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For me, it's often about consumption behavior. I focus my energy on understanding the heavy user. They are odd but hold opportunity. I ask: how do they use the product, what motivates them, how can we clone them.

Michael J. Silverstein

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Michael J. Silverstein
Age: 69
Born: 1955
Born: January 1
Author
Consultant
Use
Heavy
Energy
Products
Clone
Often
Behavior
Motivates
Hold
User
Focus
Users
Asks
Odd
Understanding
Consumption
Opportunity
Product

More quotes by Michael J. Silverstein

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Too many companies are happy to have workers to dread working. They have the wrong attitude because they have the wrong leadership.
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Define a winning proposition that is consumer right and delivers margin accretion.
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A curious mind armed with skill, experience, knowledge, and patterns can give birth to big brand revolution.
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Better ramp up your virtual relationships. Companies think omni channel is the correct answer. This is not enough. The information explosion for consumers makes 24/7 and full and complete engagement possible.
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Original research starts all inspiration. Get inside the head of the consumer. Understand their needs, hopes and dreams. Deliver to their expectation. Have your team do the work. They will then have the framework for the solution. If they believe and they understand, the results will be their results.
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Find out what schismogenesis means. Schismogenesis is anthropology. It says relationships between people are not stable. They are either moving up or moving down. The same is true for brands. You need to understand where you are.
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I admire many entrepreneurs. They bring energy, excitement, youthful enthusiasm. What they lack in process, they make up for in gumption.
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The most effective CEOs have a primary source for tracking their markets. They meet with their teams frequently enough to keep innovation flowing, to reduce and focus costs, to be energized. They create a tight agenda and they set high goals.
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Companies that get in trouble have a failure to see two realities: market trends and competitor attacks.
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Consumers are time constrained, budget restricted and less loved than they would like. Give them a wonderful experience and they will share it. Capture their soul and win big time.
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Transform your employees into passionate disciples. Teach. Create apostles. Give people a calling, not a job.
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The top 25 at every company really set the tone. Everyone watches them. They need to be present and focused. No slackers at the top. They need to meet in combination every recruit. They need to meet them on the first day. They need to teach by example. This is the lesson that great companies teach.
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Deliver infinite growth having your customers talk about you, exclaim you and tell their friends and colleagues about you.
Michael J. Silverstein
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Truth is so difficult to hear about. It must be experienced.
Michael J. Silverstein
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People underestimate the power of the Internet. For some consumers, it is the source of all information. Younger adults are on their phones more than they watch television. They don't read newspapers. It is their real world. It is not a set of virtual lenses.
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Take giant leaps. Too many companies are into incremental innovation. The only thing that moves markets is violent turns. Major differences. Don't get caught in the trap of small steps.
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Get out of the office. Roam the frontline. Be observant. Hold your people accountable for creating the new narrative, a new story, in which your customers are the most important characters. Because, you know, they really are.
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People need to be inspired. They need to hear and believe a story. If you want them to be self-motivated, you need to engage them.
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Failure to make the tough but necessary choices means slow painful death.
Michael J. Silverstein
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Own one idea. Complete it. Map the current model of purchase and usage. Change how it is done so at least some part of the market uses only your product. Extend from that core user to a much broader universe. Describe your concept in a very short, six-word story - a la Ernest Hemingway: For sale: baby shoes, never worn.
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