The brain science that shows why consistency helps people understand what your StartUp stands for
If you want to shape the way people understand your StartUp you have to start with the human brain. When you’ve got the spanners out on the day-to-day operations, it may not seem like it but as a business leader, you are a brain surgeon.
We learn through repetition. But the brain has a lot to do. Much of its energy is simply dedicated to keeping us functioning at the most basic of levels – keeping us breathing, our organs operating. Keeping our senses active and responsive puts an added burden on the system. So when it comes to actively thinking about stuff, figuring out day-to-day issues, making decisions…well, that really pushes us to the limit.
So you can imagine how much energy the brain wants to dedicate to figuring out what to buy. Much, much less than traditional economists would like to believe.*
The brain deals with this by simplifying wherever it can. As a boy my mum used to berate me for doing things the easy way (such a mum thing, as if making it harder was somehow better) but clearly that’s what nature seeks to do. The brain is designed to work that way.
The relatively new science of neuroscience has shown that our brains look to create patterns to simplify understanding. This is physiological. As we digest information, synapses fire and as they repeat this process, that information becomes more established in our brains. Or as Steven Pinker, the famed writer on neuroscience, puts it: the synapses that fire together, wire together.
Which is why Christmas is a brand disaster. Christmas is probably the most mismanaged, chaotic and complicated brand construct there is. There have been way too many brand managers trying to get clever with the core concepts, no quality control and clearly no budget restraint. Is it trashy or upmarket? Religious or for everyone? About parties or about family?
Consumer driven or a chance to reflect? Father Christmas, the elves, reindeers, snow, Dickens, Only Fools And Horses, the right potato dish….it’s all over the place. The final nail is, of course, hipster Christmas sweaters. Different synapses are firing all over the place. It’s chaos, like the firework mayhem on a Shanghai street at Chinese New Year.
The Christmas brand is saved though by having not one but two of the greatest brand ideas of all time: a saviour was born on that day and it is a time for goodwill and critically therefore presents to all humankind. (See my earlier post ‘Why Christmas can be an inspiration for StartUps’), And because of that, we let it get away with the bad stuff. We are so engaged in it, our brains make the effort to process and join together this disjointed randomness.
The question you have to ask yourself is this: is your brand idea so strong that it can get away with a lack of consistency? The answer of course is NO.
You don’t have two of the greatest ideas of all time (apart from you at the back, well done) so you have to deal with the realities of the human brain. And those human brains want things to be simple so they can’t stop thinking about it and get on with the important stuff like breathing, running, interpreting the inputs from your senses and so on.
And consistency is the bed-fellow of simplicity. Your job is simple: this is what our brand stands for, told time and time again, maybe in different ways but never in contradicting or conflicting or ways. Christmas though is full of contradiction and conflict (not just the dinner, but the concept).
So don’t do what Christmas does. Learn from the error of its ways and deliver your concept consistently and simply across all of your business.
* If you are dubious about this, please refer to any of the following: Heath on Low Involvement Processing; Kahneman ‘Thinking Fast & Slow’; Coates ‘The hour between dog and wolf’; anything by Steven Pinker. Or indeed any credible book on how the brain works.