Sometimes a positive attitude isn’t helpful.
Behavioral economists have conclusively shown that, under the right circumstances, loss-avoidance is more motivating than the prospect of gain. That’s why time-limited offers, limited quantities and phrases like “don’t miss out” work.
The only problem? Clients who indulge an exclusive diet of positive-mental-attitude books and tapes and may reel at the thought of a negative word. Such are apt to order the writer to change “don’t miss out” to “take advantage of.” Ironically, by so doing, they could be missing out.
—Steve Cuno
Behavioral economists have conclusively shown that, under the right circumstances, loss-avoidance is more motivating than the prospect of gain. That’s why time-limited offers, limited quantities and phrases like “don’t miss out” work.
The only problem? Clients who indulge an exclusive diet of positive-mental-attitude books and tapes and may reel at the thought of a negative word. Such are apt to order the writer to change “don’t miss out” to “take advantage of.” Ironically, by so doing, they could be missing out.
—Steve Cuno
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