Talk So Your Customer Listens What Really Matters To The Customer, Part 4

摘要

Many people are afraid of expenses, even when it comes to important repairs. Now especially it is important, if not essential, to fine-tune our skill at encouraging customers to authorize the work needed to keep them safe. I have begun describing "The Strategic Use of Gain- and Loss-Framed Messages to Promote Healthy Behavior: How Theory Can Inform Practice." That is the title of a paper for behavioral scientists written by a group from Yale headed by Alexander Rothman. Hey, contractors can be ground-level behaviorists.