Should you require people to provide an email so they can download a brochure from your website?
In this video behavioural expert Bri Williams shares the pros and cons for requiring an email from your customer, and how to do it well.
More about Just Do This: www.briwilliams.com/about-just-do-this
You are special. I know you are.
So am I, of course. There’s no one like me.
We think we’re unique, us humans. That no one sees the world quite like we do.
‘That may apply to other people’, we think, ‘but not me.’
But it doesn’t mean, as a species, we don’t follow patterns. That our behaviour isn’t predictable.
Case in point, we all tend to react to psychological thresholds.
Imagine you are running a marathon, for example....
You are busy. I get it.
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This is perfect for accountants, lawyers, IT specialists, designers, or anyone who has small business...
Note: This article was written before the referendum was held. It has now been updated to acknowledge the referendum was resoundingly beaten, with 61% of Australians voting No and 39% Yes.
In business we spend a lot of time chasing ‘yes’.
Yes to buying from us. Yes to renewing. Yes to choosing us as their employer.
So it’s through this lens that I want to analyse the campaign for and against a Voice to Parliament. Behavioural science suggests that one side of the...
How do you get a customer to reveal their budget?
Some customers are reticent to share their budget, either because they don't have one or they don't want to be oversold. So how can you price yourself?
More about Just Do This: https://www.briwilliams.com/about-just-do-this
We waste a lot of time writing emails that get ignored, or worse, provoke an unintended response.
So here's how to write emails that work:
First ask, is the news you are sharing with your customer good news or bad news for them?
If it is good news, the tone can be upbeat and positive. If it is bad news, you’ll need to tread more carefully.
Then ask, what do you want them to do as a result of reading your email? Do you want them to do something (action required) or do nothing (no action...
When it comes to influencing behaviour of customers and colleagues, there are a lot of things you can do. But there’s also a lot of things you shouldn’t do.
Too many businesses prioritise aesthetic over efficacy.
For example, websites with call-to-action buttons that match their brand. I get it! Brand guidelines are important. We want our businesses to look well considered and professional.
The problem when everything...
Optimising customer reviews means paying attention to how people express themselves, not just what they express.
It's not only how many stars a customer gives you that can make a difference, it's whether they use past or present tense to describe their experience.
Access Just Do This: www.briwilliams.com/about-just-do-this
Seems to me that many people think the job is done once information has been shared.
Government ‘awareness’ campaigns, corporate policy documents, consulting recommendation decks, training days…
Once you’ve informed your audience, you’ve met the brief. It’s over to them.
No. Not good enough.
We keep hearing about information overload. That people are confronted by thousands of messages and make hundreds of...