The Power of Language to Persuade
USE THIS MAGIC WORD
When you approach a prospect, try using the word “willing.” It’s the one word that changes the way people respond to requests, according to research. “Are you willing to try somewhere new?” “Are you willing to explore a new business opportunity?” This way you are not asking about their preference, but soliciting a response that probes the type of person she or he is. Are they open, rather than are they interested.
MAKE IT PERSONAL
When people receive a handwritten request with their name on it, they are 40 percent more likely to respond than without a handwritten message, according to a study from Sam Houston University. We use a LOT of digital technology, but when you hand out Success From Home, think about having a handwritten note for your prospect attached. This shows concern for them, and makes it personal. The message can be the same each time, but adding her or his name at the top and your initials at the bottom will improve your results. This is especially true for long-distance packages.
PLAY UP THE BENEFITS
Social scientists say the best way to get what you want is to focus on what the other person has to gain. You’re are trying to sell a $39.90 family membership. Avoid statements like “It is $39.90 every month,” and instead say “You receive thousands of dollars’ worth of services for less than the cost of a Starbucks coffee each day.” It’s a subtle difference, but you’re telling the prospective member what they are getting – a will, unlimited consultations, speeding tickets -- instead of what it costs.
SET THEM FREE
Before you make your approach, tell your prospect that they “may or may not be interested” or they are “free to say no.” This phrase more than doubles the likelihood they will say yes, according to researchers. By underscoring that they are in control, and have the right to refuse, you switch off their reflexive distaste for something that may seem like an obligation or imposition.
WHAT EVERY MOTHER KNOWS -- GUILT IS POWERFUL
Research from Stanford University suggests that it is uncomfortable, even awkward, for a person to turn someone down twice. That’s why people are more likely to answer “yes” to a request if they declined a previous request from the same person.
If your prospect cancelled and did not show up for a PBR or briefing, there’s a good chance they will feel too guilty to NOT say yes when you ask them again. This time, pick them up!
Also, remember that when you give the gift of Success From Home magazine or the Get Paid Daily DVD, and ask someone to review it, when you follow up, they have not, it is ok to express some disappointment, and then ask them to join you at a business briefing!
Let me conclude by discussing confidence. Confidence is a term that gets thrown around in a lot of different ways to mean a lot of different things. It’s sometimes grouped together with other qualities like self-esteem and optimism, with which there’s certainly overlap.But confidence is its own distinct quality, and is defined by the experts and scientists who study it professionally as the sense that you possess the skill and competence to successfully do a certain task — it’s having faith in your ability to make something happen. It’s not just generally feeling good about yourself, or feeling that things in life will work out, which is optimism. Instead it is a belief that specific actions will lead to specific outcomes — that if you do X, you’ll be able to get Y. When you feel confident going into a situation, it’s because you believe you have the ability to do well. So there are 2 key points. Confidence is not general, it’s specific. Just because you’re confident in your ability to succeed in one area, doesn’t mean you’re confident in all areas. And that introduces the 2nd point – preparation and practice builds confidence. Training, engaging – both Knowledge based and Activity based learning – using LMS, listening to Platinum CDs, attending briefings and Super Saturdays – these prepare and give you REAL confidence that when you approach, introduce LegalShield, you will succeed in gaining a team member and protecting a family.