If we ask do you want this option, we will spend a lot of time convincing you or changing the option to match. Or you will just say no.
If we give you 2 or 3 choices, you will more likely choose an option.
The corollary is:
With three options in the following manner, you will pick one of the following and it is likely to be 2 or 3 (a little behavior economics is occuring here – see Dan Ariely).
- This option is what the client asks for but at our convenience
- The option the client asks for
- The option the client talked about while asking for number 2