Why Beggars Earn More Than You

If, as they say, begging for money on the street is no different than selling - both are about getting people to part with their money - then it would come as no surprise that successful beggars are likely invoking the principles of persuasion (unknowingly, I presume). From the Money Matador, then, here are "The 5 Reasons Why Some Beggars Earn More Money Than You" along with my added explanation of how the principles of persuasion are working in each example.

After walking around in big cities in Europe I have discovered the 5 habits of successful beggars.

1. Keep your voice down

Ask for some change, but do not be loud! Be soft spoken, almost silent. By keeping your voice down you force the unlucky by-passer to stop to hear what you have to say. Once they stop, your chance for success increases!

This is the Commitment principle at its most subtlest: once someone has taken a step in your direction (however small), they are much more likely to say yes to your request.

2. Be “honest”

They know you are not going to use their change to buy a bus-ticket. Try to give them a likable reason to give you money.

This works: ”Yo, I’ve been doing drugs for 2 days and really need to eat something, can you spare some change so I can buy me some bread?”

This fails: “Yo, can you spare some change, I need to take the bus”

In the first example you are undressing your soul in front of them, who can resist giving you money? In the latter example you are just lying and they walk away.

The Authority principle and a great example of what Dr. Cialdini calls a "Moment of Power" - right after you admit a weakness or a problem (in this case, doing drugs for 2 days), you trump it with what you're pro-actively doing to remedy the situation.


3. Be clean and nicely dressed

All great salesmen try to imitate the prospective buyer. By dressing similar to the ones you beg from you are bridging the gap between you and them. I know it sounds counter-intuitive, but it is easier to give to your own type! If they meet someone very different from themselves it is easier to just walk away.

Again, the Authority principle, this time the use of trappings to influence behaviour. Trappings are visual cues that communicate something about to you, especially to people who don't know you very well. If you take this to the extreme, you have Malcolm Gladwell's "Warren G. Harding Effect" (i.e., focusing on the wrong cue leaves us vulnerable, in this case voting for a tall, handsome but hapless president), which appears in his latest book Blink


4. Remember a sucker

If someone gives you money you better remember their face. Then you need to acknowledge them every day you see them by greeting them with “Good Morning Sir!”, “Lovely day, eh?” This will remind them about the day they gave you money, and they know you hope that they will give you more. It is painful to walk away from you after you have been nice to them by remembering their face. Two things happen, either they walk another way to work, or they will give you money to ease the tension they feel inside!

Reciprocity, pure and simple: people feel obligated to give back to those who have given to them. In this case, the beggar's gift is simply remembering the giver's name.

5. Learn to love rejection

95% will not give you money. Love it! You get the opportunity to show how good and clever you are. Shout after them “Have a nice day!”, “Thank you, bye”, “No problem, thank you very much Miss”, “Enjoy the rest of your day Sir!”

The result is that they will think: “Oh.. he was pretty nice.. maybe next time..”

Again, it's Reciprocity at play, and some Liking, too. The lesson: never burn your bridges because in this day and age, there will ALWAYS be a next time.

Thanks Money Matador!