What Persuasive Momentum Looks Like
Jack walks into a framing shop with the intent of purchasing a frame for a 8x10 picture. He has already checked the Internet to make sure that this shop has a style of frame that he likes. He quickly finds the frame he saw on the Internet, but it requires a mat which is not included. He asks a store clerk about the type of mat that would be appropriate for his artwork.
The clerk replies, "If you have a moment to answer a few questions for me, we can find the mat that will perfectly enhance your art piece."
The clerk asks for some details about the location where the artwork will be hung -- the colors in the room, the size of the space, and the style of the furniture. From Jack's responses, the clerk pulls out a couple of mats and shows the customer what the art piece will look like with the mat and the frame.
Jack starts getting more excited as he starts envisioning how the mats enhance the piece. Based on the location size, the clerk suggests they look at larger frames which will better spacially balance the piece in the room. As they explore the options together, the clerk discusses the pros and cons of different types of protective glass. To seal the deal, the clerk says that she can assemble the entire piece within an hour.
An hour later, Jack, a delighted customer leaves the store with a framed piece in hand. He can't wait to see how it will enhance his room. If it isn't just right, he isn't concerned. If he wants to make any changes, he'll get a credit for the money he has already spent at the frame store.
So, how well are you doing in creating persuasive momentum?
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