Feel free to ignore this podcast episode - Richard Shotton
Uncensored CMO29 Maalis 2023

Feel free to ignore this podcast episode - Richard Shotton

A return for podcast guest number 1, Richard Shotton, following the launch of his brand new book "The Illusion of Choice: 16½ psychological biases that influence what we buy".

"Every day, people make hundreds of choices.

Many of these are commercial: What shampoo to pick? How much to spend on a bottle of wine? Whether to renew a subscription?

These choices might appear to be freely made, but psychologists have shown that subtle changes in the way products are positioned, promoted and marketed can radically alter how customers behave.

The Illusion of Choice identifies the 16½ most important psychological biases that everyone in business needs to be aware of today – and shows how any business can take advantage of these to win customers, retain customers and sell more.

Richard Shotton, author of the acclaimed The Choice Factory, draws on academic research, previous ad campaigns and his own original field studies to create a fascinating and highly practical guide that focuses on the point where marketing meets the mind of the customer.

You’ll learn to take advantage of the peak end rule, the power of precision, the wisdom of wit – and much, much more."

What we covered in this episode:

  • Why the podcast 4.9 star rating is the best one
  • The meanest tweet Uncensored CMO ever had
  • Social proof gives you wings
  • Why the new book has 16 ½ chapters
  • Feel free to ignore this chapter in the book
  • Why biases affect professionals as well as consumers
  • The Russian tank effect and how AI can be misled
  • How AI design a better pair of Nike Trainers
  • Recency, primacy and the peak end rule
  • How behavioural science supports the laws of marketing
  • Jon ranks the biases
  • The Zuckerberg t-shirt principle (red sneaker effect)
  • Why breaking convention is associated with higher status
  • Always use concrete phrases not fluffy marketing nonsense
  • The more visual the phrase the easier to remember
  • Relatable stories beat cold hard statistics
  • Telling one persons story well is better than trying to represent a group
  • How well can experts predict a successful Super Bowl Ad
  • Experts are trained to see novelty rather than broad appeal
  • We are all rewarded based on sophistication and complexity rather than simplicity
  • How thicker paper led to more charity donations
  • Why marketer can’t predict how well their own advertising will do
  • Professional forecasters are no better at predicting than the average person
  • Why freedom of choice leads to much greater perceived value
  • Why we would rather suffer a loss if we now someone else has done better
  • Adverts aren’t trying to be funny anymore even though the funny ones work
  • Why making a joke would increase your tips
  • Making it easy is the best way to make someone do something
  • We radically underestimate the impact of removing friction
  • Removing friction beats customer benefits every time
  • How to frame your pricing so people buy your preferred product
  • What colonoscopies can tell us about the peak end rule
  • Why ads with a peak end perform better overall

Links

Jaksot(232)

Why we must focus on what matters - Mark Borkowski

Why we must focus on what matters - Mark Borkowski

Mark Borkowski is PR written large. He represents international celebrities and corporate heavyweights and is a sought-after commentator on the world of celebrity, the Media and spin.I recorded another episode with Mark not too long ago but it didn't feel right releasing it amidst the pandemic, so I caught up with him again.In this episode we covered:Why business is booming for BorkowskiHow they've handled the shift to fully remoteThe role of celebrities during the crisisWhy Boris' message and tone was poorWhat key advice would Mark give everyone

1 Heinä 202048min

Why it’s time for a new brief - Alex Myers

Why it’s time for a new brief - Alex Myers

What we covered in this episode:Why some brands have accelerated their growth with 3 years of market progression in 3 months, while others hit hardHow those brands that have gone dark and said nothing will be worst affectedWhy Brewgooder’s work during the crisis has been impressiveHow brands can do things without looking like they’re just jumping on the COVID bandwagonAre there any signs of things getting better for clients?How has Manifest changed in the past 3 months and what is going to stay permanentWhy they love the officeAdvice - write your brief. There is an opportunity for you to recast your brand in the ‘new normal’. We won’t ever get a chance to hit the reset button again!

25 Kesä 202030min

An uncommon approach to the crisis - Lucy Jameson

An uncommon approach to the crisis - Lucy Jameson

In this episode we discuss:Brewdog's hand sanitiserITV's Clap From Our Carers campaignWhy Uncommon are making candlesHow Boris could have handled his messaging betterWhat advice Lucy would give people in advertisingWhy this recession presents an opportunityFollow me:Twitter | @uncensoredCMOLinkedInContact me:Website | www.uncensoredcmo.comEmail – jon@uncensoredcmo.com

