How do you get somebody to do what you want them to?
You can just ask of course. That will work with some people. A more successful approach though is to appeal to their human nature. Show what’s in it for them.
We are simple creatures really. Scott Adams of Dilbert fame calls us “moist robots”. As accurate a description as any!
Press the right buttons and you get a predictable, automatic reaction.
Although we like to think of ourselves as sophisticated, intelligent and evolved, at our core we are not all that distant from the chimps. Deep down any human being shares the same drives, needs, desires.
Look how many ads sell based on greed, lust and fear. Why? It works. As the saying goes, sex sells.
This is not to say you should have nude bodies draped around your plumbing supplies, or a breathy, alluring on-hold voice. Rather, find out what the basic instinct is behind your prospect’s interest and work with it rather than against it.
For example does your prospect want a job promotion for the money, power or to impress the opposite sex? Do they want more money out of fear of debt, or to acquire lots of nice things? You can see how if you get this wrong then you are talking to an entirely different market.
Get it right, well you have found the correct button to press to get that predictable, automatic reaction.
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