Boston Bombings Teach about Human Nature

The Boston Marathon bombings startled the nation.  Innocent people in the wrong place at the wrong time injured and killed by unknown attackers.  And while the manhunt soon brought to the forefront the names and faces of those who committed the crimes, we are still learning more about that day.

Listening on National Public Radio, they interviewed a husband and wife who survived the explosions. He was only slightly injured but his wife, a dancer and teacher of dance, lost her left foot.  Their story was riveting but what surprised me was an answer she gave to a question by the interviewer when she asked, “So did lots of people hurry to your aid?”  The dancer explained no one helped them at first.  It wasn’t until her husband literally reached out and grabbed someone nearby that they got the assistance she needed.

As surprising as that may sound it is actually a powerful reminder of how we use social cues to tell us what to do in many situations.  One of the great lessons in life is understanding how and why people make the decisions the way they do.  Research studies have shown that we look to those around us and in many cases those that look like us to give us the insight in making many personal and business decisions.

For those in business the lesson is very simple.  If you want to increase your sales have available many testimonials, endorsements and reviews available for prospects to review.  Think about all the advertisements that say, “Best Selling” or “Number One.”  The try to convey a sense that they pass the social test and you will be more likely to buy from that person.

The dancer had trouble getting help at first because research shows that in a crowd it is less likely for a person to come to your aid.  Had there been only one person nearby, they more likely would have been helped.  Have you ever stood in front of a group of people and asked for volunteers.  Well that same principle applies and you may have trouble getting volunteers.  But if you went up to one person on the side and asked for help, they probably will help.  If you pass a sign-up sheet around, make sure there are names already on the sheet.  Why?  Because we look for social cues.

To learn more about human behavior and the decision making process sign up for my May 1st workshop from 9:30AM-Noon at the Timber Creek Inn and Suites in Sandwich.  It is titled the Seven Sales Secrets for Non-Sales People.  For more information click on this link:  http://sevensalessecrets.eventbrite.com