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The Decision to Say 'Yes' or 'No' to Any Offer Takes Between 3 and 21 Seconds!
- 2. The brain appears to make binary (yes/no) decisions every 3 seconds when considering to do, or not to do, business with someone new. IF TIME = 3 seconds AND First ReacKon = Yes THEN Decision = ConKnue ELSE Quit IF TIME = 6 seconds AND Second ReacKon = Yes THEN Decision = ConKnue ELSE Quit IF TIME = 9 seconds AND Third ReacKon = Yes THEN Decision = Respond OR ConKnue ELSE Quit IF TIME = 12 seconds AND Fourth ReacKon = Yes THEN Decision = Respond OR ConKnue ELSE Quit IF TIME = 15 seconds AND FiUh ReacKon = Yes THEN Decision = Respond OR ConKnue ELSE Quit IF TIME = 18 seconds AND Sixth ReacKon = Yes THEN Decision = Respond OR ConKnue ELSE Quit IF TIME = 21 seconds AND Seventh ReacKon = Yes THEN Decision = Respond Studies further suggest this logic is used when reviewing new opportuniKes, deals, web site, purchases, etc.
- 3. Study Basis • In the 1980's I made a 20‐card deck to test the effecKveness of various combinaKons of headlines and font styles. • Everyone that parKcipated made their decision in one minute (3‐seconds/ card) and 90% agreed on the top 3 cards. • In the early 1990's I a`ended a Geneva CorporaKon conference where they discussed a study that conclude the fastest way to achieve brand recogniKon was to do 7 mailings spaced10 days apart. I created a similar 7x10 Program that was wildly successfully in several unrelated businesses, but I never understood why it worked. • Harvard University research in the early 2000's found the decision of a visitor to stay, or not to stay, on a Home Page was made in less than 3 seconds • StarKng in October 2012, I spent 3 months tesKng every conceivable opKon on Linkedin to build traffic for INCAPX. I was stunned to discover making "trusted" connecKons only resulted in a 20% conversion to INCAPX Members, while my 3‐second response method produced a 90% conversion instantly. I asked some young hot‐shots for advice on moKvaKng Members to fully parKcipate. Their answer was simple; it has to "play" like a "game" (an infinite series of 3‐second choices). • At last I found out why my old snail‐mail 7x10 program drew such a posiKve response, it incorporated everything.
- 4. Summary • Just 1 "No" in 3 IniKal ReacKons = Lost Opportunity • Between 3 and 6 PosiKve ReacKons = Possible Response • 7 PosiKve ReacKons in 21 Seconds = PosiKve Outcome Knowledge Beats Luck Any Day!