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The Option Paralysis

The Option Paralysis

Research has shown that when consumers have TOO MANY options, they tend to choose none of them and do not make a purchase. The key is to present just a few options. (Which, tangentially, makes the approaching Democratic primary fascinating, with about 15 people in the running.)

When you deal with your clients, narrow down the options if you want speed of response. That’s why I’ve always favored only three options in proposals. Help them to limit their own options when dealing with their customers. If you buy an Apple computer or phone, you only have to make a very few choices. Why should you have to make more when buying a toaster or an insurance policy?

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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