- You want them to pick Option B. But if you just give them Option A and Option B, it's a 50/50 toss-up. You must introduce a 'Decoy' (Option C).
HOW TO DO IT:
- Give them 3 options.
- 1- Make Option A okay, but slightly boring.
- 2- Make Option C absolutely terrible and overpriced/inconvenient.
- 3- Make Option B exactly what you want.
WHY IT WORKS :
- People don't know what they actually want; they just want to feel like they made the 'smart' choice. They will look at the terrible Option C, reject it proudly, and pick Option B because it looks like a brilliant deal by comparison. They think they made the choice, but you rigged the board.
