The last time someone bought you lunch, I bet your parting words were “It’s on me next time!”
\nYou probably said it without asking where you might go or checking your bank account or even your calendar.
\nYou just blurted it out.
\nThe truth is, we’re hard wired to return favors.
\nThink about that for a minute.
\nWe are deeply, sincerely uncomfortable when we think we need to return a favor. Next time you run a promotion on Facebook, do a test. Ask people to like the page BEFORE entering the contest and compare that to the results if you ask AFTER you’ve given them something, even if it’s just a chance to win.
\nChances are you’ll find that if you ask AFTERwards, your conversion percentage goes way up AND those people remain engaged for longer.
\nThis is because lures trigger our sense of reciprocity.
\n<\/strong>
\nWant to hear an old school example of this?
\nEver received mailing labels from a nonprofit that you didn’t ask for?
\nDid you know that sending mailing labels with a request for a donation has been shown to DOUBLE donations?
\nAnd guess what? The average donation is way, way more than the value of the labels.
\nWhy? Because reciprocity is a compelling motivation and it comes with a quirk: what we give in exchange for what we received has very little to do with the financial value of either.
\nYou give something, ANYTHING of some value without placing a value on it, the reciprocity trigger kicks in.
\nThis is the idea behind successful content marketing.<\/p>\n

 <\/p>\n

Why You Should Never Pay Your Advocates<\/h2>\n

There’s a lot of discussion today about influencer and advocate marketing.
\nLures and rewards are different.
\nLures give without the expectation on the givers part of receiving anything in return. That triggers reciprocity by the receiver.
\nRewards are given with the expectation of the receiver to get something in exchange, so no sense reciprocity is triggered.<\/p>\n

Rewards (generally) kill reciprocity, but they can create habits if done correctly (like training your dog).
\nBut it’s extremely difficult for marketers to get the consistency required to create a habit. Hell, it’s hard to get the consistency required to create a habit in dog<\/em>, ask anyone who’s tried.
\nBut marketers can more easily create reciprocity, which is an extremely powerful motivation that rewards do not trigger.
\nHere’s the rub though: reciprocity has some limitations too.
\nIf you offered rewards to those who were already advocating for you to do the things they were already doing, you’d begin to see that their desire to support you moving forward would be slipping.
\nThat’s because offering a reward on contingency (do this 3X\/week and receive that reward) for something someone is ALREADY motivated to do, it decreases the desire.
\nAnd unless you understood this motivational fact, you’d probably be left scratching your head about what happened.
\nTread lightly with your advocates because the way you show appreciation can actually decrease their motivation if you aren’t careful.<\/p>\n

This isn’t to say rewards aren’t effective. They can be very effective.
\n“Share this and receive that…” you see it all the time. That’s a reward, not a lure.
\nAgain, ask my dogs. They know if they do something, there’s a good chance there’s a treat in it for them. That’s a reward, they’ve been conditioned to expect it.
\nRewards can be very powerful tools for increasing reach.
\nIt creates increased reach by those who AREN’T your advocates and depending on your strategy, that can be very important.
\nJust don’t confuse people you give a reward to as an advocate.<\/p>\n

Time: The Biggest Reciprocity Trigger<\/h2>\n

If you’re really interested in triggering reciprocity, then you should probably do two things:
\n1) get to know your customer really well
\n2) think beyond monetary lures (discounts, coupons, even product give-aways).<\/p>\n

The reasons for this are two-fold:
\nOur 90% of the brain (the oldest, largest and most primitive part of our brain) inherently knows that time is more valuable than items.
\nWe inherently value experiences (millennials especially) more than items, so although the default is often a coupon or discount, experiences are more highly valued.
\nReceiving an experience from a product or brand increases reciprocity. So if you use an experience as a reward, you can trigger reciprocity.
\nBut to offer an experience that is highly valued, you really have to know your customer. What YOU think your customer values maybe completely different than what they actually value.
\nIn the last post, we talked about information seeking as a dopamine trigger, but it can also be a reward. So can mastery – this is the essence of gamification. Becoming good at something is it’s own reward and the longer we spend on achieving that reward, the more we value it.
\nAgain, what your customers value may be something else all together: inclusion in a tribe, recognition or status.
\nAll these things can be valuable rewards AND lures for brands.<\/p>\n

The other thing to understand is that placing a distinct financial value on a lure (or a reward) kinks up the perceived value.
\nLet me give you an example:
\nIf I invited you to dinner at my house for a homemade dinner that was wonderful (of course it would be FABULOUS), but then I spent all night talking about how much I spent on buying the ingredients of the dinner, two things would happen. 1) you would view the dinner as a sum of parts rather than it’s whole value of time, effort and community and 2) you probably wouldn’t feel a sense of reciprocity at all, no matter how fabulous the dinner was.
\nDon’t force your influencers OR your advocates to view your rewards or lures as a sum of parts by involving money too heavily; it kills goodwill AND reciprocity.
\nIf you’re going to use rewards or lures, remember, make it something the customer values and think about how to make more valuable than money.<\/p>\n

Here’s the bottom line: use rewards for influencers and lures for advocates.<\/p>\n

Can you think of a time when a marketing strategy with lures or rewards turned you off? Share them with me here or in social media, it’s a fascinating discussion I love hearing about.<\/strong><\/p>\n

 <\/p>\n

 <\/p>\n

About the Captivation Motivations:<\/strong>
\n
\nThe 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. <\/em>
\nI 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. <\/em>
\nSimply 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.\u00a0 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\u2019s 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.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Marketing to influencers and advocates is all the rage, fueled in large part by social media. But if you’ve ever developed a campaign with influencers and\/or advocates, you know it can be filled with land mines. Part of that is what inspires advocates and influencers is different. In the my last post about Captivation Motivations, […]<\/p>\n","protected":false},"author":1,"featured_media":4330,"comment_status":"open","ping_status":"open","sticky":true,"template":"","format":"standard","meta":{"spay_email":""},"categories":[1013],"tags":[1022,1023,74,75,42],"jetpack_featured_media_url":"https:\/\/poodlemafia.com\/wp-content\/uploads\/2015\/06\/63.png","yoast_head":"\n