Think of a time when you were a consumer and were offered a choice by the salesperson or person you were doing the transaction with. Often, we’re given three choices, and it is not a coincidence that happens.
I’m researching this concept (so if you know of any studies on this, please forward them my way) about people working best with three choices. In “old time” selling, you would put the choice you’d want someone to choose as the middle choice – offering a lower end choice as well as a more “deluxe” option because 99% of the time, the prospect would choose the middle option. This made it “appear” that they had a say in the matter, which gives the prospect the feeling of control in the decision – all along the “seller” being in control.
Of course, people are too sophisticated for that anymore (typically) and we would advocate a higher integrity way to sell in the modern world.
Offer buyers three valid choices – they do need to ultimately decide what is best for them.
Three choices is the right amount – more than that just confuses people.
Less is not enough, typically – it’s more like an eye test….. “this way, or that way?”
Think of all the situations where you do have three choices – the paradigm of “three” is strong.
Post your thoughts.