Getting Your Prospects' Attention: Create A Character
Getting Your Prospects' Attention: Create A Character
You’ve talked to your prospect for a couple of minutes. They like what you have to offer, but how do you get them hooked on your service? Creating a character can help.
A fictional character is an imaginary person or being which possesses human-like qualities or characteristics and is usually the protagonist of a work of fiction.
Developing a persona will get the customer more invested in what they are trying to understand and ultimately buy from you. Imagine they are going through this process and using the skills you offer in their job, life, etc.
Here is what you can and should do:
When we are talking about creating a character for a prospect, we are most often referring to a fictional character in the form of a fictional novel. In fact, every time you talk to someone, you also create an imaginary character. The conversation will take place between one imaginary and an other: the person who wants your product or service and that imaginary figure that represents yourself.
"The Imaginary Advantage" by Simon Sinek is filled with examples of people who use this concept in their work life. Listen to his amazing TED Talk on this subject here .
This is the first step to creating a relationship with your prospects. You have to connect on an even deeper level than what you are selling. The character you create must reflect who you are as a person and who you want to be as a prospect.
Here is an example if you're not familiar with this concept: The other day, I was called out of the blue from a company in India wanting me to help one of their clients get started by building an online presence for his business. During our conversation, I was asking him about himself. I asked, "So what do you do? What are your business and personal life like?"
I was able to create a character based on his answers. I then used the questions he answered to further help me build my character:
I'm sure you can think of more characteristics and questions to ask that will help create a strong character. This is why you want to keep in mind what it is that you want this prospect to take away from your conversations with them. So, use these questions to help create your character.
During each conversation, take notes on the questions you ask about the prospect. Then, before you begin your next call, write down the answers you get back.
Proprioceptive Thinking: The Buyer's Conditioning And Motivation To Action Is Affected By Your Conversations
Why You Should Use Proprioceptive Thinking In Your Selling Strategies
Proprioceptive thinking is a type of mind or active listening that involves toying with our imagination through developing "what if" scenarios . This can help us see things from a prospective buyer's point of view. This is where we are able to have conversations that are not directly about what we are selling.
Here is an example:
I am coaching a young business owner who is growing his company. We are having an ongoing conversation about strategies for marketing and increasing sales. After having some productive conversations, we take a break. He comes back in a couple of hours and we initiate with, "So how's it going today? What's new?" I'm able to talk to him about my last calls and how he can best use the information he gathered from me to continue growing his business.
We are able to have a more productive and purposeful conversation.
How Can You Use This In Your Selling LIfestyle?
Compound the conversations where you gather information from your prospect or customer. You should use them as "starting points" or "break point," as they are going to answer your questions anyway. You should use them to continue the conversation and elaborate on what you have already discussed with your prospect. Asking questions that help get the prospect thinking about their business, their challenges, their goals can be valuable during this time. This is where we are able to have conversations that allow us to see things from another person's perspective.
Conclusion
We all have different personalities and the way we present ourselves, the way we use our time and money, and the way we interact with other people are all shaped by our personality traits. We all have different motivations for buying. Asking a question during a sales conversation can also be viewed from a prospective customer's perspective. It can help you understand their mindset and potential future buying habits your product or service offering may affect if you decide to work with them. This can be a huge benefit when selling to prospects in customer service, sales, etc., as it will help you identify in these areas where you need to develop further skills to connect with your prospects.