Switch - Chip Heath [127]
Prioritization rescues people from the quicksand of decision angst, and that’s why finding the core is so valuable. The people who listen to us will be constantly making decisions in an environment of uncertainty. They will suffer anxiety from the need to choose—even when the choice is between two good options, like the lecture and the foreign film.
Core messages help people avoid bad choices by reminding them of what’s important. In Herb Kelleher’s parable, for instance, someone had to choose between chicken salad and no chicken salad—and the message “THE low-fare airline” led her to abandon the chicken salad.
Idea Clinics
The goal of this book is to help you make your ideas stick. So, periodically throughout the book, we will present “Idea Clinics,” which illustrate, in practical terms, how an idea can be made stickier. The Clinics were inspired by the classic “before and after” photos used by weight-loss centers—visible evidence that the diet works. Like patients trying a new diet, the initial ideas in the Clinics vary in their need for change; some need dramatic help, like a stomach-stapling and liposuction, and some only need to lose a few pounds around the waistline.
The point of the Clinics is not to wow you with our creative genius, and it’s fortunate for readers and authors alike that this is not the goal, because we are not creative geniuses. The point is simply to model the process of making ideas stickier. In contrast to traditional disclaimers, this is something you should try at home. Think about each message and consider how you would improve it using the principles in the book.
You can safely skip the Clinics—they are intended as sidebars to the text, rather than as building blocks—but we hope you’ll find them useful.
CLINIC
Warning: Sun Exposure Is Dangerous
THE SITUATION: Health educators at Ohio State University want to inform the academic community about the risks of sun exposure.
MESSAGE 1: Here’s a Web page with facts about sun exposure from Ohio State University. We’ve added numbers to each paragraph so that we can analyze the message later:
Sun Exposure: Precautions and Protection
(1) A golden, bronze tan is often considered a status symbol. Perhaps this supports the idea that people who have time to lie in the sun long enough to develop a deep tan, or who can travel to warm climates during winter, have more money or leisure time than “common folk.” Nevertheless, the goal of many is a deep tan early in spring or to return from vacation with that hearty, healthy glow. Whether a tan suggests status or not, careless exposure to the sun can be harmful. Ultraviolet rays from the sun will damage skin but can also create vision problems, allergic reactions, and depressed immune systems.
(2) Tanning and burning are caused by ultraviolet rays from the sun. These rays cannot be seen or felt, but penetrate the skin and stimulate cells containing a brownish pigment called melanin. Melanin protects the skin by absorbing and scattering ultraviolet rays. People with dark skins have high amounts of melanin, have greater natural protection from ultraviolet rays, and tan more easily. Blondes, redheads, and people with fair skins have less melanin and, therefore, burn more quickly.
(3) As melanin is stimulated by ultraviolet rays, it rises to the skin’s surface as a tan and provides protection against future sun exposure. Individuals with dark skins such as olive, brown, or black are not immune to burning and skin damage caused by careless exposure to the sun.
(4) Two types of ultraviolet rays (UV) from the sun exist: UVA and UVB. UVB cause burning of the skin or the red associated with sunburn, skin cancer, and premature aging of skin. UVA rays stimulate tanning but are also linked to other problems such as impaired vision, skin rashes, and allergic or other reactions to drugs.
(5) Skin damage from overexposure to