The book Atomic Habits teaches you how to achieve remarkable results through tiny changes.
Achieving success with Atomic Habits means creating good habits and limiting bad ones. The book’s Four Laws of Behavior Change give us a framework on how to eliminate bad habits.
Studying how to eliminate bad habits can provide CSMs with ideas on how to build processes to help struggling customers.
Let’s review:
Law 1 – Cue: Make it Invisible
The first law of removing a bad habit is reducing exposure.
Is our product invisible to our customers? CSMs can make our product more visible with techniques such as cadence calls to review progress, sharing content resources and creating adoption plans.
Law 2 – Craving: Make It Unattractive
The second law is highlighting the benefits of avoiding the bad habit.
Do customers feel our product is unattractive to use? Could techniques such as celebrating milestones, recognizing growth with our solution and charting progress to goals make use of our product more appealing?
Law 3 – Response: Make It Difficult
Increasing friction between you and your bad habits is the third law.
Where are our customers having difficulty with our product? CSMs can listen to our customers’ challenges, remove barriers and adjust processes to make our product feel easier use.
Law 4 – Reward: Make It Unsatisfying
You need to make the cost of your bad habits public and powerful to avoid them.
Atomic Habits suggests an accountability partner to watch your behavior. CSMs are designed for this role. We can be the partner by our customer’s side to move toward success.
Atomic Habits can help our customers create a system for success summarized in this quote from the book:
“It’s not about any singled accomplishment. It’s about the cycle of endless refinement and continuous improvement. Ultimately, it’s your commitment to a process that will determine your progress.”