| Shhhhhhh, My wife will probably never know I wrote | | | | opened the box to find a pearl inside. Was my wife |
| this story about a vacation experience unless you tell | | | | really that lucky? I must tell you that while we were in |
| her. It is just too good of a story to pass up. It is a | | | | the store, those bells rang many times. It seems that |
| great example of using a small gift to get attention and | | | | every key opened up the little treasure chest and |
| sell something. It all starts when we are on vacation at | | | | every oyster had a pearl. As you might expect, every |
| a typical tourist trap and we are looking for a gift for | | | | pearl needs a setting so this is where the store makes |
| our Grand Daughter. Our budget is about $25.00 to | | | | its profit and my wife adds to her collection. |
| $50.00 and we aren't sure what to purchase so we | | | | Why coupons and special offers work |
| stroll around the shopping center. We end up | | | | Coupons, special offers, gifts or certificates apply the |
| exceeding the budget and it isn't for the Grand | | | | law of reciprocation. This law isn't found in law libraries |
| Daughter. | | | | but it does exist. It exists in our minds when someone |
| As we enter the building, a young lady approaches me | | | | is nice to us. The urge to reciprocate back to the |
| and offers me a key to open a treasure chest on the | | | | business or person who gave us something is a strong |
| counter. I thank her and walk by since I'm on a quest | | | | emotional response. In my wife's case, she felt a small |
| for a gift for our Grand Daughter. My wife stops and | | | | obligation after winning the lucky oyster. Although It |
| accepts the key and sure enough, her key opens the | | | | might seem small, the purchase advantage went to |
| box. Inside the box is a free opportunity to try her luck | | | | the salesperson. My wife, Sallie stayed there and |
| at an oyster for a pearl. The young lady picks out a | | | | ended up buying something she never thought she |
| pearl, gets my wife's name and rings a loud bell before | | | | would. Sallie is very pleased with her purchase and |
| she opens up the pearl. This becomes an event and | | | | enjoys her lucky pearls. The sales clerk succeeds with |
| my wife feels special. This induces a little excitement | | | | a sale because she quickly profiled my wife as an |
| for my wife in the hope that she is lucky. Well, wouldn't | | | | outstanding prospect. My wife was wearing a pearl |
| you know it; the oyster has a pearl inside. Who would | | | | ring which the clerk determined made her a good |
| have guessed? At this point I have wandered around | | | | candidate for pearls. When the sales lady offered |
| to another area seeking to find the gift for Taylor, our | | | | multiple compliments on my wife's jewelry and I knew |
| grand daughter. My wife is all excited about her new | | | | we were in trouble. My wife beamed with pride as she |
| success, the lucky pearl. | | | | spoke about the history of her pearl ring. |
| Every Pearl needs a setting | | | | The power of reciprocation can be applied to almost |
| At this point, I find all of this too obvious but I don't want | | | | any sales situation. What amazes me is how any small |
| to spoil my wife's fun since we are on vacation and | | | | gift will work. Donuts, coffee of cookies and gestures |
| we have plenty of time. My wife learns that there is a | | | | of kindness apply this law with impact and allow us to |
| small cost to purchasing the pearl, which seems very | | | | secure a little more time with a customer or prospect. |
| reasonable. However, every pearl deserves a setting. | | | | The compliments we offer work wonders for us too. If |
| Next thing I know, my wife is looking at various settings | | | | you are in sales, and we all are, add a little kindness to |
| for her new lucky pearl. At this point I remember | | | | your customer contacts, you might be surprised how |
| hearing those bells ring again because another key had | | | | these acts of kindness return huge dividends in sales. |