The Framing Game

Step 1: Setup

• Materials Needed: Sets of product information that can be framed in various ways, "Rebel Unravel" cards highlighting biases like Framing or Loss Aversion, flip charts, and markers.
• Room Preparation: Set up a central presentation area and stations with materials for each team.

Step 2: Briefing Participants

• Explain the concept of framing and its impact on customer decision-making.
• Introduce the game’s objective: to explore how different frames affect customer perceptions and choices.

Step 3: Distributing Materials

• Give each team identical product information with the task of creating two different frames: one focusing on benefits (gain frame) and another on avoiding negatives (loss frame).

Step 4: Framing Creation

• Teams use the information to craft marketing messages, ads, or product descriptions that reflect each framing approach.

Step 5: Presentation of Frames

• Teams present their framed messages to the group. Each presentation should clearly demonstrate the intended frame and its potential impact on customers.

Step 6: Group Feedback

• After each presentation, participants discuss how the frame might influence customer behavior, referring to specific behavioral biases that might enhance or weaken the message.

Step 7: Bias Identification

• Use the "Rebel Unravel" cards to identify which biases are most likely activated by each frame and discuss how this knowledge could be used to refine the messaging.

Step 8: Revision Phase

• Teams refine their messages based on feedback and insights gained from the bias discussion.

Step 9: Final Presentation

• Teams present their final frames. This round should include a justification for their choices based on behavioral insights.

Step 10: Expert Panel Feedback

• A panel of facilitators and invited experts critique the final presentations, providing professional insights on the effectiveness of each frame.

Step 11: Debriefing

• Conduct a debrief session to discuss what was learned about framing and behavioral economics, and how these insights can be applied to real-world marketing and sales strategies.

Step 12: Reflection and Learning

• Facilitate a discussion on how understanding framing can improve communication strategies and customer interactions.

Step 13: Feedback Collection

• Gather feedback on the effectiveness and engagement of the game to improve future iterations.

Step 14: Follow-Up

• Organize a follow-up session to review how participants have applied the framing strategies in their marketing or sales efforts and the impact on customer responses.

Step 15: Celebrating Success

• Acknowledge and celebrate teams or individuals who demonstrated particularly innovative or effective framing strategies.

Step 16: Continued Practice

• Encourage ongoing practice and experimentation with different framing techniques in participants’ regular marketing and sales activities.

The Framing Game effectively demonstrates the subtle yet powerful impact of word choice and information presentation in customer experience, empowering participants to craft more persuasive and customer-centric communications.