Lots of your prospects choose to see themselves as consistent. they like to follow through on their commitments or at least, they like to think that they do follow through. When you are looking to grow your business, you are always better off finding a way to go along with what people already want to do than try to force them off their own path and get them to come along to yours.
How can you use their consistency bias to promote your business and invite them to partake of your products, services and business opportunity?
Here are a few ideas for you.
1. What Are Their Spending Habits?
Find out whether they like to keep up with the joneses or whether they penny pinch. Their spending habits will influence how they perceive your offer. How can you find out about this? Ask them, ask their friends, pay attention to what they have, what they wear. Do they seem extravagant? Are they concerned about how they come across to other people? When you start to pay attention to people, you will get a great idea of what they are automatically set up to do.
2. What are the values of their peer group?
What groups do your prospects hang out with? these days, you can find out a lot by looking at someone’s Facebook profile and researching what their interests are and the interests of their friends. You might start to see some commonalities that can be used to create your marketing material and presentations to help them see how working with you will get them the results they already want. Relate all you say to things that they are interested in
3. What is their social status?
Or more to the point, what do they consider their social status to be? The way you position your product and service appeals to a certain person with a certain social status. Consider the person you want to reach and then look at your marketing material and decide if it speaks to their hot buttons.
4. What are their political affiliations or religious affiliateions?
Again, if your prospect thinks a certain way about the use of your product and service in terms of their political or religious affiliation, then you will struggle to get them to think differently – Don’t try. Instead, use words that they would use, use terms and phrases that fit into their view of the world.
5. What are they proud of?
Are they family oriented? Use that in your marketing.
Are they all about business or personal success? use that in your marketing.
Are they purpose driven? Use terms that feel mission driven, that appeal to their sense of purpose and calling.
There is a wonderful book called ‘words that sell’ Get it and use it to come up with words that appeal to different people and then use that in your marketing to get people to respond. In presentations, you can use phrases like ‘Think how proud you will be when ________”
6. What are their values?
When asking questions and speaking to prospects, listen and hear their values. Because people will always try to stick to their values. How can you align your business with their values when speaking to individual prospects? Of course, you cannot be all things to all people so make sure you know your own values and what you want your business to stand for. You will automatically find that you start to attract people who align with your values anyway but I want you to be very conscious of it rather than leaving it to chance.
7. What are their goals?
Find out what their goals are. Ask them what they want and if your business can help them achieve it then share prolifically how that is the case. This is why starting all sales conversations by finding out what people want is absolutely key. A lot of the triggers mentioned above can be found out by listening and sometimes, there is a little research to be done. Be a listener to the people you want to serve.
And if you want more tips on growing your business, then pop over to RosemaryNonnyKnight.com/toolkit to get a free copy of the 7 part business growth toolkit.