Hi It’s Michael,
Welcome to this week’s M5!
If you have children, you may have had the experience of your child asking if you were having a good day, then once you said yes, they asked you to buy them something.
Children instinctively know the power of a micro yes, which can also take the form of a micro commitment.
I learned the technique from old school salespeople. The idea is to get a yes answer to every question you pose.
Are you having a good day?
You have a few minutes for me to show you my product, right?
I understand you want to save money?
And you want to choose the best product, correct?
With all the benefits my product offers, and the affordable price it’s clear to see why we are #1, don’t you agree?
Since my product is obviously a perfect fit for your company, and will meet all of your needs, if you just sign right here I can have that installed on Monday, sound good?
As silly as that sounds, people become ingrained with their responses, and like robots, they continue the “yes” pattern.
While you may not think you would do it, it is statistically proven to work. This simple technique increases close rates by 27%.
Salespeople now days are hesitant to use this technique, but If I can be honest, they should.
You are not going to close someone who doesn’t want or need your product. You can’t sell ice to Inuits.
It’s not manipulative to give people what they want. And helping them realize that they want and need your product is what a salesperson’s job actually is.
This technique is used much more often on the Internet.
When we track, we track the micro commitments that people make when they interact with our Internet properties.
When they click a facebook ad, like your page, come to your site, sign-up for your newsletter, download an ebook… those are all forms of micro yesses, or micro commitments that add up psychologically.
Most experts are calling it “engagement” now, but it’s really micro commitments.
As your viewers “engage” with you they are learning more and more about you and your company. They are building a psychological force within that equates to a type of gravity for your company.
As people interact with your website, information, and employees, they will develop a bond and “yes” their way to becoming a customer.
That’s this week’s M5!