La parabola del mendicante

Seth Godin riesce sempre ad affascinare con i suoi posts pieni di insegnamenti.  Qui racconta una situazione in cui spesso ci si trova. Ok, a non tutti capita di girare pee le strade di NYC ma situazioni analoghe sicuramente mi/ci sono successe.  Dal suo blog:

The panhandler’s secret

When there were old-school parking meters in New York, quarters were precious.

One day, I’m walking down the street and a guy comes up to me and says, “Do you have a dollar for four quarters?” He held out his hand with four quarters in it.

Curious, I engaged with him. I took out a dollar bill and took the four quarters.

Then he turned to me and said, “can you spare a quarter?”

What a fascinating interaction.

First, he engaged me. A fair trade, one that perhaps even benefited me, not him.

Now, we have a relationship. Now, he knows I have a quarter (in my hand, even). So his next request is much more difficult to turn down. If he had just walked up to me and said, “can you spare a quarter,” he would have been invisible.

Too often, we close the sale before we even open it.

Interact first, sell second.

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2 risposte a “La parabola del mendicante

  1. Pingback: Articles about Internet Marketing Experts as of March 4, 2009 | The Lessnau Lounge·

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