Captivation Motivations can significantly change your marketing strategy.
This is the second installment of a series on the seven Captivation Motivations.
We are hardwired biologically for these motivations. More information about them, including links that include more information is at the bottom of this page.
Did you know that we’re all ruled by a super powerful hormone? It’s true.
This hormone dominates decision-making, especially split-second choices like the ones digital users are making every day.
Decisions like “click,” “like,” “retweet,” and more importantly, “buy” and “subscribe” are all significantly impacted by this hormone.
Savvy marketing strategists have been triggering this hormone for years, some knowingly, some stumbling upon it.
You’ve undoubtedly heard of this hormone.
You’ve heard about in the context of drugs, sex and even food.
But what does this hormone do for marketers?
I’ll get to that in a minute.
First, a little more about this hormone: dopamine.
See? I told you you’ve heard of it.
Dopamine is best known as the “pleasure hormone.”
It’s the hormone that creates the surge of euphoria that we feel after a particularly satisfying (insert pleasure here).
But, the surge of satisfaction is not actually the most powerful tool in a marketer’s arsenal.
The most powerful tool to the marketer is anticipation.
And it turns out that dopamine is actually more aptly described as the “wanting and seeking” hormone.
Ah. Now you get it right?
It turns out that the “wanting and seeking” trigger is MORE powerful than the “satisfaction.”
Which means, we’re hardwired to keep looking, keep seeking until we satisfy our wanting and seeking.
And then, we’re hardwired to do it all again.
Think for just a moment about the advantage to your content and overall marketing strategy if you can trigger this motivation.
Images can trigger our wanting and seeking. Ever seen a really great close-up shot of your favorite food and found yourself searching for how to have it delivered at lunch that.very.day?
Images of just about anything we want can trigger our “wanting and seeking” hormone.
This means you really need to think about the images you’re using in marketing and advertising, because images are incredibly key to the top of the funnel.
While we see food and sex all the time in marketing, it might be that those images aren’t appropriate for your brand.
Good news for you.
Because there’s more.
Guess what else fuels our anticipation?
This is super important because not all businesses and campaigns are suitable for triggering the food, sex and drug urges.
The brain experiences dopamine rushes when we’re curious for more information.
Think about the last Google search you did. Every been sucked down the rabbit hole of Google and found yourself coming out of the other side 45 minutes later?
That’s your insatiable, hormone-driven seeking and wanting trigger.
That’s your brain on the anticipation train.
Our quest for information is basically never-ending.
We’re hard-wired that way, and from an evolutionary stand point, this is a very, very good thing.
Now WHAT information triggers this is the key.
This is where we circle back around to audience identification and personalization.
We’re inundated with information, so we have to be very, very clear on our audience so we understand WHAT kind of information or curiosity triggers our target audience.
Motivational triggers work on all people, but what triggers the motivation is where your marketing research and strategy comes in.
Another thing that triggers our wanting and seeking hormone is unexpected prompts that are auditory or visual.
You know what does this exceptionally well?
Your phone. It beeps, or vibrates or a message pops up and you almost ALWAYS stop what you are doing to look at it don’t you?
If you don’t, it takes an active and conscious effort on your part.
This is why my most hated and dreaded marketing tactic, pop-up messaging is so powerful.
I personally drop right out of a page when I get a pop-up because I feel like it’s insensitive to the reader, but the truth is, it works on the vast majority of people because the surprise triggers the wanting and seeking.
Novelty and unpredictability also trigger our seeking behavior.
This is why “New and Improved” works.
The Counter Intuitive Path
You’ve probably heard over and over again to simplify. The message is too long. The funnel is to long.
Overall, this is good advice.
HOWEVER, once you really understand the “seeking and wanting” hormone, your path can actually be quite long, so long as it keeps triggering curiosity and gives information in small bits and pieces, if it gives anything until it offers the solution.
Ever seen an ugly landing page that was all text that you ended up reading despite yourself?
Really awesome copy writers understand how to use this tactic in writing to move you through the process.
Interestingly enough, the more time you spend on something, the more committed you are.
So long copy, long funnels, they have a purpose and in the right situation, the right circumstance, the right audience, they work.
In A Nutshell:
Here it is in a nutshell, for fast and motivational results: trigger the wanting and seeking hormone.
Make your audience curious.
Lead them down a path that satisfies in bits and pieces.
Experiment with what triggers curiosity in your audience, experiment with the strength of their curiosity with funnel length.
Triggering the “wanting and seeking” hormone is the very premise behind free information in content marketing and the internet in general.
The Pursuit of Pleasure Captivation Motivation is tied closely to how we internalize rewards as well. The next post in this series will be all about rewards, the kinds used in promotions, so stay tuned.
About the Captivation Motivations:
The Captivation Motivations are all built around what I call our “other 90%” of our brain. The part of our brain that is the oldest and most developed part of our brain.
I didn’t make up the Captivation Motivations, I’ve simply been studying them and their effects for the last four years. I’ve been testing them in my strategies and tactics, reading and writing about them.
Simply put, these motivations are not some flash-in-the-pan-do-whats-trendy-now strategy, these are strategies which trigger reactions from the oldest part of our brain. Over the last few years, more and more has been understood about these motivations. But one thing is clear: despite the fact that these motivations developed in the earliest days of humanity’s survival of the fittest experiences, these motivations are very much alive and well today. What triggers them in the modern world is just different than what triggered them in our earliest evolutionary days.
You can find the other installments and related posts here.
PS: If you’re really interested in this topic, I suggest you read some of the academic works by Kent Berridge; he’s done some really amazing research on the topic.
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[…] Regardless of content type, the key is to create content that’s in the sweet spot of your brand story and your audience’s self-story. […]
[…] Keeping customers with anticipation requires a product commitment (free sample with every order) or an anticipation experience connected to the product (why subscription boxes are so popular). You can create variables in the anticipation (products, frequency) that will actually heighten the anticipation. […]
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