The process of arranging for recipients to be receptive to a message they encounter it.
The psychological frame in which an appeal is first placed can carry equal or even greater weight.
What we present changes the way people experience what we present to them .
Do not attempt to explain/justify each of the expenses you incur while delivering your services to your clients. Your attempt at more tranparency will only attract scrutiny to your bill.
[S]ix psychological principles that appear to be deployed routinely in long-prospering influence businesses —reciprocation, liking, social proof, authority, scarcity, and consistency.
In deciding whether a possibility is correct, people typically look for hits rather than misses; for confirmations of the idea rather than for disconfirmations.
It is easier to register the presence of something than its absence.
Single-chute questions can get you both to mistake and misstate your position.
Cult recruiters often begin the process of seducing new prospects by asking if they are unhappy ().
(Self-note: Positive test strategy at work.)
Researchers often begin their interaction with test subjects with the opener: "Do you consider yourself a helpful person?"
When asked the single-chute question of whether they fit this category, people invariably following brief reflection answer yes. In that privileged moment—after subjects had confirmed privately and affirmed publicly their helpful natures—the researchers pounced, requesting help with their survey.
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