I’m sure to spice up your home you have pictures scattered throughout different rooms. We usually display pictures that speak to us or make us feel good in some way. Those who are into art are very aware that the frame a picture sits in can make a huge difference. The right frame can really help a picture come to life.Framing doesn’t just apply to your favorite pictures. In psychology, framing has to do with the context that surrounds an issue or idea. In the same way the right frame can make a picture stand out, proper framing of your ideas can make them stand out and that’s important when you’re trying to persuade others. Not only is framing important, so is reframing. You see, sometimes we need to reframe issues that are presented to us in order to have the best opportunity to make the right decision. Allow me to explain.Not long ago I went to an event with my boss and good friend John. As we chatted he told me that he was invited to a play his niece was going to appear in. The relative who invited him said tickets were only $12 and could be purchased online. John went online to purchase his ticket and was confronted with additional fees that increased the ticket price from $12 to $21. He couldn’t get beyond the fact that just because he was buying it online the cost was 75% more than if he went to the theater and bought the ticket in person. Of course there would be some risk buying the ticket at the theater because the show could be sold out and he would have wasted time and gas money. Nonetheless, he was adamant that he wouldn’t pay an extra $9 (75%) for the ticket.As we discussed this I finally asked him, “If you were told the ticket was $21 would you have bought it?” He said he would because he wanted to see his niece but was just having a hard time with how much the extra fees came to. I suggested he just reframe the whole scenario and look at the price as $21, not $12 plus an additional $9. It’s natural for us to make comparisons like John was doing because seldom do we operate in a vacuum. It’s also natural to rail against the comparison when it’s so large. As I’ve shared before – There’s nothing high or low but comparing makes it so. Think about this – If I offered you $800,000 would you be willing to accept it? I bet you would and I bet you’d be incredibly happy. However, if I give you $2.1 million and you only got to keep $800,000 because of taxes, you might not feel the same as getting $800,000 with no strings attached. In both cases, at the end of the day you’d have $800,000 but in one scenario you’ll have a hard time enjoying your new wealth to the same degree because you’re thinking, “But it was originally $2.1 million.”We face these situations all the time. I travel a lot and spend a good bit of time in airports. Most airlines now charge $25 per bag each way, which means most people pay an extra $50 on top of the ticket price. People detest that because it raises to the surface the pain of paying. Airlines might be wise to either incorporate a smaller fee for all passengers or allow you to pay for bags at the time you purchase your ticket. That way you don’t feel the pain of paying when you get to the ticket counter and the extra fee is an afterthought.On the flip side, if you want people to feel the pain of paying in order to bring about change then you might want to separate the fees so they can clearly see them. An example would be gasoline taxes. Did you know in 2012 the average fuel tax for Americans was 49.5 cents per gallon, for state and national taxes? Sometimes there’s a sign at the pump mentioning the additional taxes but people really just pay attention to the price per gallon. If gas were $3.19 per gallon in your area it would be under $2.70 per gallon without the tax. If you really want to highlight the issue of taxation, tell them they’re paying $2.70 a gallon, but let them see the meter add on 49.5 cents for every gallon; this just might just catch their attention. After all, most stores advertise pre-tax prices.How you frame your presentation depends on what you want to accomplish. By the same token you have the power to reframe anything and sometimes doing so will allow you to feel better about the situation you find yourself in. For John it would be acknowledging the fact he would gladly pay $21 or more to see his niece perform instead of focusing on the $9 fee that increased his ticket price by 75%. In the end he’ll enjoy the play a little more and his niece will be happy that her uncle came to see her perform.
Brian Ahearn, CMCT® Chief Influence Officer influencePEOPLE Helping You Learn to Hear “Yes”.Cialdini “Influence” Series! Would you like to learn more about influence from the experts? Check out the Cialdini “Influence” Series featuring Cialdini Method Certified Trainers from around the world.