Asking the Right Question

I want to introduce you to the website of David Lorenzo a marketing guy whose primary client is the Gallup Organization.  I wonder if that is an off-shoot of the Gallup polls people?  Well, anyway, I learned from him via Keith Ferrazzi's blog .  David Lorenz tried the following: 

I decided to try a little experiment. I went through a couple of weeks of local periodicals and I picked out people that were featured in articles and I send them each a handwritten congratulations note. I said something to the effect – “I saw the article on your business in XYZ Magazine. Congratulations on your success. I’d love to speak with you some time to hear the story of how you got to where you are.” I sent twenty of these notes.

 

I was astonished to receive seven e-mails, two letters and a phone call in return. Half of the people I sent the note to wanted to take me up on my offer to meet and tell their story! 

For the full text, click here.

I'm surprised he got such good results. I wonder if that is because he works for a big company, and is obviously a stand-out guy in his own right.  I wonder what the success rate would be for the smaller-fish? 

Nonetheless, the question he posed seems compelling.   According to Seattle therapist John Skandalis, "we live lives at the mythic, story level.  If you aren't happy with your life, change the story you are living."  I think when a person poses a question that provokes the recipient to comprehend and share his myth (his story, his essential journey) they are going to get a higher-than-usual response.  I'd say, Mr. Lorenzo's letter writing campaign worked well because he tapped a deeper, psychological well-spring.