Tuesday, November 30, 2010

Don´t talk just about yourself on dates - or in your marketing

People who go on dates and try to score by talking about how fabulous they are seldom get a second date. You are much better off by listening and asking questions, putting the light on the other person. The same goes for brands.

A study presented in the book “Influence - The psychology of persuasion” by Robert Cialdini, showed the importance of asking and listening to your customers. Some residents were called up and asked to accept that people from a charity would come to their house to sell cookies. When the callers just asked in a neutral way, 18 percent said yes to the request, but when the caller started out by asking “How are you feeling this evening?” and waited for the response before going into the actual sales pitch, 32 percent said yes! They were also twice as likely to purchase cookies.  

To care can be to really see your customers´ needs – which is not always ‘cookies’. According  to Dale Carnegie, three out of four of all the people we will ever meet are hungry and thirsty for sympathy. “Give it to them, and they will love you.”

My book Love Branding is filled with these kind of eye- and heart-opening studies.
And for Love advice... check http://www.thelovecoach.info/ or www.youtube.com/carolinlovecoach

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