Don't be annoyed. Be effective.
Use behavioural science to influence business outcomes.
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Loyalty's a lie
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When invited on a vlogcast about customer loyalty, what could I say?
Because, embarrassingly, I don’t really believe in it.Â
At least, not in...
What’s wrong with it?
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Yesterday I shared an example of how price anchoring can increase sales.
But anchoring can also backfire.
Take this car for sale.
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Was...
Price perception
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Fruit doesn’t hang much lower than this.
Yet so many businesses still get it wrong.
Here are two lessons in how to make your...
Demolition
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If you’ve ever watched a house being built, you’ll know it takes about a week to demolish the old and many months to create...
The right side of the street
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The going-to-work side of the street.
That’s where Starbucks’ CEO Howard Schultz believed their cafes should be positioned.
Because he knew something simple but...
Tension
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Tension can make or break your attempts to influence behaviour, and there are two types.
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Positive tension is the kind that motivates people...
Easier to ask how
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It’s easier to ask “how” rather than “why” questions at work, have you noticed?
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Asking “why” can feel like you’re challenging intent, whereas...
Gestalt bias affects consumption
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Want to eat less pizza?Â
Try separating the slices instead of presenting the whole lot.
Here’s why.
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Researchers wanted to understand whether the...
ACDC of attention
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Getting, holding and converting an audience’s attention is probably the biggest battle we face in business.
Here’s my ACDC approach.
Attention: Capture, Direct, Convert...
Do better
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People like to do their best.
But they don’t like to admit that their best should be better.
That requires vulnerability.
And vulnerability requires...
How to follow up
Ever been ghosted? Followed someone up but never received a response?
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In this clip from my Just Do This small business program, I share:...
Swirling mass of gas
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When we think of the sun, we tend to imagine a solid, stable shape.
But up close, it's a swirling mass of gas.
Behaviour...
