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Blog, Podcasts and Video Clips

Every day we encounter the challenge of influencing behaviour, either our own or someone else's. So here are some tips on how...

19 May 2014

This business nails all the ingredients of a behaviourally effective website

I review a lot of websites in my line of work, so it is a real pleasure when I stumble across a business that has nailed its websites behavioural effectiveness. Heres one that impressed me when I had my consumer hat on and was looking to buy....

Category : Blog & News

08 May 2014

Will charging $6 for a visit to the doctor change behaviour?

The Australian Federal Government is expected in Tuesdays Budget to introduce a $6 user-pays fee for visits to the doctor. A contentious decision, but rather than focussing on the politics of the situation, lets instead look at the behavioural implications and what we in business can take from this....

Category : Blog & News

05 May 2014

When making it hard for customers can be a good thing

Can making life more difficult for your customers work to your advantage? In this world where keeping it simple is the mantra, is there an upside in doing the opposite? You betcha! Heres why......

Category : Blog & News

28 Apr 2014

Is it better to be wanted or needed?

Is it better to be wanted or needed? For too long businesses have clung to the proposition that meeting a customer need is the way to success when in fact it is the power of desire that changes behaviour....

Category : Blog & News

14 Apr 2014

Pinpointing where your behavioural weaknesses lie

One of the trickiest parts of working out how to improve conversion is pinpointing the underlying behavioural cause. This free tool will help you identify where to focus your attention to maximise your performance....

Category : Blog & News

07 Apr 2014

There's a time and place for confusing your customers

One of my key rules for behaviour change is what I call the Effort:Reward Equation. In short, when E > R, behaviour doesnt happen. The task for businesses is to always ensure that whatever we ask of our customers - read, click, call, think, pay - is exceeded by what they receive. Heres how one of Australias famous museums gets the equation right in some ways and wrong in others. ...

Category : Blog & News

31 Mar 2014

Why creating pain for customers can be a good thing

Its a feeding frenzy right now in Australia as Health Insurance companies use the 1st April price rise to try to win customers looking for a better deal. But one seems to have the edge of the others and heres why. ...

Category : Blog & News

24 Mar 2014

A lesson in how to upsell your customers

Booking airport parking something usually approached with a clear cost/benefit mind-set. How much are you willing to pay for the benefit of being close to the terminal? Well heres how one parking provider made me feel like Id won even though I paid more than I had intended; a lesson in how to upsell your customers....

Category : Blog & News

14 Mar 2014

4 behavioural lessons from the mini-bar

As the old joke goes, theres nothing small about mini-bar prices and while Im typically too tight to buy anything on offer, this mini bar menu helpfully illustrates four behavioural principles you should consider for your business....

Category : Blog & News

10 Mar 2014

Persuading customers that your prices seem fair

Paying $16.40 rather than $50 is a good deal, right? Thats what I thought when I caught the train instead of a taxi from Sydney airport to the city. So I was surprised to hear how many Sydneysiders have been outraged by the cost of this fare. Whats going on? And what does this have to do with Starbucks and your business?...

Category : Blog & News