Closing

The Closing stage in focuses on (surprise, surprise) closing the person, providing some final incentives and limiting their options:

• Effort Manipulation
  • Techniques focusing on changing the perceived mental effort of something, which changes the actions people take;
  • Techniques: Streamlining, implementation intention, illustrating progress and loss, removing exits;
• Context Manipulation
  • Techniques that change the context, making something seem better or worse by comparison;
  • Techniques: Changing the framing and/or contrast, changing the option set, using salience;
• Reinforcers
  • Techniques exclusively focused on reinforcing your value proposition;
  • Techniques: Intent labeling, using future lock-in, providing justifications, optimizing for logical/emotional people;
• Limiters
  • Technique exclusively focused on limiting the other options the person may have;
  • Techniques: Eliciting multiple reasons, social identity contradictions;