Learn why Hindsight Bias may stop your audience from converting into buyers. Today’s episode is all about hindsight bias, that sneaky little voice in our heads that always seems to appear after the fact, saying “I knew that was going to happen!”
Join us as we explore the many ways hindsight bias can trip up even the most seasoned marketers, and 3 ways to tackle audience’s objections upfront.
Navigating Hindsight Bias
Have you ever found yourself reflecting on your past actions and thinking about how things could have turned out differently if you knew then what you know now?
If that sounds familiar, then you’ve experienced the Hindsight Bias – turns out our brains are wired to selectively remember events that help us make sense of things.
Let’s face it, each observation or experience we have is just a small piece of a much larger picture.
And it’s not just us – even customers use this when making purchasing decisions based on limited info. They create a mental story that makes the decision inevitable, even if the so-called ‘eureka moment’ is just a result of their own simplified imagination.
So how can you work with this bias?
It’s simple: by addressing objections upfront.
- Potential customers need to believe that success is possible before they will click that “buy” button.
- If they’ve failed before and see a similar product, they may automatically assume that failure is inevitable and choose not to invest again.
However, by addressing their doubts head-on, you can show them that you understand their concerns and build trust. By doing this, you can help your customers overcome their Hindsight Bias and see the full potential of your products.
Marketing lessons with Katy Murray
But here’s the crazy part: it turns out that even buyers rely on this bias to interpret the outcomes of future events with only a limited amount of information at their disposal. In other words, when it’s easy for them to generate a narrative, they start to think that the outcome was always foreseeable. That’s why it’s so important to be aware of our own biases and not let them cloud our judgment!
We also hear from Katy Murray about one of her biggest marketing lessons – which has to do with pacing yourself.
- What Hindsight Bias is and why it matters
- How to tackle audience’s objections
- Setting expectations when offering guarantees
Katy is a leadership coach, inclusion facilitator, mastermind host, speaker and author of Change Makers a woman’s guide to stepping up without burning out.
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