16 Kesä 202021min

Why there has never been a better time to advertise - Kate Waters, ITV

Why there has never been a better time to advertise - Kate Waters, ITV

Kate joined ITV in 2019 in the newly created role of Director of Client Strategy and Planning, with a remit to help ITV Commercial build broader and deeper relationships with advertisers. A creative strategist by background and a highly respected and well known strategic leader with twenty years’ experience across a range of communications disciplines from advertising, to PR to digital, Kate has worked across sectors as diverse as automotive, retail, government and public sector, FMCG and financial services. Kate has written / contributed to award winning IPA Effectiveness entries for Co-op Food Retail, Public Health England Tobacco Control and Stoptober.In this episode we covered:What is the impact on the team with remote working?How has TV and ITV in particular changed (programs/advertising/production etc)I see viewing figures up so isn’t this a good thing?Clap for Carers – well done! What was the idea behind thatPeople’s Ad break – tell me more …Are you seeing Advertising changing?Any sign of Advertisers coming back?What advice would you give brands now?

27 Touko 202025min

The impact of covid-19 on an ad agency - Ian Millner

The impact of covid-19 on an ad agency - Ian Millner

Ian Millner is global CEO and co-founder of Iris - one of the most successful independent agencies in the UK. He set the agency up 20 years ago as a partnership with his co-founders and it now boasts some of the world’s most famous brands such as Samsung and Adidas. A genuine multi-disciplinary agency with offices around the World iris have successfully moved with the times.In this episode we coverIntroduction – how Ian is doing!Impact – how the virus affected businessChallenges – what have been the biggest challenges this crisis has created for the agency, given the budget cutsOpportunities – have there been any opportunities arise from the pandemic?Team – what has been the impact on the team? How should you lead others remotely?Future – how do we look to the future and stay positive?Follow me:Twitter | @uncensoredCMOLinkedInContact me:Website | www.uncensoredcmo.comEmail – jon@uncensoredcmo.com

26 Touko 202024min

Creative effectiveness in a crisis - Orlando Wood

Creative effectiveness in a crisis - Orlando Wood

Orlando Wood is the chief innovation officer at System1, and author of the IPA's best-selling book, Lemon. He also happens to be my colleague.What we cover:What is Lemon all about?How right-brained attributes in advertising can help long term brand buildingWhat impact will the Coronavirus have on the left-right brained way we think of the world?Should you continue doing the 'Covid-Ads' or should you stick to what you know?Can old Ads really be effective? Should brands go into the archives?Follow me:Twitter | @uncensoredCMOLinkedInContact me:Website | www.uncensoredcmo.comEmail – jon@uncensoredcmo.com

13 Touko 202031min

How to stay positive during the crisis - Simon Dent & Ben Bidwell

How to stay positive during the crisis - Simon Dent & Ben Bidwell

About the guests:Simon DentSimon Dent is a former sports lawyer and founder of Dark Horses, a sports marketing agency. Simon had experience of mental health problems in his 20s and after launching a couple of failed businesses he finally got it right with Dark Horses. Dark Horses, the sports creative agency, is the fifth fastest-growing creative agency in the world.Ben BidwellBen, otherwise known as The Naked Professor, is a mindset coach, writer & public speaker who is pioneering a revolution to change the stigma about mental health. He invites his audience to connect more with their emotions whilst empowering the men in the room to retain their authentic masculinity.What we discussedIntroduction – who are our guests and how did they get to where they areImpact – how has COVID impacted on a fast-growing agency?Challenges – what have been the biggest challenges this crisis has created for the agency?Opportunities – have there been any opportunities arise from the pandemic?Team – what has been the impact on the team? How should you lead others remotely?Future – how do we look to the future and stay positive?Follow me:Twitter | @uncensoredCMOLinkedInContact me:Website | www.uncensoredcmo.comEmail – jon@uncensoredcmo.com

6 Touko 202023min

How Direct Line are marketing during Covid-19 - Mark Evans

How Direct Line are marketing during Covid-19 - Mark Evans

Mark Evans is the Managing Director, Marketing & Digital at Direct Line and has been at the company for over 8 years. He's seen some ups and downs but has never seen a challenge such as the Coronavirus. How has the company been impacted, what challenges have they faced and what opportunities can come from this?What do we cover in this episode?Introduction – who is Mark Evans and how did he end up in this positionImpact – how has COVID impacted on DLG? It happened on the tail end of a major relaunch of the Direct Line brandChallenges – what have been the biggest challenges this crisis has created for Direct Line? How are they responding to these?Opportunities – what opportunities have emerged through this? Are people taking insurance more seriously?Media – will Direct Line continue to Advertise? Wil the message change?Team – what has been the impact on the team? How should you lead others remotely?Future – what's the outlook for the economy and their sector? Short v Long termFollow me:Twitter | @uncensoredCMOLinkedInContact me:Website | www.uncensoredcmo.comEmail – jon@uncensoredcmo.com

27 Huhti 202021min

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