Decision Triggers: My 2 Cents Worth
I call it ‘My 2 cents worth’ influence strategy. But it can be worth immediate cash to you as it has been worth millions when applied. A $15,000 luxury hot tub spa was producing slow sales. In determining what to do to move sales Dr. Cialdini, an influence strategist, asked the salesman, “What would an addition to a home cost in this neighborhood?”
Next time a prospect asks begin your answer with, “What would an addition to your home run you?”
and immediately after they say $65 – $75,000, you add in this information, “Well this luxury spa is like an addition to your home, and its $15,000.” Sales skyrocketed.
them from prospects to buyers.When you put in your ‘2 cents worth’ make it worthwhile for the customer or your colleague. This is replicable. The masters of influence use it every day.
Place your hand in the hot water and then into the room temperature bucket, it will seem cold.
Place your hand in the ice water and then into the room temperature bucket, it will seem hot.
Bucket of Ice Bucket of Perception Bucket of Hot Water
Depends on what came first
Whatever came first affected the ‘bucket of perception’. It was the contrast that determined the ‘bucket of perception’.
Ask yourself compared to what?
And this strategy only costs your “2 cents’ whether you use it with your customers, your peers or your boss.