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Design habit-forming user experiences using BJ Fogg's Behavior Model (B=MAP). Optimize funnels, onboarding flows, and CTAs by aligning motivation, ability, and prompts.
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Basé sur la classification professionnelle SOC
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| name | bj-fogg-behavior-design |
| description | Design habit-forming user experiences using BJ Fogg's Behavior Model (B=MAP). Optimize funnels, onboarding flows, and CTAs by aligning motivation, ability, and prompts. |
| metadata | {"author":"clawads","version":"2.0","website":"https://clawads.io"} |
Category: Conversion / Copywriting / Psychology Works with: OpenClaw, Claude Code, Cursor, any AI with file context Purpose: Apply Stanford's Behavior Model to diagnose why people don't act and engineer marketing that removes every barrier to conversion
This skill applies the Fogg Behavior Model — developed by Stanford behavior scientist BJ Fogg — to marketing, conversion optimization, email copy, landing pages, CTAs, and product onboarding. It gives you a precise scientific framework to diagnose why people who want your product still don't buy it, and exactly how to fix it.
When you use this skill, your AI will produce conversion assets that work with human psychology rather than against it — not by pushing harder, but by making the behavior easier to do at exactly the right moment.
Most marketers assume that if someone doesn't convert, they don't want the product badly enough. This is almost always wrong.
BJ Fogg's core insight: a behavior happens only when Motivation, Ability, and a Prompt converge at the same moment.
The formula is:
B = MAP Behavior = Motivation × Ability × Prompt
All three must be present. If even one is missing, the behavior does not happen — no matter how strong the other two are.
This explains a phenomenon every marketer has experienced: high-intent visitors who don't convert. They have Motivation. But they hit a friction point (Ability gap), or the Prompt arrives at the wrong moment. The sale dies not from lack of desire but from a mechanical failure in the MAP system.
Why this changes everything:
Motivation fluctuates. You cannot reliably increase it through pressure alone. Scarcity and urgency add temporary spikes, but they're borrowed against the relationship. Sustainable conversion comes from reducing Ability requirements so even low-motivation moments produce action.
Ability is permanently improvable. Simplifying your signup, shortening your form, reducing cognitive load, adding a guarantee — these changes work 24/7 and compound over every visitor. Reducing friction by 20% is like doubling the number of motivated visitors.
Prompts are often the silent killer. Most copy focuses on motivation (the offer, the benefit, the proof). But if the prompt appears when the visitor is distracted, overwhelmed, or mid-scroll, it fails regardless of how good the offer is. Prompt timing and placement are underestimated conversion levers.
Fogg identifies three pairs of Core Motivators — every human is driven by combinations of these:
| Motivator | Positive Pull | Negative Push |
|---|---|---|
| Sensation | Pleasure | Pain |
| Anticipation | Hope | Fear |
| Belonging | Social acceptance | Social rejection |
Marketing application: Most copy defaults to pleasure and hope. The most powerful unconventional lever is social belonging — the fear of being excluded, looking amateur, or being left behind by peers. Testimonials and case studies work partly because they activate belonging (others like me have done this).
Diagnosing motivation gaps: If a visitor understands the offer and still doesn't act, ask which motivator is underpowered. Is the hope clear? Is the pain vivid? Is belonging demonstrated (who else is doing this)?
Ability is not raw capability — it is perceived ease in the moment. A person who could technically fill out a 10-field form will often abandon a 4-field form if their mental bandwidth is already stretched. Fogg's six Ability Factors:
| Factor | The Question | Marketing Fix |
|---|---|---|
| Time | How much time does this take? | "Takes 60 seconds" / one-click options |
| Money | How much does this cost (including psychic cost)? | Free trials, guarantees, price anchoring |
| Physical effort | How hard is the physical act? | Auto-fill, fewer clicks, mobile-first |
| Brain cycles | How much thinking is required? | Clear next step, no decision fatigue |
| Social deviance | Does this make me look weird? | Social proof, "join 10,000 others..." |
| Non-routine | Is this different from what I normally do? | Familiar UX patterns, easy onboarding |
The Ability audit: Walk every step of your conversion path and score each factor 1-5. Where the score is lowest, that is your highest-leverage conversion opportunity — more valuable than a new headline.
