Day one of the Legal Marketing Association Annual Conference featured Keynote Speaker Zoë Chance, Assistant Professor of Marketing at Yale School of Management. Zoë teaches one of the most sought-after MBA courses, Mastering Influence and Persuasion. This morning, she shared her expertise on behavioral bias with LMA and how it applies to the law firm environment.
Emotional vs rational decisions. @zoebchance shares behavioral economics at #LMA17 @LMAWCanada
— Elizabeth Reymundo (@reymundo_e) March 28, 2017
“The #behavioral economics framework is super simple.” —@zoebchance #hardtobelieve #hopeful 🙂 #LMA17
— Klyse Advisory Group (@KlyseAdvisory) March 28, 2017
“Behavioral economics 101: two functions of the brain (emotional vs rational) effect our actions together”@zoebchance #lma17 pic.twitter.com/7PXJ1L7XhQ
— Erika Galarneau (@erikagalarneau) March 28, 2017
Behavioral economics involves 2 brain systems: gator brain, and judge brain. #LMA17 @zoebchance @LMAintl ? pic.twitter.com/FLMCUOeEXz
— Nicole Minnis (@NicoleAngelineC) March 28, 2017
RT @adriandayton: Studies found that in 1,000+ parole hearings the #1 factor in shorter sentences was how recently Judge had a snack #LMA17 pic.twitter.com/SvfApCvODw
— Laura V Hudson (@raleighlaura) March 28, 2017
“Statistics are less powerful than individual stories, even for people who consider themselves rational” @zoebchance #LMA17
— LMA Northeast Region (@LMANortheast) March 28, 2017
Pay attention to this – emotional campaigns are more effective #LMA17 @zoebchance
— Stefanie Marrone (@StefanieMarrone) March 28, 2017
@zoebchance make it easy to say yes & to take action Amazon revolutionized retail because they made it easy #LMA17 pic.twitter.com/0MWVlTew2i
— Juliana Chapman (@JulianaChapman8) March 28, 2017
Companies that put other companies out of business (e.g., Uber, Amazon) are not cheaper, they’re easier. #LMA17
— Sally Schmidt (@sallyschmidt) March 28, 2017
Customer effort score is one of the best marketing tools and should be used at every stage #LMA17 #keynote pic.twitter.com/YKa2b3ZzdH
— Juliana Chapman (@JulianaChapman8) March 28, 2017
Clients have short attention spans and are inundated with info – you must find ways to differentiate yourself and stand out #LMA17
— Stefanie Marrone (@StefanieMarrone) March 28, 2017
We can never take attention for granted. We can never take for granted the power of ease. #LMA17
— Adrian T Dayton (@adriandayton) March 28, 2017
How to get attention at moment client needs your product. Moment can get attention #lma17 keynote pic.twitter.com/EbdKmmZLRg
— LexTrack + LexLists (@LexTrack) March 28, 2017
Use moments humor to get past natural resistance to influence. #LMA17 #behavoireconomics
— Eilene Spear (@EileneSpear) March 28, 2017
Use moments of truth to engage attention. #LMA17 @zoebchance
— Ali Abel (@A2_AliAbel) March 28, 2017
Brilliant commercial! Perfect example of how to get client’s attention the moment they need it. @zoebchance #LMA17 https://t.co/exhAIKw0ih
— Nicole Minnis (@NicoleAngelineC) March 28, 2017
Using ‘moments at truth’ to get attention at the right time. Mastering influence by @zoebchance #LMA17 pic.twitter.com/X6yqRCmS0d
— Sue-Ella Prodonovich (@sueella) March 28, 2017
People make decisions based on these factors in this order: 1. do I like you; 2. do I trust you; THEN 3. are you good at what you do? #LMA17
— Jill Clark (@TheJillClark) March 28, 2017
Implementation intention will increase action: when? Where? If…then (plan for disruption) #LMA17 #lma @zoebchance @LMAintl pic.twitter.com/b0HD1hVrFw
— Rich Bracken (@richbracken1) March 28, 2017
More important than building trust is not losing it! So important in more than business, relationships too! Lesson learned hard way #lma17
— Eric Wood (@ewood262) March 28, 2017
After a service failure, customers can be more loyal and give better word of mouth IF that failure was resolved in their favor. #lma17
— Nicole Minnis (@NicoleAngelineC) March 28, 2017
Mistakes happen, even to lawyers. How do you treat clients after? 70% of clients will stay or return if you own up and talk about it. #LMA17
— Cara Seidl (@CaraSeidl) March 28, 2017
Social proof and benchmarking are powerful persuasion tactics #LMA17
— Tanya Lord (@TanyaOneNorth) March 28, 2017
Make it easy for clients to say “yes” to what you are offering, easier to do business with you. @zoebchance #LMA17 keynote.
— John Bologna (@johnv63) March 28, 2017
The magic question is- What would it take? It empowers the other person @zoebchance #LMA17
— Josh Merkin (@joshmerkin) March 28, 2017
How to “woo the gator brain” #LMA17 pic.twitter.com/F3BjNMHx10
— Darryl Cross (@highpercoach) March 28, 2017
“It’s not that the tools that are important, it’s the question. How can you increase their trust?” @zoebchance #LMA17
— Alex Schenk (@awschenk) March 28, 2017
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