Episode 88 Behavioral science for agencies: Pitching
In this episode, MichaelAaron and Richard explore ways that behavioral science can improve the agency pitch process. From the illusion of effort to the stolen thunder effect and extremeness aversion, this episode unpack practical ways agencies can boost trust, stand out, and win new business.
Episode Highlights
Revealing effort matters. Research shows identical work is rated higher when people believe more time and care went into it. Show your process and iterations to signal quality and craftsmanship.
Admitting a flaw builds credibility. Agencies that acknowledge weaknesses first—then explain them—boost trust and believability. Honesty makes every other claim feel more authentic and convincing.
Price perception is relative. Offering three pricing tiers shifts preference toward the middle option, which feels “safe” and reasonable. It’s a simple structure that can boost conversions and confidence.
Resources & Useful Links
See below for additional resources from this week's episode.
Keep Listening
Ep87 - Interview: Dan Ariely, author of Predictably Irrational, on unfakeable signals, friction, and trust in brands
Interview: Dan Ariely, author of Predictably Irrational, on unfakeable signals, friction, and trust in brands
Ep86 - Interview: William Poundstone, author of Priceless, on anchoring, fairness, and the myth of “fair value”
Interview: William Poundstone, author of Priceless, on anchoring, fairness, and the myth of “fair value”