Key insight: When motivation is high (like during a limited-time promotion), people will tolerate low ability. But for everyday conversion, especially for cold traffic or complex products, reducing Ability requirements is what separates 2% conversion rates from 8% ones.
A Prompt is the signal that triggers the behavior. Without it, motivated and able people still do nothing — because humans do not act without a trigger. Fogg identifies three types:
Spark Prompt — used when Ability is high but Motivation is low
Facilitator Prompt — used when Motivation is high but Ability is low
Signal Prompt — used when both Motivation and Ability are already sufficient
Critical rule: Mismatched prompts are a major source of wasted spend. Sending a Spark Prompt (high urgency, high pressure) to someone who is already motivated but confused will increase anxiety and kill conversions. Always diagnose the MAP gap first, then choose the matching prompt type.
Fogg maps behaviors on a graph where the vertical axis is Motivation and the horizontal axis is Ability (easier = further right). The Action Line is a curve that defines the threshold: behaviors above the line happen, behaviors below it don't.
Marketing implication: There are two ways to get a behavior above the Action Line:
Most marketing budgets go entirely into #1. Most conversion gains come from #2. The best marketers do both simultaneously.
For behaviors you want to become habitual (daily logins, recurring purchases, content engagement), Fogg's Tiny Habits research shows:
Start with a behavior so tiny it cannot fail. The first action should be comically small. Not "complete your profile" — "add your first name." Not "connect your team" — "invite one person." Each tiny success generates a positive emotion (what Fogg calls a Shine moment), which wires the habit loop.
Anchor new behaviors to existing habits. "After I [existing habit], I will [new tiny behavior]." In onboarding copy: "Next time you open your email, try X" creates anchoring to an established routine.
Celebrate immediately. Positive reinforcement directly after a tiny win strengthens the neural pathway. This is why confetti, checkmarks, streaks, and progress bars work — they create micro-celebrations that encode the behavior as rewarding before the real outcome appears.
Application: Onboarding sequences that immediately produce a small success moment have dramatically higher 7-day retention than those that ask for effort first. Structure your first-run experience as a series of wins, not a setup checklist.
Use this to audit any conversion asset before optimization:
State it precisely: "Visitor clicks the CTA and enters their email." Vague behaviors cannot be engineered.
Motivation questions:
Ability questions:
Prompt questions:
The system is only as strong as its weakest link. Motivation score of 4 and Ability score of 2? Improve Ability — it will move the needle more than improving Motivation from 4 to 5.
When applying this skill:
Identify the one target behavior before writing anything. Every word in the asset should serve that behavior.
Run the MAP diagnostic on the existing asset or brief. Score M, A, and P separately. Do not start writing until you know which element is lowest.
Match the fix to the gap:
Never increase pressure without first fixing Ability. Adding urgency (Spark) to a high-friction experience creates anxiety, not conversions. Fix the friction first.
For onboarding or retention: Design a Tiny Habit first step that is guaranteed to succeed. Then build on it.
For multi-step funnels: Each step is its own B=MAP system. A CTA click is one behavior. Form completion is another. Payment is another. Audit each step independently.
Scenario: SaaS product's free trial CTA. Current conversion: 2.3%.
MAP Audit:
Before:
Start your free trial [14-field form, credit card required, no time estimate]
After (fixing Ability, then improving Prompt placement):
Start free in 60 seconds — no credit card needed [Email + password only | Credit card added when you upgrade] [CTA button above fold on all devices] Below button: "Join 8,400 marketers already using this"
Result pattern: This type of Ability fix — removing the credit card requirement from trial signup — routinely produces 2-5x conversion increases across SaaS products. Not because motivation changed, but because the Ability floor was raised.
conversion cro psychology behavior-design landing-page email cta onboarding fogg bj-fogg motivation ability habit-forming ux persuasion stanford