Jobling, joins Rory Sutherland for this episode of M...

28 Marras 202521min

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