Techniques to help you sell when you don’t like selling
How can we sell if we don’t like selling? By using techniques from behavioural science to shift the emphasis from selling to buying.
Event recap: Industry leaders share their tips for CX success
Across two events on October 25 and 27, SmartCompany and AWS gave businesses the chance to dive into the world of customer experience, hearing from esteemed guest speakers from Deloitte, Amazon, NAB, Vodafone NZ and nib. If you couldn’t make it, here’s a recap of the major themes from the talks.
Labelling affects customer decisions. Here’s how to get it right
A label comes with pre-existing psychological associations that can work for or against a customer’s desire to engage with us.
Are people more risk averse post-pandemic? Here’s how uncertainty actually affects customer behaviour
While the likelihood of something happening does affect customer decisions, what decision is made depends on whether the outcome is likely to be positive or negative.
“We’re taking advantage of the wastage”: How recruitment startup Scouta is commercialising existing behaviour
The secret to successfully disrupting legacy industries is to leverage existing behaviour, according to Scouta co-founder David Smyth.
Gift cards and shopping bags: Why customers don’t always behave in the way you’d expect
Some examples of policies that resulted in the opposite behaviour than was expected include gift cards, shopping bags and unlimited annual leave.
Learning from Kogan: How effective is false discounting?
How effective is price manipulation and discounting? Given checking and comparing prices is dead easy online, what could a retailer possibly gain?
Why Warby Parker’s ‘buy a pair, give a pair’ initiative doesn’t sway customers
“While customers certainly love the fact that we give back, at the end of the day, it's not a critical factor in deciding whether to buy a pair of glasses.”
The IKEA effect: Consumers value the fruits of their labour over instant gratification
While many retailers focus on speedy deliveries and convenient solutions, the IKEA effect suggests making things a little more challenging.
Doughnut or salad? How the ‘busyness cult’ impacts what people buy
According to new research about consumer choices, if you are selling something healthy or virtuous, cueing busyness may work in your favour.
Customer desire for choice varies by time of day
As customers, the scope of options we desire and number of varieties we end up buying may depend on the time of day we make our decision.
Easier to track but harder to trap: The challenge of influencing modern day customers
Snapchat, AI, millennials, blockchain. Everything feels like it’s changing, faster than ever and all the time. But is that true and what does that mean for customer behaviour and how we engage customers today?
