Change customer, staff, supplier and stakeholder behaviour
In business we need to influence customers, suppliers, staff and stakeholders to do we want. It might be clicking a button, buying a product, delivering on time or investing in our proposal - everything hinges on changing behaviour.
Why is influencing behaviour so hard?
We've made the wrong assumptions about how humans behave, wasting too much effort on motivation and not enough on designing the decision making environment. Instead of getting results we've been getting frustrated.
It doesn't have to be that way.
I help people in business use behavioural science to make behaviour happen.
Anyone looking for an edge in their business would be smart to enlist Bri's services."
Make Behaviour Happen
What makes me different is that I use the science of behavioural economics to embed techniques in what you do already to make it more effective.
Once you become familiar with what really shapes behaviour, you'll be able to run a more effective business in a more efficient way.
There are three main areas in which I can help businesses like yours;
- Behaviourally effective websites
- Making behaviour happen
- Making and breaking habits
Behaviourally effective websites
Most of the websites I visit are leaking money and yours might be one of them. Out of every 100 people who visit an average website, only 5 are becoming customers(1). Worse still, 3 out of every 10 online shopping carts are getting abandoned.(1) Something is broken.
There are 5 key elements that most websites are failing to deliver. Starting with an audit of your site's strengths and weakness, I will show you how to use behavioural techniques to increase your conversions for your digital properties including Websites, Mobile sites and Apps.
For more about the Behaviourally Effective Website programs, click here.
...the number of people signing up for my newsletters has doubled while my conversion rate has increased by half over again. Bri has made a big difference to how people interact with my website. I would definitely recommend her!"
If you think you can do it yourself, think again."
(1) Online Retailing Australia 2011 Forrester Research
Making behaviour happen
There are usually two groups we need to influence in our business, external parties like customers, investors and suppliers, and internal parties like staff and stakeholders. Behavioural techniques can be applied to both.
Ever come up against these issues when trying to get your customer to buy? Procastination, evasiveness, impulsiveness, time-wasting...
When asking someone to make a decision to buy your product, service or idea, you are really asking to change their behaviour and you can often run into resistance as a result.
Get in touch to discuss improving your rates of success.
Your performance relies on those around you. Find out how behavioural techniques can improve performance outcomes within your business, helping you to get staff and stakeholders to take the actions you want. Get in touch to discuss improving your rates of success.
Truly inspiring, informative and entertaining!"
Making and breaking habits
Habits are the key to everyday productivity and wellbeing, but as we know, it can be hard to make the good ones and break the bad. There is an answer, and it comes from learning how to master habits. More on that here.
Speaking, presenting, facilitating
I'm available for public or in-house keynote presentations, seminars, and workshops. More info here.
Coaching & Mentoring
Let's up skill your behavioural techniques with one on one or group coaching. More info here.
Let me inject some behavioural expertise into your business, bringing a new dimension to a key issue or opportunity. More than a fresh pair of eyes, I bring expertise in how to influence human behaviour to your business. You can see a snapshot of some of the clients I've helped here.
Writing & Publishing
I have written and published a number of books on applied behavioural science, including:
- Behavioural Economics for Business: The science of getting people to take action
- The Little Book of Pricing and Payment
- Move the Shampoo: Quirky lessons in behavioural effectiveness
- The How of Habits: Using behavioural science to make and break habits
- You can see my range of books and how to order your copy here
My business is introducing a new service to the market and one of the biggest challenges is to make the message relevant. I met with Bri Williams to get some guidance in to how to engage my prospects more effectively. Bri offered advice with relation to the message the customer was hearing from me. As an additional service she also offered assistance with reconfiguring my online presence, from a customer perspective. The advice was very timely and hit the mark. Since engaging her service, business has advanced significantly. I attribute this to the advice I sought from Bri coupled with the feedback and referrals I am receiving. In 30 years of business I have yet to meet someone with the insight of Bri, in helping understand how the client views your offering. The value I received provided a sound return on her fee.
Bri’s presentation ‘Lazy, Scared, Overwhelmed: Behavioural Economics and the Modern Customer’ at Mumbrella 360 was by far one of the most insightful and useful presentations of the conference.
