The “Toothbrush” Trick Used By Google’s CEO To Get Customers To Come Back

Nir Eyal
Psychology of Stuff
1 min readSep 20, 2016

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Here’s the secret to forming habits around an infrequently used product.

Larry Page, CEO of Alphabet (the company formerly known as Google), has a quirky way of deciding which companies he likes. It’s called “The Toothbrush Test.” According to the New York Times, when Page looks at a potential company to acquire, he wants to know if the product is, like a toothbrush, “something you will use once or twice a day.”

Page clearly understands habits. As I wrote in my book, “Hooked: How to Build Habit-Forming Products,” frequently used products form sticky customer habits. But what if your product doesn’t pass Page’s Toothbrush Test? Perhaps you’d like people to use your product or service frequently, but it just doesn’t make sense to do so.

Read the rest of the article on Medium here:

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Nir Eyal
Psychology of Stuff

Posts may contain affiliate links to my two books, “Hooked” and “Indistractable.” Get my free 80-page guide to being Indistractable at: NirAndFar.com