McDonald’s Theory
Jon Bell
6.9K30

That is also called “Priming”. Here you “prime” your audience by exposing them to an alternative that sets the level of the issue, in this case so low that immediately every other option looks much better (than before) and thus the conversation is sparked up.

The magic happens because humans make decisions in terms of perceived value, so before the priming the value of all alternatives is similar enough not to allow for an easy decision, but after suggesting McDonalds, all other options are immediately more valueable, and easier to be chosen.

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