Power of Persuasion: Look Like a Big Fish Part IV

January 28th, 2010 by Frank Damelio

Two-hour lecture on Power of Persuasion: BUY NOW

Here are the final three tips to help your small business look bigger:

1) Be specific when answering the question, “how’s business?” The small fish will typically answer “it’s going well.”  The medium fish will usually answer, “Good, sales are up this year by 5%.”  The big fish will typically respond, “Good, this quarter is up 5% over last year.”  By speaking in terms of quarters and quantifying your response, you appear sharper and your business appears bigger.

2) Appear busy because the law of scarcity dictates that people want to work with busy people. If you’re not busy, they wonder how good you really are. If you’re not busy yet, endeavor to look busy. When making appointments, avoid saying, “I have all day Thursday open” or worse, “Next week my schedule is pretty much clear.”  Instead, consider using this verbiage, “Monday is out, and so are Tuesday and Wednesday, but how does Thursday look at 11:20 or 4:40?” Off times such as 7:20 give the impression that you are well organized and busy, and they will respect your time more.  In fact, it is proven that people are more prompt for appointments made at less common times such as 11:10 rather than 11:00.

3) Observe the big fish in action. Listen to how they talk about their businesses, look at their business cards, analyze how they interact, and you will soon see the common denominators as clear as day.

Keep in mind that appearing bigger is not always beneficial. It depends on your product/service, target market and industry.  In the cases where it is beneficial, be sure to use these techniques as appropriate. Always use your judgement, as it is one thing to enhance your image and another to over-stretch.

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12 Responses to “Power of Persuasion: Look Like a Big Fish Part IV”

  1. Lily Smiley Says:

    Frank, thanks so much for all your blogs — I’ve enjoyed them immensely. Your point about not going into a restaurant that is not busy is so true. My friend and I will not even attempt to try a restuarant if there are only a few cars in the parking lot. All your information is excellent and very helpful. Looking forward to hearing from you soon.

  2. Brian Says:

    Frank, once again your points are simple and make such sense. You have made me think of every interaction I have and how each one has to be approached. In time, your suggestions will become second nature.

  3. Lynn Cheney Says:

    Thank you Frank! I especially enjoyed the note about a restaurant looking busy, as the concept fits nicely with our design plans. Thank you!

  4. Frank Damelio Says:

    Lynn, your restaurant will rock. I invite my readers in the area to check out the Beechwood Hotel in Worcester and ask for Lynn because she will treat you like royalty.

  5. Frank Damelio Says:

    Brian, glad you are enjoying the comments. How is the public speaking going?

  6. Frank Damelio Says:

    Lilly, these are the little shortcuts we use to simplify our decision-making process. I am happy that you find the tips helpful.

  7. Brian Pioggia Says:

    Frank, excellent, excellent, excellent!! thank you very much for this series. It makes you think before you act or speak which is something that we all could use more help with!
    Best wishes for you in 2010. – Brian

  8. Frank Damelio Says:

    Brian, I’m glad you find value in my vlogs and I wish you the best as well in 2010!

  9. Kelly Nocchi Says:

    Hi Frank!
    Great tips as always…I think you definately are one of the “Big Fish”…
    Do these tips apply to the business of children? Do u think my kids will think I’m a big fish if they know that I am very busy?
    That’s about the only business I’ll be applying these tips too!
    But, you have done a great job with these videos & blogs, keep up the good work!
    – Kelly

  10. April Yu Says:


    Thank you for sharing with us your wonderful tips! Definitely we’ll make sure to use all the tips to benefit our business. I hope to hear more from you!

    Best wishes!

  11. Frank Damelio Says:

    April, it is my pleasure! You are very successful in your business; so feel free to provide any of your insights!

  12. Frank Damelio Says:

    Kelly, I appreciate your support! Boy do I wish I had the secret formula for parenting!

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