Bri Williams has spoken at a number of CPA Australia events over the years, Bri is a highly engaging and well researched presenter who demonstrates expert knowledge on the psychological drivers behind human behaviour. Bri has consistently received great reviews from our delegates and can easily cater her topics to a broad range of sessions to fit program requirements. I would not hesitate to recommend Bri Williams as a presenter at your next event
In the space of 90 minutes, Bri’s innovative ‘Website Effectiveness Behavioral Audit’ presentation has changed the thinking of our entire management team. We are now on the road to a more collaborative, intuitive and dynamic approach to not only our website, but to our entire marketing strategy. Thank-you Bri
Bri’s presentation ‘Lazy, Scared, Overwhelmed - Behavioural Economics and the Modern Customer’ at Mumbrella360 this week was incredibly insightful, thought provoking and entertaining. Bri delivered sage advice and practical tools that we can all implement immediately to better connect with our customers and maximise our marketing spend. Definitely a Mumbrella360 highlight for me!
If you want a fantastic website, crafted and written so well that your customers will feel grateful paying you money, Bri Williams is the expert to create it for you. Fun to work with, worth every penny, and more, I recommend Bri to everyone who'll listen.
We engaged Bri to help us review our sales pitch when we launched a new business. Bri brought clarity, perspective and a strategic focus to our pitch. Her very calm, considered and thoughtful approach helped us refine the message to make it much more effective. Bri helped us understand the techniques, so we could tailor pitches correctly to different customers. This helped us secure some great leads and business. It was a pleasure to work with Bri and highly recommend her work!
Back in late 2014, I was reading a blog by Bri Williams on Behavioural factors in business. This stuff intrigued me; we are in a commoditised business. Our industry is saying the same thing to its clients - we wanted to be different and talk to our target market in a different manner. We engaged Bri to do a workshop with our team to discuss our client behavioural instincts. This allowed the business to target our messaging. We learnt a lot on that day and have adopted many solutions. We then further engaged Bri, to mock up and write the content for our website. We already had a website but it was overdue for a refresh. Bri has redesigned our whole site and content keeping the behavioural influences at top of mind. If you have a web designer design your site they will come up with all the new design tricks and make it look pretty but is that what your web visitors are looking for. They have behavioural patterns and that's what you need to think about rather the pretty stuff. Bri has always exceeded expectations and has never let me down. Her detail and quality of content and delivery are exceptional. I would highly recommend Bri if you want to think about your business differently and if you want to be an industry leader.
Just a short note to say thanks for your great work - as you know we work with Baby boomer business owners and your insights have helped us far better understand key drivers within this marketplace. We also received the following very strong endorsement form our website SEO and AdWords advisers whose opinion we value highly - "I can happily say that I am happy and amazed that you found and engaged Bri. She is one of the few people who really know their stuff and are not full of esoteric BS! Well done to you and her. Her review and suggestions are comprehensive and appropriate"
Working with Bri over the past 3 months has been a very positive experience. We engaged her to help us clarify and focus our message and value proposition to our customers in order to increase sales, and this is what she has done. Her clear thinking, attention to detail, knowledge of buyer behaviour, thoughtfulness, care and commitment to our project impressed us greatly. In addition her professional manner and warmth as a person made the whole process of working together most enjoyable and stress-free. We will definitely be seeking Bri to work with us again.
I have been following Bri's column in Smart Company for some time when I decided to contact her to see if she could apply behavioural pyschology to my astrology website. After a couple of weeks, we met and she went through 61 recommendations for my website to improve its value proposition, flow and usability for customers. Nearly two months later I have addressed almost all of them. In that time, the number of people signing up for my newsletters has doubled while my conversion rate has increased by half over again, all while the Google Panda and Penguin have reduced my traffic to a fifth of what it was, which is not her fault! There is still room for improvement - there always is - but I think Bri has made a big difference to how people interact with my website. I would definitely recommend her!
We invited Bri to give us an introduction into Behavioural Economics. In the matter of minutes she had won us over and sparked interest in the topic in each and everyone of us. Bri translated scientific principles into practical advise for our day-to-day communication challenges without oversimplifying. The feedback was overwhelmingly positive. Her presentation kickstarted conversations and adoption of behavioural economics principles for our agency. Truly inspiring, informative and entertaining!
I first noticed Bri upon subscribing to popular online business magazine, Smartcompany.com.au. While usually content to scan my eyes over the range of articles available, I found myself regularly drawn to Bri's work. Her insight into human behaviour and the business environment around us was fascinating. When I needed a keynote speaker for a business event, there was only one person to contact. A calm and grounded presence with a very personable style, Bri delivered her presentation with sparkling clarity that offered simple and valuable solutions for all. Businesses and organisations across Australia and around the world would be well served in listening and applying Bri's insights to improve performance and effectiveness.
