I love the PEF stuff (Personal Experience Factor) and partner Mike Dandridge has this stuff down cold. It's been his passion for years and he loves sharing his knowledge through his speaking engagements and his blog, Business Turnaround.
Mike's latest post is called, "Sweating the Small Stuff" which, in this case, involves cookies:
"Frances baked homemade cookies the night before (yep – she worked, I watched) and we set them on the counter at the other end of the store. Customers would have to walk the length of the sales floor to reach them. My theory was that they would. I was wrong. When I'd say, “Fresh homemade cookies on the counter,” they would smile and say, “No, thanks.”
So, I tried taking the platter of baked goodies to the customers. All 7 of the next customers took one. The eighth did not, muttering something about a diet. I would tell the cookie eaters, if they wanted another, the plate would be on the counter. More than once, a customer would wander through the aisles and discover – wha-do-ya-know – they’re at the counter. Well, might as well have another."
Read about his cookie observations and much more here... great stuff!
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