Scientifically speaking, questions are powerful for two reasons:
Thinking about them drives automatic engagement
Responding to them produces emotional commitment (even if that answer is not vocalized).
The Scientific Power of Questions for gambling data turkey Driving Commitment
In 1997, the New York Times published an article entitled “In War Against No-Shows, Restaurants Get Tougher,” in which it described a famous Chicago restaurant that was losing $900,000 a year because many of the customers who made reservations never showed up.
To date the restaurant had been trying to reduce no-shows by making a simple request to patrons:
“Please call us if you change your plans.”
The request was straightforward, polite, and consistent with what you might hear from any other reservation-based service.
The problem was, it didn’t work.
Using this request-based approach, the restaurant was still dealing with a 30 percent no-show rate. So they decided to change their request to a question:
How Financial Advisors Can Use Free Calculators to Attract Clients
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