Can your solution become a habit?
Creating a habit
Jeremy Liew of Lightspeed Venture Partners refers to an article in the NY Times about how habits may be good for you by Charles Duhigg, when he asks: “How to make your product a habit?”
The NY story is about washing hands with soap in Ghana, thereby reducing the death rate from hygiene related diseases like diarrhea, which is supported by Proctor and Gamble, Colgate-Palmolive and Unilever.
Solution as a habit
Jeremy Liew questions:
“Entrepreneurs should ask themselves the same question; how can they make their product a habit?”
Additionally he states:
“For many startups, there are no existing behavioral cues, and they will have to find or create a cue that can habitualize their users.”
His advice is to start from an existing habit and associate or append on your solution or product.
The above example in Ghana is about B2C and most examples will be about B2C, but could it also be applicable in B2B?
Can you create habits in Business-to-Business too?
Once the solution has become a habit, it will be hard to change again.
Habits of business people:
- Do open their email at least one a day
- Take their mobile phone everywhere
- Read the newspaper every day
- Check their agenda every day
So how could we add our service to this list or associate our solution to a habit on the list?
Change is hard to do
Changing customer behavior is hard to achieve both in B2C as in B2B.
In order to change behavior, you need to offer something that is:
- Very valuable to them
- Career threatening
- High ROI (Return On Investment) or Fast ROI.
Economic downturn helps in changing as people are obliged to make changes in order to survive or become profitable again.
LEADSExplorer as a habit
Everyday we are eager to know who has visited our website, thus people in other companies will have the same drive.
Our solution might have an advantage on creating a habit, as our web service is about leads and customers. LEADSExplorer is about lead generation, selling and getting sales done: The lifeblood of any salesman.
We could offer an additional convenience service that could become a habit.
Still the complete service could become a habit as any salesman is interested in what his customers are doing on the company website and if there are any new leads showing up.
How about your solutions becoming a habit?
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