Amplify your credibility with this technique
How can you use a really quick narrative to prove your credibility or that of your service or product?
Decisions are made with data but people act because of emotion. Your prospects and clients may have seen your product or service but that’s not what’s going to convince them to pay for it.
And if you think Senior Leaders know how great you are, think again.
I know: your competency should echo up the echelons but it doesn’t.
Here’s a structure that can be pulled out the bag when you:
- need to bring a new way of acting to your clients;
- need to convince a team need to change the way they’re functioning;
- propose a service or upsell to a prospect or client;
- have a limited time to make a suggestions to Senior Management.
No need for plot lines and protagonists with the….Felt / Found / Feel / technique.
It’s a narrative simple to construct and quick to convey, which won’t sound like you’re bragging.
You find a similar role model or situation as the person you’re talking to and use their experience as what Robert Cialdini, author of the ‘Influence: Science and Practice’ terms ‘social proof’.
‘Social Proof’ is the psychological phenomenon that we’re motivated to act in the same way as those we admire or relate to.
How it looks
Let’s say you’re speaking to a client who’s reticent that your Enterprise Management System is for them.
“Our client at scorerite.com felt totally confused with all their systems. They weren’t linking up so different departments were unknowingly duplicating work unnecessarily.
They found that using our Enterprise Management System not only freed up their time but streamlined processes, helping them to save money.
HR says that employee satisfaction rates have never been higher. People feel more in control of systems, less stressed and have the ability to work on career progression.”
Even if your communication is in email, you can use the felt / found / feel to persuade others.
Your Action Steps
1. Make a note of a situation when you think that social proof may be necessary to convince someone.
2. Tap into your diary the felt / found / feel technique so you remember to use it in that conversation.
Want help to tell your story? Struggling with team or individual pitching? Find some of the solutions here then get in touch for a free 15 minute Discovery Call.