As I write this, I’m in Buenos Aires, Argentina visiting my Spanish publisher and taking in a few sights.
One of the places we visited was the Boca area of Buenos Aires. It’s a very rough and tough area, where one of the well known football (soccer) teams has their stadium. Boca was once a thriving port. The first immigrants made their home here.
It’s also where the Tango was born!
Near the docks are streets lined with colorful houses finished in whatever paint was left over from painting the ships. On some of these streets there are cafés with tables on the sidewalk.
To encourage passers by to linger and stay, Tango music is played with dancers demonstrating the tango.
For 10 pesos (about $3.00) you can pose with one of the dancers in one or more of the provocative poses of the dance, and have your picture taken.
They use a very interesting trick of persuasion… similar to the “Puppy Dog� close in conventional selling. This is where you give someone the puppy (product or service) to take home and use. How could you ever hand back the little puppy after it’s been crawling all over you licking your face? You get the idea…?
So, if you’re a man, they place a hat in your hands to put on your head for the photo. If you try to hand it back, they ignore the gesture with a slight, almost imperceptible look of hurt on their faces as if to say, “How can you hand my gift back to me?�
They do it so naturally that you’re left feeling a little ungrateful for even thinking of giving it back! Eventually they do take it and with lightning speed put it on your head. That’s it. You’re hooked!!
It’s a very powerful trick – and it works! It worked on me anyway! You can see this from the picture!
For occasions like this, it’s a lot of fun, no one gets hurt and the memories are priceless!
This idea can also be used for selling products or services. Allowing someone to sample or use a product or service is of course a good way to make sure that it is right for them.
However, this idea needs to be used with some caution, otherwise it can become a psychological trick. And we don’t want to start a relationship by tricking someone do we?
I suggest that before BEFORE you allow the free trial, you establish 3 things…
- The need
- The value
- A commitment to buy if it works
And, of course, the best way to do this is through the Natural Selling dialogue process that I explain in my book “How To Sell Network Marketing Without Fear, Anxiety Or Losing Your Friends!”
As an alternative, and this is something that I prefer, you can sell your product or service and then provide your customer with a money back guarantee if it’s not the right thing for them.
Either way everything is clear and above board.
So keep the tricks for the street hucksters and magicians and let’s keep selling pure as it was intended!
To your success…
Michael
MLM Insider #1 Trainer in Network Marketing 2004 and 2005 and author of “How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!” http://www.naturalselling.com/
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