1,000 Calorie Salad?! 🥗 🤯

FOMO can be a powerful motivator for buyers. Frame your pitch around it.

Hey storytellers.

Previously I told you how one M&M has 3 calories and is equal to walking the length of a football field to burn off. When framed that way, 2x more people said it was a “bad choice.”

It's called the Framing Effect, a cognitive bias (mental irrationality) identified in the field of Behavioral Economics.

​Check out the rest of the findings including frozen yogurt and (gulp) a 1,000 calorie salad! 😳

What does it have to do with using storytelling to drive more sales?

Let's say you sell financial services.

Conventional wisdom is to talk with people about everything they'll be able to do thanks to a strong investment strategy.

Things like:

• Buy a house
• Take vacations
• Pay for their kid's college education
• Leave an inheritance for loved ones

What if instead you focused on things they won't be able to do without a strong investment strategy?

• They won't be able to afford that house with a beautiful backyard
• They won't be able to take that dream vacation
• They'll saddle themselves or their kids with huge student loans
• There will be nothing at the end to leave behind

The only difference is the frame. Same offering, different mindset.

It's called Loss Aversion and means that people feel a loss with twice the intensity of a similar gain.

That means the thought of never having that house hurts with twice the intensity of the desire to have the house.

🤯

So regardless of what you sell, think about how to you position the benefits and experiment with different frames to see what drives the outcomes you want.

Thanks for reading.

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Cheers and remember, success finds those who tell compelling stories.