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'One more' goes a long way

Matt Morgan • Jul 4, 2013 at 7:41 PM

Whether used in an up-sale, requesting an encore, or getting a second helping, we all want "just one more."

"One more time." - Daft Punk, French electronic music duo, "Discovery"

Perhaps it is a reflection of our ambition as humans, or even our patience and compassion, but "una mas" is a flexible margin that helps us interact more efficiently. In the context of business it is a very powerful tool that can be employed. Not just for the additional sale referenced above, but to also to find out more about your customers. When wrapping up a transaction, it never hurts to ask how the customers found your store, what they think about it, or even take one more minute of your time to chat and be friendly.

The "one more" is a subtle but powerful currency that we can spend with each other. As such it must be used responsibly. The bartender serving the one-too-many isn't doing the patron nor her business a favor. But, calling a cab just one more time for the overindulging patron is a small and memorable act of compassion. Even if the intoxicated person doesn't recognize it, you can. You know what you did when you didn't have to.

"Our greatest weakness lies in giving up. The most certain way to succeed is to try just one more time." - Thomas Edison, American inventor, quote

Invoking the "one more" in conversation also can empower your words and add to your credibility. It can make your presentations pop in retrospect, it is also the source of most jokes' punchlines. Just when you thought you were done or got it - BOOM - there's the clincher. As a shopper, setting the business owner hat aside, when the sale is complete how nice is it to get the "have a nice day" or unprompted "I really enjoyed our chat"? Heck, even the simple "thank you" can stand out.

Hopefully I'm preaching to the choir on this point, but to truly understand this cultural phenomenon we need to take that one extra step (this article isn't immune to its own topic): Why? Ah, "why." Or any of the other core questions for that matter are all equally relevant. They will peel back the curtain just a bit more and offer a peek of what lies beyond. You can learn so, so much by asking that one last question. Ask your doctor, "Why?" Ask your child, "How?" Ask your leadership "When?"

"One more thing!"  - Uncle, Chinese mystic, "Jackie Chan's Adventures"

In answer to the question just asked, one answer is because humans are an exceptional people. We crave knowing we are relevant, unique, or worthy in some kind of way. We enjoy being rewarded and dislike being punished. We need interaction in order to advance. Knowing you are worth not just the advice but "one more thing" added is a hefty reward. As an employee, knowing in addition to your paycheck you get one more reward in the guise of at least a "thank you" from your boss makes you feel exceptionally good. As a customer, to not just get the one egg roll your ordered but a second can really make you smile and feel appreciated.

Such is the power one.




Speaking of which, one more quote for you! As penned by English playwright William Shakespeare in Henry the Fifth:

"Once more unto the breach, dear friends, once more;

Or close the wall up with our English dead.

In peace there's nothing so becomes a man

As modest stillness and humility;

But when the blast of war blows in our ears,

Then imitate the action of the tiger..." - King Henry

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