For today’s question I want to ask:

When you are trying to tap into your clients emotions, if you believe that emotions are the keys to buying decisions (which is what the research tell us), is the process you are using a generalized one a one size fits all their works that everybody, or is it a specific one tailored to that particular client?

And if your answer is a generalized one, that can be a good answer under one circumstances. And that one circumstances it is you are using a specific process that gets tailored to the person individually. I do a lot of work for example with financial advisers and one of the question that I will ask them is, “what are you doing to tap into your clients compelling emotional outcomes?” and they say, “I typically talked to them about fear, what their fear of loss or fear of not hitting their financial goals or fear of not being able to retire? Or I go towards their greed.”  And these are the most contagious of all human emotions, particularly when it comes to investing people get caught up in the moment. And they get caught up in a panic, and they get caught up in agreed when one particular asset class is doing very well. But those are very generalized approaches to tapping into a client emotions.

What you want to do is understand what is the specific emotional outcome that is most important to your clients? Think about this is second, why does a client or prospect buy your particular products? And not knowing anything necessarily about what it is you sell, it is safe to say that some people buy it on price, some people buy it for convenience, some people buy it for reliability, some people may buy for various types of safety issues, some people by based on the relationship they have with you all your firm and the reliability that they perceive that to have. And probably if you were to think of 20 different people who have purchased your products or services over the course of the last year or so. There may be 15-18 or even 20 different reasons that they may have given as the main reason that they ended up doing business with you.

But let’s take it a step further! If you were to ask them how they defined price or safety or reliability or whatever that presenting outcome was. If you were to dive into their mental blueprint to really understand what it was they were trying to achieve then odds are very good, if you asked 100 different people you may get 100 different answers, or at the very least 75 or 80 different anthers of the way that they measure it.

So you can see if we are simply relying on fear or greed, or whatever the two most frequent drivers are in your particular industry. Then we are going to end up being what Zig Ziglar used to call a wandering generality, and not a meaningful specific.

One of the things that we teach in inside of MyMasterHypnotist, is how to elicit peoples specific compelling emotional outcomes and make sure we understand their blueprint, their limiting belief, there a map of the world if you will, and specifically how they define it. And the parameters they are going to use to determine whether or not those particular outcomes are being met.

So if you are either not diving in to find out your clients compelling emotional outcomes, or using a very broad based, generic, one size fits all strategy in order to double to achieve that. We have got some resources for you inside of the MyMasterHypnotist that can take your spray and pray method, your very defused flash flight and turn it into a sharp shooters ability to hit the target and make your presentation a lot more meaningful, a lot more specific and the best benefit of all a lot more compelling and irresistible in the only place that it really matters, the mind of your client or prospect.

So hopefully we will see you inside checking out some of those resources at MyMasterHypnotist.com! We will see you on a future video