027 The Invisible Touch – Perception Is Reality
What Is Satisfaction
I could share with you some scientific studies to prove my points. I could tell you about sugar pills delivering the same results in patients as the high-cost medicine. I could share with you stories of how some of my clients are really pleased with me, based mostly on their perception of what is good.
But since perception is REALITY, let's just talk about that instead.
We See What We Look For
My wife is a "white-knuckle" passenger in a car. She reaches for the dashboard if she sees brake lights from cars even half a block away. She grips the padded door handle or grips her knees when she feels a car is stopping faster than we are.
And here's the interesting thing: sometimes I can be going 65 miles an hour and that is fine; but 45 miles an hour is too fast (on the same road under similar conditions). When she's uncomfortable, her reality is that 45 is "too fast" and she's quick to tell me.
In my photography business, a client (father of the bride) was ordering some reprints from me and was a bit disturbed by the high prices I charge. However, when I reminded him about the artistic work I do on these images AND that he paid the same price for reprints of his son's Bar Mitzvah images about a year early, he had no problem with it.
So I have to assume that his "reality" was that now that the knew these two points and knew that he wasn't being "ripped off," everything was fine. In fact, he ordered MORE work from me, even at those prices.
WHAT Are We Providing Our Clients?
I had two consulting calls this week and the information I gave was surprisingly similar to each of my clients: I told them that they were not selling the financial service nor the stock nor the life insurance policy… they were selling what these things can DO for their clients.
They have to convey to their clients the RESULT, not the means.
I have a large foundation as a client and they were selling wills, trusts, and legal documents to their donors instead of grabbing people by the heart and showing them what their clients were most interested in: what their money could DO for them.
We Sell What We Show – So Do It With Passion
Our clients look to us to TELL them what to do. They come to us because we are the experts and they want our thoughts. And once they are comfortable with us, they will listen (well, usually!).
So tell them.
Show them exactly what you want them to do.
And tell them when they do it, they will be happy, satisfied, feeling that they've done the right thing.
Your job is to show the outcome and show your client how to be happy, see that future, LIVE in that future that you describe.
Your enthusiasm will help build THEIR enthusiasm… and they'll be more happy with the results simply because they FEEL that they are happier.
Best,
Charlie Seymour Jr
Blogging, Podcasting, Consulting
The Invisible Touch – A Marketing Blog Series By Charles Seymour Jr
For The Index, Click Here!
PS: You can find me here:
http://twitter.com/UltimateWAHDads
http://facebook.com/CharlesSeymourJr
http://www.linkedin.com/in/charlesseymourjr
PPS: Do you have trouble writing? Turn Your Words Into Gold – Go Here To Learn More! NOW is the time to start.
Follow Charlie Seymour Jr On Twitter!
Keep this with this article, please:
Charlie Seymour Jr is an entrepreneurial evangelist and marketing-success coach helping individuals and companies (up to $100MM) explode their success through online and direct-response marketing. He specializes in blogging, podcasting, photography, video, and Facebook applications. Visit his blog at http://bit.ly/24eYTO to learn more about his successes.
Friends, if you like this post, please leave a comment, join our email list to get updates sent to you, and retweet it. And I've made it easy to retweet – just click on the icon below. Thanks!
Fallacies of Marketing
027 The Invisible Touch – Perception Is Reality
What We’re Writing – Recent Posts
- 093 The Invisible Touch – The Eight Keys to Lasting RelationshipsThe Eighth Key: Passion We've reached the end of this blog series: The Invisible Touch (patterned after the terrific book by Harry Beckwith). And what a great way to end it: talking about passion. Read more on 093 The Invisible Touch – The Eight Keys to Lasting Relationships… […]
- 092 The Invisible Touch – The Eight Keys to Lasting RelationshipsThe Seventh Key: Magic Words We each have our list of magic words that propel us in life, business, our family… hey, everywhere. Here is my list of those important words: Read more on 092 The Invisible Touch – The Eight Keys to Lasting Relationships… […]
- 091 The Invisible Touch – The Eight Keys to Lasting Relationships – Completeness Makes A HUGE DifferenceThe Sixth Key: Completeness Years ago when I first worked with my very close associate, Cheryl, she said something to me that I never forgot. I’ll tell you that in a minute. First some background. Read more on 091 The Invisible Touch – The Eight Keys to Lasting Relationships – Completeness Makes A HUGE Difference… […]
- 091 The Invisible Touch – The Eight Keys to Lasting Relationships – CompletenessThe Sixth Key: Completeness Have you ever noticed that when you ask for things from a restaurant and EVERY little detail is attended to how impressed you are with the place? Read more on 091 The Invisible Touch – The Eight Keys to Lasting Relationships – Completeness… […]
- 090 The Invisible Touch – The Eight Keys to Lasting Relationships – SacrificeThe Fifth Key: Your Clients’ Sacrifices OK… so you busted your butt for your client but you get the feeling she just isn’t satisfied. Why does that “crazy person” act like that anyway? Read more on 090 The Invisible Touch – The Eight Keys to Lasting Relationships – Sacrifice… […]
- 089 The Invisible Touch – The Eight Keys to Lasting Relationships – SacrificeThe Fifth Key: Sacrifice People want to work with us when they trust us. People are glued to us forever when they see the sacrifice we incur for them. When you promise something, deliver it. Don’t promise something you don’t think you can deliver, because people will no longer trust you to get it done. Read more on 089 The Invisible Touch – The Eight Keys to […]
- 088 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent ExpertiseThe Fourth Key: Relationships – Get To It When you produce marketing materials, don’t “bury the lead.” Here’s what I mean. Don’t wait to tell your prospects/clients/customers/patients why they should work with you. Say it early and make it clear. Read more on 088 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent Expertise… […]
- 087 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent ExpertiseThe Fourth Key: Relationships – Communicating Your Special Expertise Little did I know when I started this blog (with the intent that I’d finish with a complete book of my own) that Dr. Marc Kossmann and I would begin PersonalSuccess Marketing together (PersonalSuccessMarketing.com). Read more on 087 The Invisible Touch – The Eight Keys to Lasting Relationsh […]
- 086 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent ExpertiseThe Fourth Key: Relationships – Communicating Your Special Expertise When I sold investment real estate (along the East Coast of the USA) I specialized in major office towers, large apartment complexes, and life care centers. Read more on 086 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent Expertise… […]
- 085 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent ExpertiseThe Fourth Key: Relationships – Words For years I’ve been comfortable with words: speaking, writing, broadcasting, even singing. But not everyone is. Have you ever received an email from some one and wondered what the sender’s first language was? Read more on 085 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent Expertise… […]
- 084 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent ExpertiseThe Fourth Key: Relationships – You Only THINK You’re Being Clear “So… was that clear?” “Oh yes,” says the prospect, not wanting to admit she had NO idea what was just said. And even when she DID know what was just said, the salesman asking “was that clear” really only gets a reply that says “what I understood was clear to me the way I heard it… but maybe no […]
- 083 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent ExpertiseThe Fourth Key: Relationships – The Power of Clarity Have you ever had a chat with someone and walked away and said, “HUH?!!” If that were your client walking away, you just missed a sale. Read more on 083 The Invisible Touch – The Eight Keys to Lasting Relationships – Apparent Expertise… […]
Filed under Blog, Invisible Touch by Charlie Seymour Jr
Follow Us In Your Reader
Subscribe to this site's RSS feed.
