Episode 71 - Would your client vote Yes for you?

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 71, How do you get your client to vote Yes for you? 

 

Understanding the Six Laws of Persuasion can help you perhaps persuade your customers to say yes to you versus your competitor.

Law of Reciprocity

People try to repay what they have received from others. If someone gives you something you want, you will want to reciprocate because you feel obligated now.  What can you give your customer today to get them to say yes to you? If they are a current client, is there other value-added you can provide to them? Is there market research that could be valuable to them? Is there a creative idea that could enhance their operation? Something as simple as dropping lunch off to their team may have them leaning your way.

Law of Commitment 

Commitment to a decision is usually easier to increase than it is to abandon. This is why salespeople attempt to get customers to agree with them multiple times; after saying "yes" repeatedly, it is almost impossible to say "no" when it is time for the close. So what can you do to keep your clients saying Yes and committing to you? What can you include in your proposal or program that has them making a long term commitment? You have provided to much value that doing business with you is a Yes vote.

Law of Liking

In business, the old adage "opposites attract" does not hold true when influencing and Persuasion. When you like someone or believe that they are "just like you," you are more inclined to want to work with them. Successful salespeople work hard to establish rapport, demonstrating how similar they are to the customer. They explore their background, noting the similarities to their own. We went to the same high school or college. We use LinkedIn and Facebook to see what friends we have in common. The Law of Liking is the key to your next referral because we know people like to do business with those they know!

Law of Scarcity

If there is a limited supply of an item and only a few are left, it must be good or popular, which is what the law of scarcity suggests. If something you want becomes "the last one available," you tend to feel like you have to act immediately or you might miss out. After all, the limited supply must mean that others are buying it, and delaying might mean you won't be able to get it again anytime soon or maybe never again. This is the fear of losing out. So what can you offer? Is there a specific program that you can position is only available for a limited time. Or a unique incentive program that you can provide for a limited time.

Law of Authority

The best marketing campaigns count on authority law when using celebrity endorsements or "expert" testimonials. When people you admire promote a product or service, you may think, "If it's good enough for them, then it's good enough for me." If you use it, you may become more like them " Younger looking, wealthier, and more famous. Is there someone that has more authority or influence that would matter to your customers? It could be someone in their industry that they respect.

 

Law of Social Proof

Some of the best masters of Persuasion's art in negotiation are highly successful salespeople who do their best to make the sale and meet their buyers' needs. Another way to show social proof is to share case studies of your clients who have successfully worked with you. Create one or two personal recommendations you can share with clients you are trying to win their business.

 

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