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Business Consulting For The 21st Century Via A Holistic & Intelligent Approach

Manipulation is not Motivation

Consumed => “Framing Effective Messages To Motivate Your Users” by Victor Yocco on Smashing Magazine.

http://www.smashingmagazine.com/2014/11/11/framing-effective-messages-to-motivate-your-users

=> My value add (i.e., left a comment)…

re: “You have framed the message to motivate behavior: Act now! Rates could change at any time. You have presented the user with context to motivate them to apply for a mortgage in the near term: Rates are at an all-time low. This means they were higher yesterday or last week. This means they might be higher tomorrow or next week.”

Yes. But the rates can also go lower as well, correct? Then what? If you’re that person you will immediate feel cheated, betrayed, etc. In short, regardless of – in this case – the legality of the relationship / contract the fact is, you just lost a customer.

But wait. There’s more…Even worse, you gained an enemy (and perhaps even a law suit).

I agree. Context is important. Clarity in communication is essential. That said, the truth is, you’re using “motivation”, when you really mean “manipulation.” Clearly, there’s a difference. To that I say: The 20th century called and it wants its sales tactic back.

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I get it. It’s just an example. But it’s a severely flawed one. It’s simply not a takeaway the less aware should be taught at this point. I guess I just had higher expectations. Sorry?

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p.s. And if don’t agree, then I’d suggest checking Simon Sinek’s “Start With Why” and/or Daniel Pink’s “To Sell is Human.

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