"Make sure you include more than this..."

Hello  


 

Over the years you and I have been exposed to so many
ideas on the art and science of persuasion – haven’t we?

And it’s true…

Every conversation we have has a ‘persuasion’ element to
it. Whether we’re convincing ourselves to get up in the
morning – or attempting to persuade a client as to the
merits of the latest ‘thingy’.

And yet…

There’s a bit of persuasion ‘stuff’ often left unsaid despite
the fact it’s one of the most convincing parts of any discussion,
argument or exchange.

And it’s making sure we clearly explain NOT ONLY the benefit,
but – the BENEFIT OF THE BENEFIT!

Yes!

It’s all very well telling someone the new gadget they buy from
us will make them more money…

BUT: what will the money do for them?

It’s all very well saying the customer will have more ‘time’
not really possible as you and I know – but let’s use it for now;
more time…

BUT: what will more time do for them?

You see…

Whenever we leave it to a customer or client or even a
patient for that matter – to work out for themselves how
they’ll benefit from the benefit – chances are they won’t.

And when they don’t they won’t get the full emotional
impact of the potential in store for them.

To make it easy…

For people to buy – make it easy to understand the true
benefit of the benefit – that’s what people buy.

It isn’t the money – it’s the feelings of security or pride
and so much more.

It isn’t time – it’s the connection with people and places
in that time – the feelings associated.

It might be worth…

Listing all your products and service benefits and then
alongside add the benefits of those benefits – make sense?

Go on then!

P.S. Just think of all the extra respect you get from people just because you know and apply all the ideas you pick up from reading or listening to tgiMondays

P.P.S. comments, thoughts, ideas, puzzles or laughter to: peter@tgimondays.com

Please follow me...