Let me back up. I can’t say eating a fun-size candy bar is by choice. A more precise phrase to describe my behavior is giving into a snack of temptation.
So why are these so irresistible? What’s their appeal? And why do I bring up the topic?
1) Mini-sized candy bars = bite-sized chunks of information
If you think about it, eating a “junior” candy bar is a complete package. The bite-size sweets still contain the chocolate, the caramel, the peanuts – the value of a regular-size bar — but they’re also encouraging you to want a little bit more.
They’re a ready-made “grab and go” dessert. Tempting to devour. And people do. I do.
So when you’re trying to convince a prospect to buy your product or service, think about conveying your message in a mini-candy bar style.
Lessons from Grover in The Monster at the End of This Book
When my daughters were young, we’d pile into the navy blue Honda Accord (a boxlike-design model year) and go to the public library every week for story hour. We’d check out dozens of books and scoop them up into our totes.
I was doing a weight-lifting regimen back then: hauling book totes and childcare bags, and lifting children in and out of car seats, high chairs, bathtubs, tricycles. I swear I had Michelle Obama biceps and triceps. At least back then.
On some occasions, the books they chose as their favorites would be mine too. Such as this one:
When I needed to find a book for a toddler gift recently, I knew which one to choose. Before I wrapped it, I handed the book over to my teenager. She smiled and said, “Oh, I remember this book.” And we read aloud, “So please don’t turn the page.”
And, of course, we turned the page.
Jon wrote a classic children’s book featuring Grover. It’s not only funny and entertaining, but also steeped in persuasion. You can apply his techniques to update your marketing messages. Here are three principles of persuasion he used: