a good location with lots of passing traffic is enough to get the unwary into the room. Once the doors are closed and the pitch has begun, most people succumb to well-proven techniques, but the actual hook requires nothing more than a few hired hands, a handful of leaflets, and the promise of cheap PlayStations. A big hook is set for anyone to bite. You throw it into the biggest crowd available and someone will take the bait. Most Internet scams qualify as big hooks because itâs all about the percentage of potential marks who respond. Ninety-nine percent of people might not be taken in by an e-mail promising riches, but if the scammer sends a million e-mails, the remaining 1 percent can prove to be incredibly profitable.
The Soft Hook
There are many ways to present someone with an opportunity, and the soft hook attempts to use subtlety to get the mark into the game. Depending on their desire for the bait, this can be anything from an overheard phone call or a passing remark to a cleverly constructed scenario where information is fed to the mark or left where they are sure to find it.
We once targeted people in a cafe near a well-known London antiques market. While waiting to be served at the counter, I spoke on the phone to someone, telling them that I had spotted a piece of âHollingworth Blueware,â worth thousands of pounds, but I didnât have enough cash for it. I gave my imaginary friend directions and ordered a cup of tea. People within earshot soon began to wander out of the cafe and walk toward the market.
Within minutes they were at our stall and looking at a blue plate that had cost us pennies. The phone call got people interested enough to go to the stall, but they were still naturally cautious. Jess played the part of the stall owner, and rather than give them a long story about the plate, we decided to keep it simple and let the marks convince themselves. It worked every time. After each victim bought his plate, we simply replaced it with a duplicate and waited for the next eavesdropper to arrive.
The objective of a soft hook is to have the marks chase the bait, and many of the most effective scams convince the victims that they are in the driverâs seat. Once the marks show an interest and start following the prize, they are hooked. But an experienced hustler knows that they are not yet committed to anything; come on too strong and they might easily break away.
The Straight Hook
When time is short or subtlety has failed, the direct approach works best. Whether offering something for sale or giving the mark a choice, the straight hook quickly comes down to a âyes or noâ proposition. Thatâs not to say that a refusal is the end of the story; often itâs just the beginning if the hustler has a particular angle or some useful leverage. Walk-up scammers approach people on the street to ask for money under some pretext and come right out with their bullshit story about a kid in the hospital or being stranded without gas. They find out in seconds what kind of mark theyâre dealing with, but in the face of a refusal, they donât always give up, instead trying a new direction. Often a softer approach is most effective after the mark has said no.
A well-structured walk-up scam introduces the scenario up-front and quickly filters out those who refuse to stop or get involved. Once someone stops to listen, the hustler adds more detail before asking for money for a taxi or a train, to pay a restaurant bill, or even a gambling debt. Many people quickly refuse, often lying to say they have no money. This is a natural defense mechanism; in fact, the scammer expects it and is prepared to redirect.
In the UK, Iâve encountered many walk-up hustlers with all sorts of stories. Late at night, in the heart of London, a guy dressed in cyclistâs Lycra carrying a helmet and a messenger bag asked me for help because his bike had been stolen. He even had the broken bicycle
The Soft Hook
There are many ways to present someone with an opportunity, and the soft hook attempts to use subtlety to get the mark into the game. Depending on their desire for the bait, this can be anything from an overheard phone call or a passing remark to a cleverly constructed scenario where information is fed to the mark or left where they are sure to find it.
We once targeted people in a cafe near a well-known London antiques market. While waiting to be served at the counter, I spoke on the phone to someone, telling them that I had spotted a piece of âHollingworth Blueware,â worth thousands of pounds, but I didnât have enough cash for it. I gave my imaginary friend directions and ordered a cup of tea. People within earshot soon began to wander out of the cafe and walk toward the market.
Within minutes they were at our stall and looking at a blue plate that had cost us pennies. The phone call got people interested enough to go to the stall, but they were still naturally cautious. Jess played the part of the stall owner, and rather than give them a long story about the plate, we decided to keep it simple and let the marks convince themselves. It worked every time. After each victim bought his plate, we simply replaced it with a duplicate and waited for the next eavesdropper to arrive.
The objective of a soft hook is to have the marks chase the bait, and many of the most effective scams convince the victims that they are in the driverâs seat. Once the marks show an interest and start following the prize, they are hooked. But an experienced hustler knows that they are not yet committed to anything; come on too strong and they might easily break away.
The Straight Hook
When time is short or subtlety has failed, the direct approach works best. Whether offering something for sale or giving the mark a choice, the straight hook quickly comes down to a âyes or noâ proposition. Thatâs not to say that a refusal is the end of the story; often itâs just the beginning if the hustler has a particular angle or some useful leverage. Walk-up scammers approach people on the street to ask for money under some pretext and come right out with their bullshit story about a kid in the hospital or being stranded without gas. They find out in seconds what kind of mark theyâre dealing with, but in the face of a refusal, they donât always give up, instead trying a new direction. Often a softer approach is most effective after the mark has said no.
A well-structured walk-up scam introduces the scenario up-front and quickly filters out those who refuse to stop or get involved. Once someone stops to listen, the hustler adds more detail before asking for money for a taxi or a train, to pay a restaurant bill, or even a gambling debt. Many people quickly refuse, often lying to say they have no money. This is a natural defense mechanism; in fact, the scammer expects it and is prepared to redirect.
In the UK, Iâve encountered many walk-up hustlers with all sorts of stories. Late at night, in the heart of London, a guy dressed in cyclistâs Lycra carrying a helmet and a messenger bag asked me for help because his bike had been stolen. He even had the broken bicycle
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