Buyer Psychology: Game-Changing Concepts to Build AUTHORITY and Get People to Buy What You Sell
In this episode of the Legend Effect Podcast, host Howie Chan interviews Katelyn Bourgoin, the buyer psychologist, creator of the acclaimed Why We Buy newsletter, who has built an audience of 280,000 marketing geeks around the world.
They delve into Katelyn's tough but life-changing journey of building and shutting down a venture-backed startup, creating a new path that aligned with her dreams, as well as some game-changing buyer psychology concepts to help you build authority and become influential.
The discussion emphasizes the importance of garnering the right type of attention because attention is the gateway to trust, and trust is the gateway to everything else. Katelyn provides buyer insights, some challenging but necessary questions, and practical techniques to help you become unignorable, influential, and sell more.
03:12 How Katelyn ended up killing her startup
07:07 The crazy surprises that came afterward
13:53 The birth and evolution of Customer Camp
18:27 How ‘Why We Buy’ became the business
23:33 Jobs to be done and other customer insights that shaped Why We Buy
27:36 Using behavioral science to influence others (including toddlers)
31:07 The difference between influence and attention
33:05 The hard choice behind building authority and becoming influential
37:32 How to become Unignorable
43:11 The role of reactance, envy, and mimetic desire in our choices
49:04 The 7 F's of attention and other techniques for building influence
59:02 Why shortcuts sabotage your influence
1:04:21 Wallet-opening words and numbers
1:08:19 The 80/20 of influencing buyers
1:09:51 A letter to Katelyn Bourgoin’s younger self
From Our Guest:
Join over 63,353 marketing geeks in the Why We Buy Newsletter.
Get the book, Wallet-Opening Words.
Check out Katelyn's blog post about killing her startup.
Participate in Katelyn's Pre-selling with Pre-suasion email challenge.
Want prospects to become customers and passers-by to become fans?
Sign up for Behavior Blueprint, my FREE 7-day email course.
Legendary Quotes:
“ Influence and attention are two completely different things. Now, if you can get those right, then you can build a great business, you can build a great career.” – Katelyn Bourgoin
“ As somebody who's maybe wanting to be a creator or build your personal brand, the thing you need to remember is that your audience is not paying very close attention. [...] So, I think what you need to be really honest with yourself about is: 'What do I wanna be known for?'” – Katelyn Bourgoin
" Deliver on your promises and let your customers do the telling for you, because nothing you say is ever going to be as influential as a happy customer. Nothing. And if those happy customers happen to be influential, all the better." – Katelyn Bourgoin
It’s time to turn up the volume on life, make your mark, and live your legend. 🤘🏽
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