The X-Mentor | Behavior

Issue #5

The Secret: “Nothing happens until someone sells something.” Really?

The Source: Henry Ford is often credited with this quote. However, my search of The Henry Ford Collections & Research did not produce certifiable results. What I did find was another fantastic quote from Henry Ford, 1934, American Magazine: “Greatest thing in life is experience. Even mistakes have value.”

Also in 1934, American philosopher, John Dewey published “Having an Experience,” which explains why some experiences stand out from others and drives behavior to the point of completion and fulfillment.

What It Means: Behavior is driven by experience. When customers and users interact with a company, brand, product, or service, and their experience of those interactions stands out from others, they are “Having an Experience.”

When we design things, the intent is to create an experience that will influence customers to prefer, buy, and fully use our designs. A good design will often sell itself because it’s more likely to create a perception of value in the head of the customer.

A lot happens before somebody sells anything. I believe we need to rethink and unlearn some of our long-held beliefs about selling something. Because nothing really happens until somebody designs an experience that genuinely stands out.