Message-ID: <9605078341.AA834161024@hudsmtphq.hud.gov> Date: Fri, 7 Jun 1996 08:23:44 EST From: Michael Patterson <mailto:Michael_O._Patterson@HUD.GOV> Subject: Re: ARE STAKEHOLDERS/COMMUNITIES ALWAYS RIGHT To: Multiple recipients of list DEVEL-L <mailto:DEVEL-L@AMERICAN.EDU>
A second issue is that what to do when the community is not interested in a beneficial activity eg. running of community schools, health units, womens group etc. Initially they may not like the idea and may need mobolization and convincing. Should development workers contrary to the wishes of the community do the mobolization efforts. The mobolization efforts may take years sometimes. ---------------------------- What you are describing is the fact that you are in sales. You are selling ideas. Basic sales theory is what this calls for.Motivation to buy is a fascinating thing to study. All successful salesmen I know of know they are essentially unpaid consultants; they offer information and other goodies to "feed client interest". They appeal as little as they can to the rational mind, and as much as possible to the emotional mind. People make emotional decisions, not rational decisions. THere is no better sales tool than success stories, stories of how people just like you got what they wanted by following a certain path.
If you want more on this, I think I could track down a few books on sales theory, that I liked. Dale Carnegie's books are a good start. By way, real sales means meeting customer interest; ripping off customers, or in any way not providing full value for their investment, destroys rapport, no matter what techniques you use.