It may seem that recommending something to other people is a cakewalk. Yes, perhaps, but a successful recommendation requires effort, talent, and knowledge of how to communicate with people.
Today, the two antagonists are under our microscope: logics and emotions.
In everyday life, we do not divide our communication into logical and emotional, because up to 90% of the information we receive and pass every day are mixed.
What are they like?
Emotional interaction is the foundation of social communication. We often talk to each other without large informational traffic: "How are you? Good morning. Bless you! "
So, communication takes place, and the exchange of data does not. Logical communication in its purest form is not as common in real life and is associated with professional activities.
What is more important for a potential customer?
Many businessmen believe that potential customers are guided by emotions and use logics to "prop up the foundation" of their decisions. Others say that a business presentation should be based on facts and only facts, because truth and credibility is their basis and numbers don’t lie.
However, the main thing is balance. No one will appreciate a presentation overburdened with facts and figures while the benefits of the business will still be left under a veil of secrecy. Similarly, no one is interested in performance based on fiery proclamations without any informative and truthful basis.
How to set priorities?
People like listening to success stories about the rewarding use of the promoted product. It would rather be your personal story so that you could be a living example of your words. Tell how the company’s product has allowed you to achieve good results, and in order to give weight to your words add some specifics: how many customers around the world are already using the company's services, how many countries the business expands to, what are the speed and volume of product sales.
Where to start with and where to lead a potential customer?
Note: at the beginning of the conversation, customers are usually very logical and emotionally bound, but in the course of the conversation the emotional component comes to the fore. Therefore the following issues are very important:
- Gradually "step up" the emotional impact on the audience,
- Get interested in customer's problems, seek solutions to resolve them
- Don’t ‘attack’ a potential customer with too many logical arguments
- Gradually lead a customer from the properly selected factual information to a personal story and strengthened emotional background
Be harmonious, be financially independent, be happy!
Read more tips here:
How to break the ice with a client at the first meeting?
How to be yourself, believe in yourself and achieve success in business