If you want to be a success, always remember, “people soon forget most of what they hear you say, but they will always remember how you made them feel.” They also like getting something more…the value added principle that this story illustrates.
Mrs. Smith, the manager of a huge candy counter, employed two clerks, Betty and Mary to serve customers. This is a story told by Brad and Alan Antin in their book titled Secrets From The Lost Art of Common Sense Marketing.
One day as the normal crowd of after school kids flooded her shop, Mrs. Smith noticed that there were twice as many kids in the line waiting for Betty as there were waiting for Mary. So she went to the end of Betty’s line and asked little Johnny why he was waiting in such a long line when Mary’s line was so much shorter.
Johnny looked up and said, “That’s easy. Betty gives us more candy for our quarter.”
The next day, Mrs. Smith watched Betty sell her candy. Each time a child would put his or her quarter on the counter, Betty would sell them exactly half a pound of candy.