Emotional Trigger Research

  • “The most important thing in communication is to hear what isn’t being said.”
    – Peter F. Drucker
  • I know you believe what you think I said, but I’m not sure you realize that what you heard is not what I meant. – Robert McCloskey
  • “We are drowning in information but starved for knowledge.”
    – John Naisbitt
  • “If information was power librarians would rule the world!”
    – Linda Goodman

In today’s economy, companies of all sizes and within all sectors are looking for new ways to connect with their customers. Traditional approaches to explaining behavior are no longer enough for organizations seeking to remain on the cutting edge amid unprecedented challenges. Innovative solutions require fresh approaches to penetrating layers of conventional wisdom.

The motivations customers act on are seldom logical, predictable, or even conscious. Instead, their strongest responses stem from one source: emotion. It’s a deceptively simple reality that changes the way organizations must go about understanding their customers.

Emotional Trigger Research employs an indirect approach that disarms with provocative questions. When asked the unexpected, most individuals have no ready answers. That’s why their unplanned responses are more revealing, providing the most authentic window into the emotional triggers that explain their values, beliefs, motivations and actions.

The insights uncovered deliver the hard edges to vague or misleading findings that often result from more traditional research methods. And it’s these insights that arm companies with the actionable intelligence needed to solve complex problems.

More and more, traditional research is unproductive because it’s designed to measure rather than inform and therefore fails to uncover genuine insights. Often the focus is on mapping reactions against existing services, products or internally based assumptions. It relies on an inside-out thought process.

Emotional Trigger Research transcends the superficiality of what customers say to the far deeper level of what they really mean to uncover the hidden reasons that drive sales.

Emotional Trigger Research is a proven and highly adaptive problem-solving technique. This approach enables companies to understand, connect with and act on the emotions that drive their customers’ decisions in order to:

  • Jumpstart sales
  • Acquire more customers, donors or members
  • Increase business from existing customers
  • Reposition a business
  • Turnaround a troubled company
  • Identify profitable new business opportunities
  • Forge stronger customer, member, donor, vendor and/or investor relationships
  • Mine internal resources to increase sales and productivity

Emotional Trigger Research Features

  • Provocative and disarming open-ended questions
  • Intuitive listening
  • One-on-one conversations
  • In-depth hour long sessions