From: alexhormozi
Ensuring customers consistently use a product after purchase is crucial for its effectiveness and for sustained benefits [00:04:55]. This approach makes a salesperson both more effective and a better coach [00:05:12].
The Challenge of New Habits
It is incredibly difficult to get someone to create a new habit or to break an existing one [00:05:05]. For products that require regular consumption or use, the goal is to integrate their usage into the customer’s existing daily routine and productivity strategies [00:04:59].
Strategy: Piggybacking on Existing Habits
The most effective way to encourage product usage is to “piggyback on habits they already have” [00:05:09]. This means associating the product’s use with an activity the customer already performs consistently [00:05:04].
Implementation Steps
- Explain Usage Clearly: Before making the sales ask, explain precisely how the product should be taken or used [00:03:53].
- Identify Existing Routines: Ask the customer about something they do every single morning without fail, such as brushing their teeth, drinking coffee, or taking a shower [00:04:10].
- Suggest Placement for Integration: Advise them to place the product next to the item associated with their existing routine (e.g., “put it next to your toothbrush”) to avoid creating a new habit from scratch [00:04:20]. This ensures they don’t forget about it if it’s hidden away [00:04:21].
- Pre-configure for Simplicity: For supplements, this might involve suggesting specific dosages and even physical cues like putting a piece of tape with the dosage number on the bottle [00:04:27].
By taking these steps, you guide the customer to integrate the product into their effective habits and mindset strategies, making it easier for them to achieve the desired benefits and fostering trust [00:04:47]. This approach ensures the product is not just sold, but actually used, leading to better outcomes for the customer [00:04:55].