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The $3,000 coffee

Most of my trip to the Ikara-Flinders Ranges, South Australia, last year went as planned.

Plenty of wildlife, time in the red dirt, and lots of friendly fellow road trippers.

But the $3,000 coffee caught me by surprise.

I’d stopped in the small town of Blinman, boasting a population of thirty five, for a coffee and to sample some of the bakery’s finest. 

Strolling the main street, I spotted this sign.

Being a huge fan of Indigenous art, I jumped back in the van and drove a...

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How to close a sales conversation

 

It's awkward, isn't it Bri?

That moment in a sales conversation when you have to ask for the deal? 

Or maybe it's not even a sales conversation, but a discussion with a colleague whom you are trying to get to make a decision?

In this video I explain:

  • The three stages of an effective sales conversation
  • The role that tension plays
  • What to say to close the sale

And why do I call it "conversion cutlery"?

Because as you'll see, the three stages relate to a spoon, knife and...

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Talking behavioural science with my intern, Bora Ergor

 

It was an absolute delight to have Bora Ergor interning with me this year.

Bora is a very talented psychology student at the University of Strasbourg and together we worked across a range of assignments.

In this video Bora talks us through what his research unearthed as well as tips for people seeking to intern.

We cover what behavioural science says about:

  • How to optimise your online presenting presence and overcome Zoom fatigue
  • Framing  and use of language i.e. knowing...
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Which digit do you want people to focus on?

Ending your price with “9” is a tidbit of pricing psychology that has entrenched itself in business folklore. 

Why? Because $1999 seems better than $2000, and $12.99 better than $13.

But why does it seem better?

It may have a lot to do with the direction the digit is pointing. You see, 9 points to the left, as does 1, 2, 3, 4 and 7.

5 and 6 are right-facing whereas 0 and 8 are centered.

This digit-directionality (Coulter, 2007) is yet another consideration when it...

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How to communicate with idiots

I’ve been going deep on language lately 

Knowing what to say and how to say it.

Partly because I’ve created a “scripting tool” for my Just Do This members, where I’ve written sample scripts for everything from getting past the gatekeeper and dealing with time wasters, to fielding complaints and chasing late payers. 

Partly because I’ve been creating my “Dealing with D!ckheads” webinar (recording exclusively available to...

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Forget the sh*t sandwich. How to deliver bad news.

How should you deliver bad news?

There’s a lot of bad news being shared right now. In Australia we are experiencing various degrees of lockdown across the country, and our political leaders are grappling with how best to share bad news.

New South Wales, for example, started with a relatively light-touch approach that has become more stringent the longer lockdown has lasted.

In Victoria’s latest lockdown, conditions were restrictive from the get go.

While I won’t go into the...

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Why a smaller ask can be easier refuse

Richard Branson was sharing a story about introducing TV screens to the back of airplane seats.

He went to his board and the banks but couldn’t get the $10 million loan he needed to retrofit his Virgin Atlantic planes.

So instead he called Boeing and asked “if I buy 15 new planes, could you include seat back video screens?”

“Of course!”, came Boeing’s reply.

Branson’s point was he couldn’t get a loan for $10 million, but he could for $2 billion....

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Top 5 nudges to use right now

 

Nudges are all about subtly influencing behaviour. In this video, I talk through my top five principles from behavioural economics to apply to your business right now, to improve results.

You'll see examples from Twitter, eBay, Noom and others.

More about my Influencing Action course:

https://www.briwilliams.com/about-influencing-action-course

Additional Framing resources for you: -

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What to say to different personality types

There’s a truckload of research on how best to frame messages to appeal to your audience.

For example, ads that are framed positively work best for people who are promotion-focussed – in other words, they seek to maximise the probability of obtaining a positive outcome (Lee, Liu and Cheng, 2018).

This was true regardless of whether the product was hedonic (like a massage, or holiday, or aesthetic attributes of a product like a laptop’s design) or utilitarian (think...

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Where thereโ€™s a wonโ€™t thereโ€™s a way

framing goals research Apr 14, 2021

Could telling yourself to do more of something be the worst thing you can do?

New research suggests so.

Framing your goal

We live in a world of more — of ‘shoulds’, particularly when it comes to wellbeing.

I should exercise more, save more, eat more healthily.

But maybe that pressure is backfiring on our ability to achieve our goals?

Researchers Tuk, Prokopec and Van den Bergh (2020) set out to see whether it would be more motivating to tell yourself “I’ll...

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