6 Shortcuts to persuade a client

I always liked Robert Cialdini and his Science of Persuation .
Since i am “on topic” with the Clients for my startup Médcial&Services, i am doing some research and i am glad i ran by chance in a short video explaining how to mentally a quick set up for your client. The topic is not new, but it feels good a scientific explains it to you.

Do you want a Client? Do you want to persuade him that is good doing business with you? Here are some shortcuts

  1. The Client understands is a win-win situation, a reciprocity . You get the contract and he wins … (fill the gaps) . Behind is the Obligation to Give when you Receive.
  2. You are a scarce resource, your time, your product – if not, he can buy whenever he wants from China. Behind is people wanting more of what they have less.
  3. You are an Authority, you are specialized, you know what you sell; people follow the Credible, Knowledgeable, Experts.
  4. You have Consistency , that way in which a substance holds together; thickness or viscosity . People are looking for commitments that can be made.
  5. The Reciprocity in step 1 could be an empathy, he likes you or your company. Or the Client Likes your Product (even better), to the stage he Loves your product. We like people similar to us, people who pay us compliments, people who cooperate.
  6. Finally is about Consensus, meaning the two Understand what is to give and what is to be given. People look what others do to inspire.

See video here

My Conclusions

A – GIVE Things to your Clients. Tell them what and why YOU GIVE. Be the first you give a Personalized and Unexpected.
B – Show the Benefits, the Unique and what they have to Lose
C – Be an Expert (build your e-Reputation)
D – Sell things that you can make
E – Activate your mirror neurons with your Client
F – Examples of what your other Clients are doing (online)

Steve Jobs’s Rule Code

They say there are Steve Jobs’s rules and pathlines, but i believe there is a little in everyone of us. This (can be) is the businessman pathline. So you can use daily:

  • Emotion. Pitch with passion. People can be influenced by strong displays of emotion.
  • Honesty. Being brutally honest will help you build a strong following
  • Dilligence. Work hard, and others will respect you. Respect is a crucial first step to getting what you want.
  • Seduction. Disarm people with seduction and flattery.
  • Manipulation. Claim all the good ideas are yours — and if you’re reversing your position, get behind the new idea with full force. Memories of the past can be easily manipulated.
  • Decision. Make decisions quickly and definitively. You can (usually) always change things later.
  • Reaction. Don’t wait to fix problems. Fix them now.
  • Power to ignore. There are two ways to deal with problematic people: Either address them head on … … Or “follow the line of least involvement” and ignore them entirely.
  • Opportunity. Strike when the iron’s hot, and strike hard.
  • Risk. When you have leverage, use it.
  • Perfection. Demand perfection, and don’t settle for anything less.

source

Comment développer vos ventes?

En effet …. comment développer vos ventes à partir de vos fichiers prospects/clients ? c’était au LMT, atelier animé par Patricia Domingo (Level UP).

Quelles que soient la taille et l’activité de votre entreprise, vous collectez et générez une masse importante d’informations, tout particulièrement dans le domaine commercial : clients potentiels, prospects, abonnés, clients, prescripteurs, devis, cartes de fidélité, et ventes. C’est l’une de vos principales richesses. Elle est essentielle pour le développement de votre entreprise.
Imaginez pouvoir transformer ces informations en données, les analyser et améliorer significativement votre performance commerciale. Venez découvrir le pouvoir des fichiers prospects/clients.

Que-est-ce que j’ai retenu:

  • 4 étapes quand nous parlons d’un client: Conquérir + Développer + Rentabiliser + Fidéliser (CDRF)
  • 3 états de vente : Conquête, Intensité, Fidélisation
  • Les Clients sont informés ! Ils ne sont pas Fidélisés, ils ont une Intensité d’Achat qu’il faut spéculer
  • Comment ? 1 – Fait une offre irrésistible 2 Accompagne un plan d’actions 3 Fait les entretiens de vente 
  • La vente, c’est un métier
  • Objectif – Influencer positivement le comportement de vos clients et futurs clients
  • C’est mieux d’exploiter les clients existants
  • Suivre la trame Prescripteurs / Prospects / Clients
  • 4 types de potentiels clients – Cible Nulle / Faible / Intéressante / Prioritaire
  • indicateurs de mesure devis / ventes / % modifications d’activité
  • La STRATÉGIE de ventes comprends L’objectif CDRF , La Cible, le périmètre géographique, la temporalité, il y a un chiffrage derrière

 

Les OBJECTIFS

  • Comprendre la réalité actuelle de la commercialisation
    · Évaluer votre niveau de maîtrise et d’analyse de vos données commerciales
    · Identifier vos pistes d’amélioration les plus rentables
    · Évaluer vos gains si amélioration
    · Découvrir les évolutions de la commercialisation enjeux de la maîtrise et de l’analyse de vos données commerciales
    · Apprendre une méthodologie pour la mise en place de fichiers prospects/clients-CRM
    · Établir un processus d’analyse des données pour rendre votre stratégie marketing et
    vos actions commerciales plus efficaces.

BONUS Clients : La base des données des entreprises en France

Cartoons are more “shareable” online

More People Will Tweet a Post With a Cartoon Than a Photo, that’s a fact.

According to some, cartoons were preferred because they seemed informal and added more content interest than stock photos.

How to use cartoons without violating copyrights 

As with any image you use, make sure you have the proper rights to use it.  Cartoons and stock images — like all original works — are automatically protected by copyright from the moment they are created. It doesn’t matter whether they have a copyright notice on them or not.  Copyright law in most countries does not require a copyright notice.

Many social media managers rely on stock photos to add interest and punch to their blogs and other online content.  However, research shows that cartoons are much a more powerful option in terms of engagement and sharing.  In that study 90% agreed they would prefer to share the content containing cartoons. (see original)

How about Infographics and Visual Assets ? The latest are more valuable

Think about SEO Pyramid