May 8, 2004
free prize inside
Another gem from Seth Godin, on Jennifer Rice’s site:
There is no product, no service, no b2b or consumer offering that is chosen solely because it is the “best” at the defined need. In other words, people don’t hire McKinsey because it’s a better consulting product than Bain. They don’t buy Timken ball bearings because their ball bearings are “better” than the other ball bearings and they don’t fly British Air because it gets them London 15 minutes faster than Virgin.
What drives irrational humans to make choices are the Free Prizes. We assemble a list of all the options that are “good enough” and then we choose the one we choose for reasons that have little or nothing to do with our needs. Instead, we choose based on our wants.
He’s the man. Check out his weblog, and don’t forget to buy his new book, ‘Free Prize Inside’.
Hmmm… I think Jennifer may have been at University of Texas the same time as me (late ‘80s).
Her company’s website is here. The B2B pitch is “How to win in the Post-Bubble Economy”.
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