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Loading the dice in the game of business
Last week, together with around 100 others I rolled the dice as part of Leverage: The Game of Business, a facilitated business fundamentals board game. Yes, a board game. I'd never heard of this...
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Three tips for influencing your buyer
Decisions, decisions. If you are in the business of influencing buyers to buy then you have lots of decisions to make about how best to communicate your message to secure the behavioural outcome you...
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Customer refusals: The difference between "I don't" and "I can't"
When talking a customer through their objections, how much attention have you been paying to the way they say no? A recent study looked into the differences a "don't' vs "can't" can make to behaviour,...
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Don't underestimate the impact of fees on consumer behaviour
Imagine you are at an ATM withdrawing cash. Before you do, a message comes up reminding you that there will be a $2 fee for accessing your money through an ATM that is not part of your bank's network....
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Special aisle for blokes? Rethinking the shopping behaviours of your market
A great little story grabbed my attention the other day. A supermarket in New York had set up "Man Isle", an aisle dedicated to the shopping needs and behaviours of men. According to the Business...
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Just make a decision will you!!! Overcoming decision quicksand to get the sale
You've been dealing with this customer for what seems like an eternity. On paper, the decision is an easy one, some might say trivial, and yet they can't seem to make up their mind. You are going...
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Behavioural lessons from one of the best websites
My heart began to race. It was the last one and I knew there were four other interested buyers. No time to muck around, I better go in for the kill. Where's my credit card?Welcome friends to the...
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Assimilate or disintegrate: How your buyers respond to new information
Last week the Federal Minister for Health Tanya Plibersek condemned Imperial Tobacco's move to introduce a form of stylised plain packaging ahead of the mandatory and uniform olive green, unbranded...
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A beer lesson in "Consumption design" for behavioural influence
Some great examples have popped up recently of how the behaviour of buyers can be influenced by the physical experience that goes with consumption - let's call it 'consumption design'. Too speedy on...
View ArticlePutting B__S__ into business: My new webinars
I'm pleased to announce my two new webinars on the use of B__S__ (Behavioural Science) in business. Join me from from the comfort of your office whilst chewing on a sandwich to learn about what...
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How a Freemium site got me to upgrade
I've been in the market for webinar software and came across Anymeeting.com via a search engine. A few elements of their business model appealed as examples of behavioural techniques in play.Freemium...
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Bayside Business Network seminar: 22 Minutes to a Better Business
Monday 8th Oct 2012 6pm -7.45pm22 Minutes to a Better Business:How Behavioural Economics can help you tackle everyday issuesMystified by the behaviour of your customers? Suppliers? Staff? Don't worry,...
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Learning from a botched loyalty program request
I was at a well known tea retailer the other week, at the register ready to pay. "Would you like to join our loyalty program?" asked the sales assistant.Here's how it went down...Assistant: "Would you...
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Innovative packaging bridges analogue and digital divide
How to simplify the experience of using unfamiliar technology? This was the question resolved by Vitamins Design Consultants on behalf of Samsung who were interested in selling more smart phones to...
View Article22 Minutes to a Better Business: The slide pack
My slide presentation from recent seminar on how behavioural economics can be used to tackle everyday business issues. If you are interested in hearing more, let me know bri@peoplepatterns.com.au.22...
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Why team training falls over and how behavioural economics can help
I sat in a seminar last week on team development and it's prompted me to think about how behavioural economics can be used to improve team performance.The presenter started by sharing the...
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LinkedIn lesson in engagement: keep the number fresh
LinkedIn do a lot of things well when it comes to influencing the behaviour of their market, and today I thought it worthwhile to point out one of the tricks they are using: keeping stale information...
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The Behavioural Economics of Melbourne Cup Day
You have spent hours hunting for the right frock, shoes, bag and hat. You've been primped, plucked and spray tanned, waxed and blow dried. You have dieted, exercised and cleansed. You've been up since...
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Announcing new behavioural techniques webinar series for finance professionals
As someone who has worked in finance, I know only too well that the numbers don't always speak for themselves. In fact, now more than ever finance professionals have to influence their customers and...
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Doodles demystifying buyer behaviour
The behaviour of clients, customers or stakeholders can often be perplexing - a challenge when you have to work out how to influence them!Don't worry, the answer is closer than you think. In fact,...
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