…today’s secret…Dogs don’t eat broccoli.

You’re committed to helping those who are barking up the wrong tree of life.

Yes, a real dog fight for you.

Remember Pavlov? He’s the dude who got the dog to salivate at the sound of a bell.

He did so by putting meat beside the dog before ringing the bell.

Eventually, when Pavlov rang the bell, the dog salivated without getting his meat. Cruel, but informative.

Pavlov’s secret was that he put something in front of the dog that the dog really cared about…meat!

Had Pavy put down a plate of vegetables the dog would have looked at him like he was effing nuts. Dogs don’t eat steamed broccoli.

Big Pavlov takaway here…

…in order to get your marginalized participant salivating about what
you’re trying to do with them, you need to know what’s in their heart, what matters to them.


“Talk to the dog in the language of the dog about what matters to the dog.”

I used this Pavlov dog metaphor for years to illustrate the value of being relevant. It’s a quick associative memory recall that reminds us how to speak to someone’s mind.

I rarely use it now because any innocent metaphor in today’s cultural climate is likely to be misinterpreted as racism, sexism, or, in this case, your participants are dogs of a lower class of humans – which we know they are not.

But, like the dog I am, I keep chasing my tail and coming back to the same old place. Will I, or we, ever learn?

Here’s the bottom WOOF about Pavlov and his dog.

Find out what matters to your participants and talk to them in their language. It’s that simple.

BOOM. Success story.

Right Time’s PAS® adds the voice of your marginalized participant to your intervention which means you can improve your decision making, achieve quicker rapport, gain marketplace advantage, and, maybe, increase your funding.