Ray Kroc, of McDonald’s fame, is credited with saying, “Be first, be fast, be different.” Al Ries and Jack Trout from the original classic marketing book, Positioning: The Battle for Your Mind taught that the number one way to own a market was to be the first one in that market.
And, those are both certainly valid points from extremely talented people.
When needing to persuade someone in a potentially difficult situation, let me also suggest you be first; that being fast is indeed good, and that you be different; in this case, different being friendly, ready to turn a potential adversary into a friend.
In past articles we’ve discussed that a matrix (the premise from which everything else will originate) will always be set for an interpersonal transaction; the only two questions are:
- What will be the spirit of that matrix be (benevolent or malevolent)?
- Which person will set the matrix?
It’s only when you take responsibility of setting the matrix can you determine the direction and most likely outcome of the transaction.
In the next article, we’ll look at a couple of examples we can use for future transactions.