Why do people say one thing and do another? What really drives behavior? How does the brain actually work – and how can we best communicate with it? What does that mean for companies? Melina Palmer, host of The Brainy Business podcast, has dedicated her career to seeking answers to these questions for herself and her clients. Melina uses behavioral economics to help everyone from global corporations to entrepreneurs understand the psychology of why people buy, unlocking the secrets of small changes that make a big difference via her podcast, public speaking, and column on Inc.com. The result is messaging, branding, advertisements, pricing and products that are more “brain friendly” (meaning more leads, conversions, and revenue). 

In this episode, Karen and Melina discuss:

• Success Story of Melina
• Commit to Get Leads
  • Reciprocity is an important part of lead generation. Priming, the information you are putting out beforehand, can also shift the way people are looking at buying from you or not.
• Consult to Sell
  • Too many choices is overwhelming for the brain and makes people less likely to make a choice. Section down and present your top options for that particular client. 
• Connect to Build and Grow
  • The more that you can systematize the routine aspects of business, that does leave space and energy for focusing on things that really do require a higher level of attention and thought process.
• Success Thinking, Activities and Vision
  • Have no more than 3 big goals. Until they are all accomplished, don’t move on and work on something else. 
• Sweet Spot of Success