Over on Get Rich Slowly yesterday, Daiko posted about how you can often get fees waived, interest rates adjusted, prices reduced and more just by asking. Since banks figure prominently in the list of places to ask for favors and I work at a bank on the receiving end of such requests all day long, a few ways to increase the potency of your requests and likelihood of your success came to mind. My examples are mostly bank related, but apply anywhere!
1. The importance of “Nice”
This should go without saying, but based on the people I deal with daily, apparently it needs to be said. Repeatedly. You absolutely will have more success with any request you make just by smiling and using a friendly tone. Shocking, isn’t it?
Now, this doesn’t mean be a pushover and take the first “no” you hear. It is perfectly possible to be both pleasant and persistent, but most people aren’t. Use that to your advantage. Personally, and the same is true for everyone else I’ve know in a service position, I will do absolutely all I can to help a nice person. The rude, demanding @#$%’s are the ones that get turned down if at all possible.
2. Plan first, ask later
Before you ask for something, make a plan. Have a specific goal and a reason for your request. Don’t just ask if the bank/insurance company/store can “do something” about that fee, rate, or price. Be specific, aim high but be willing to compromise.
Specific requests help me as the representative, because I know right away whether I am personally authorized to do what you want. If so, I can do it immediately and you can be on your way. If I can’t, I’ll need to talk to a manager, who’s first question will be, “What do they want done?” When I have a specific request, they can either say yes or counter offer, again saving time and hassle for me and you. And of course, starting high gives you room to negotiate if I can’t do exactly what you wanted. But with that in mind…
3. Be reasonable
Feel free to ask me for the stars on a necklace, but don’t be surprised or upset when I propose something a bit more down to earth. And know this right up front: reasonable is relative. If you are a customer who’s been with the bank for 20 years and has $50,000 in 6 accounts, it might be reasonable for me to refund the full $150 in overdraft fees they incurred due to some freak coincidence. On the other hand, if you’ve been a customer for 8 months with $50.00 in a single account, refunding that $150 in fees you racked up for the third time is not a reasonable request. Have an idea of where you are negotiating from!
4. Choose the right target
A well planned, eminently reasonable request asked in the nicest manner possible will get nowhere if you’re asking the wrong person. Whether you’re talking in person or over the phone, be specific about what you want to discuss with the first person you speak to. Ask them to direct you to someone with the authority to help you. Trying to keep your business secret from the receptionist or service representative will only waste your time and mine when it turns out I’m not the person you need to see.
These are a few things that would make me (or anyone!) more likely to give you what you ask for. What other tactics have you used to get a “yes” instead of a ”no”?
I’ve found #2 particularly important. Sometimes I get flustered when I’m trying to come up with stuff on the fly and don’t have any preparation. Whereas when I practice and spend time thinking about it, it’s much easier.
Left by Mrs. Micah on January 3rd, 2008