Kindyra OS

Pressure tactic 08 of 12

Bait and switch: examples, warning signs and what to say

Advertising one thing, then steering you to something more expensive.

How it sounds

That model just sold, but this one is better.
The advertised rate is only for customers with perfect credit.
The listing photos are from a similar unit.

What it is

The advertised offer gets you in the door. Once you've invested time, it turns out to be unavailable or worse than described, and an alternative is pushed instead.

Why it works: Having come this far, people accept the substitute rather than start over.

How to spot it

Your counter-move

Say this

“I'm here for the offer you advertised. If that's not available, I'll look elsewhere.”

Where you'll see it: Car dealers, rentals, loans and electronics.

Think you're facing bait and switch?

Paste the message or offer. The free Pressure Check quotes the exact words that show each tactic, and suggests what to do next.

Run a free Pressure Check

Related tactics

Guilt and obligation

Making you feel you owe them a yes.

Too good to be true

Promises of outsized returns, prizes or savings with little apparent risk.

Hidden costs (drip pricing)

A low headline price that grows as fees appear step by step.

Questions

What is bait and switch?

Advertising one thing, then steering you to something more expensive. The advertised offer gets you in the door. Once you've invested time, it turns out to be unavailable or worse than described, and an alternative is pushed instead.

How can I tell if it's bait and switch?

The advertised item is suddenly unavailable. Conditions appear that weren't in the ad. The alternative costs more.

What should I say when someone uses bait and switch?

Try: "I'm here for the offer you advertised. If that's not available, I'll look elsewhere." Then: Keep a screenshot of the original ad. Ask for the advertised offer exactly as described. Be ready to leave and look elsewhere.

Browse all twelve in the pressure tactics library, read the Black Friday field guide to see them in action, or practise spotting them in Spot the tactic, one made-up message a day.