Bri was invited to be a keynote speaker for the City of Monash's Women's Business Network event in August. Bri was gracious, fun and a fantastic presenter on website effectiveness and delivered many clear and concise examples for our business audience. Our attendees were fixated with her many examples and case studies and her matter-of-fact presentation and were left wanting more. Bri is a pleasure to work with and we could not recommend her enough.
Bri is great at listening, understanding and then creating tailored solutions for business - she's definitely not a consultant that delivers a ‘one approach fits all' solution. Her creativity and copywriting skills combined with her commerce and sales focus are a terrific combination which produce tangible results. Anyone looking for an edge in their business would be smart to enlist Bri's services.
On a recommendation from a work colleague, we spoke with Bri Williams from People Patterns to ascertain how her business could help us achieve our best practice objectives. She articulated the process simply and clearly, starting with a review of our current website, and recommendations that we were able to implement into the new design and functionality to improve conversion and customer satisfaction. The whole process was surprisingly seamless, and the exercise has reinforced our optimism about our future growth.
Bri was recently invited to give our team a grounding in the fundamentals of behavioural economics; its scope and application. Her presentation was helpfully tailored to our unique needs as a research consultancy and gave us some really interesting new ways of looking at brands and consumers and the world they inhabit. Not only does Bri have an incredible depth of expertise, but she is able to share it in a clear and engaging way, replete with some wonderfully engaging anecdotes from the field.
Maxinet approached People Patterns to analyse our landing page, purely on the basis of Bri's blogs. In our initial contact, Bri so impressed me that we engaged her immediately. The report we received was comprehensive and clinical, and provided clear actions for us to work on. If you think you can do it yourself, think again.
Bri recently delivered an excellent introduction to the fundamentals of Behavioural Economics to all levels of employees across our agencies. Our employees really enjoyed the session and we look forward to having Bri back again to dive in deeper to this topic with us. I would highly recommend this seminar for any business who is concerned about the necessity of behavioural principles and wants to get an overview from a dynamic speaker of how it works, what it involves, available tools, and great examples.
I just completed reading Bri's book 22 minutes to a better business. It is a fantastic introduction to behavioural economics with many real world examples and easy to follow format. The concepts are presented in bite sizes, so I was able to get a handle on the ideas very fast and apply in our own business. I have already applied two of the suggested techniques in our next marketing campaign. A great addition to my business bookshelf!
Bri and I used to work together in publishing. Outside of being a great operator with a passionate, enquiring mind, Bri has always been a wonderfully unique combination of ideas and experiences. I don't recall ever meeting another Accountant with a degree in Applied Psychology that shares Bri's talent in observation. Over the years, I have very much enjoyed reading Bri's posts. As a professional marketer, I have found her insight challenging and intriguing. If you've not seen the work, pick up her book, "22 Minutes to a Better Business." It's easy to read, has lots of great examples and successfully translates theoretical ideas into activities that can be tested across campaign or business process. If knowing the triggers of purchase behaviour is something that has value to you, talk to Bri. Twenty two minutes will seem like a small investment for something that could create a real return for your business.
A snappy, practical and scientific guide, The How of Habits is a MUST read not only for the thousands of guests I meet every year who struggle with poor choices on a daily basis, but for anyone who is seeking to make and sustain positive changes in their life.
I love the down to earth simplicity of The How of Habits, and the examples which you provide to make it easy to understand. I have got a lot out of it, it's a great tool for professionals & indeed everyone.
Hi Bri, I just received your book. Amazing! EVERY one of us should have a copy. It can change lives...so easy to get into, so practical, so sensible.
I just wanted to take a moment to say thanks for your very thought provoking presentation. I bought my partner along, and we spent the next 2 hours over dinner discussing how we might set a path for changing habits in our relationship. I have also found I am questioning the way I have done things for almost 9 years in my business and have started the 66 day journey of a new habit. I highly recommend Bri as an ambassador of change to enable you or your business to identify how to start making new habits for a more rewarding life.
Just finished your “Behavioural Economics for Business” book (read it twice already). It is really practical and I will be using it to help improve our customer engagement programs and staff development. Loved it!
To learn more about What I Deliver, contact Bri.