{"id":20277,"date":"2018-06-29T20:23:19","date_gmt":"2018-06-30T00:23:19","guid":{"rendered":"https:\/\/beyondphilosophy.com\/?p=20277"},"modified":"2019-09-11T10:56:01","modified_gmt":"2019-09-11T14:56:01","slug":"getting-customers-to-buy-from-you-habitually","status":"publish","type":"post","link":"https:\/\/beyondphilosophy.com\/getting-customers-to-buy-from-you-habitually\/","title":{"rendered":"Getting Customers To Buy From You Habitually"},"content":{"rendered":"

We all have habits. Some of them aren\u2019t very good habits, either. But we have them, nonetheless. Many of them form without our awareness. We have habits as customers, too, and\u00a0habits<\/a>\u00a0are powerful things, especially for Customer Experiences.<\/p>\n

We discussed this problem on our recent\u00a0podcast,\u00a0and defined habits as any time your mind prepares you to respond in a certain way based on environmental cues or stimulant.<\/p>\n

<\/p>\n

Habits work off of our\u00a0two ways of thinking<\/a>, which we refer to as the Intuitive System and the Rational System in\u00a0our book.<\/a>\u00a0\u00a0These names come from Nobel-prize-winning-economist Professor Daniel Kahneman\u2019s System One and System Two thinking. He said our System One thinking is automatic and emotional (Intuitive System) while System Two thinking is more slower and more rational (Rational System). Kahneman\u2019s book,\u00a0Thinking Fast and Slow<\/em>, explains it all in more detail.<\/p>\n

Your Intuitive System Drives Habits<\/strong><\/p>\n

When you buy from habit, your Intuitive System takes over and makes decisions. We can compare the Intuitive System to a helpful 8-year-old; it\u2019s trying to help and sometimes it does, but sometimes it falls short.<\/p>\n

For example, if you decide one day that you are going to pop out of bed and do twenty push ups\u2026you know what? Let\u2019s pick something more realistic. If you get out of bed and shuffle to the kitchen to get a cup of coffee one day and you enjoy it, you might make the same decision the next day, and the day after that. After a few days of this pattern, your Intuitive System picks up on it. Then, the next day, when you awake, your Intuitive System will automatically shuffle you to the kitchen for your cup of coffee (or two) without you consciously making that decision. In this case, the helpful 8-year-old was right on the money!<\/p>\n

I have habitual behaviors, too, and they are associated with brands. For instance, whenever I pay for something, I reach for my AmEx card. I keep it in the same place in my wallet and I have it out before I know it. I don\u2019t consciously reach for the card; it\u2019s automatic. My Intuitive System picked up on my behavior and made it automatic. Also, when I book a flight, it\u2019s on Delta. I don\u2019t deliberate about it; I just book it. Interestingly enough, it used to be Virgin Atlantic, but now it\u2019s Delta. More on that later.<\/p>\n

Sometimes we think of habits as overwhelming urges. We think of them in connection with things like smoking and drinking, or even something really bad for us, eating carbs. We consider them uncontrollable. But that is wrong, that\u2019s not how habits work.<\/p>\n

Habits are only the Intuitive System making certain behaviors easier. But you can override it, and you do it with your Rational System. In fact, one of many things that the Rational System is useful for is taking control when the Intuitive System is getting off track.<\/p>\n

Habits have three parts that initiate them. The Cue, the Routine and the Reward:<\/p>\n

\"Buy<\/div>\n