How we change what others think, feel, believe and do

Pitch and Putt

Techniques > General persuasion > Sequential requests > Pitch and Putt

Description | Example | Discussion | See also

Description

Use your pitch to get them most of the way to the target. Then 'putt', nudging them the last few inches.

In other words, do not try to persuade them in one go. Instead, do it in two stage. With a presentation you may gain their interest, but getting to closure often requires more custom care and attention to detail.

Example

A sales person does her presentation to a big customer. She then discusses detail, handling objections before the final close.

A child tells their parents all about how well they are doing in school before asking if they can go out to a late night party.

Discussion

Yes, it is a corny pun, but this helps make it memorable. And it is worth remembering, to continue the golfing metaphor, that holes in one are rare, and a good strategy is to get it near the hole first, then gently tap it in.

The idea of the golfing pitch works too, perhaps as a 'drive', where a powerful start can get you most of the way. The difficulty of accurate putting also makes sense as the last few inches can the most difficult part.

See also

Public Speaking and Presentation