Choice Overload Reduces Sales

Keep It Simple For More Sales

At the recent SES San Jose, Dan Heath, co-author of Made To Stick and keynote speaker, offered 6 Tips for Small Business Marketing Success. He suggested that ideas that catch on are:

  • Simple
  • Unexpected
  • Concrete
  • Credible
  • Emotional
  • Stories

He feels that presenting users with too many choices reduces their response rate. So, avoiding “decision paralysis” is one key aspect of keeping an idea simple.

That’s what Sheena Iyengar calls ‘choice overload‘. It really is true that ‘the fewer, the better‘.