More Awareness Frames

You are probably already aware that this newsletter is for the true professional.  The type of high end sales professional that is used to dealing with intelligent people.  The kind of winner that is committed to excellence in all facets of their career.  As you read through these chapters you may have begun to realize that your income grows in direct proportion to the level of training that you invest in yourself.  Take the opportunity to notice now, that it is time for more education. 

Awareness Frames are some of our favorite patterns.  As we will show in this chapter, they work in both conversational persuasion as well as in your print marketing campaigns.  

“YOU MAY ALREADY BE AWARE __________________”

It is one thing to tell you something.  After all, if a sales person tells you something, isn’t it true that you tend to doubt it?  Awareness frames remove that doubt because they are not telling you anything, merely asking if you are aware of them.  Then again, by asking if you are aware, it takes away the opportunity to ask if it is true.  

“You may already be aware that this product will save you hundreds of dollars each year.”

“You may already be aware that that our company has been in business for almost 50 years.”

It’s funny how our unconscious mind processes that statement.  We can’t help but to evaluate whether or not we are indeed aware that the product will save us money.  The unconscious mind spits back one of two answers.  

1. Yes, I was aware that the product will save me hundreds of dollars each year.
2. No, I was not aware that the product will save me hundreds of dollars each year. 

In both cases, the unconscious mind accepts that the product will save us money.  We just were not yet aware of it, that’s all.   

Here are some more frames that are outstanding:

“YOU PROBABLY ALREADY KNOW__________________”

Same thing here.  The unconscious mind does not evaluate what comes after the awareness frame.  It is too busy evaluating if it already knew something.  

“You probably already know that our company has thousands of satisfied customers.”

The mind is left saying either yes I did know that or no, I was not aware of that fact.  Either way it is a fact!   This is HUGE!  

“AS WE ___________ YOU MAY BEGIN TO REALIZE______________?”

I am not telling you anything, simply suggesting that you may begin to realize something that is clearly a foregone conclusion.

“As we read through this prospectus you may begin to realize that this is the safest and smartest investment for you and your family.”

“As we continue this conversation you may begin to realize that we have more in common than originally thought.”

“As we continue to have drinks together you may begin to realize that there is an abundance of chemistry between us.”

How cool is that?  It leaves it up to the person we are persuading to realize something.  This is non-intrusive and flows off the tongue in a way that helps gently guide the prospect to the right conclusion.

“YOU MAY ALREADY HAVE BEGUN TO REALIZE ________________”

Ah, we are going through our presentation and now Mr. Prospect you may have already begun to realize something.  If not, don’t worry.  You will get it sooner or later.  

“You may already have begun to realize that we really take care of our clients.”

“You may already have begun to realize that protecting your family is the most noble use of your hard earned income.”

“You may already have begun to realize that this model is the best choice for your companies needs.”

Everyday people get up and go out and try to persuade others to their way of thinking.  At this point we have a choice, communicate like a professional, or mutter out some generic ramblings.  Be a pro, not a hack!

Hack:  “We have thousands of satisfied customers.”

Unconscious response:  Maybe you do, maybe you don’t

The right way:

Professional Influencer:  “You may already be aware that we have thousands of satisfied customers.”

Unconscious response:  I was not yet aware of that fact.

Hack:  “We outsell the competition by 3 to 1”

Unconscious response:  Maybe you do, maybe you don’t

The right way:

Professional Influencer:  “As you did your research you probably noticed that we outsell our competition by 3 to 1.”

Unconscious response:  I did not notice the fact that you outsell your competition 3 to 1.

Hack:  “If you listen to me I will show you that our service is the highest rated in the world.”

Unconscious response:  Maybe you will try and show that to me, that does not mean it is true.

The right way:

Professional Influencer:  “As we go through my presentation you may begin to realize that our service is the highest rated in the world.”

Unconscious response:  I might notice that fact.  Or I might not (either way, it is a fact).

Hack:  “So do you want to buy it? The down payment is...”

Unconscious response:  Not really sure, I know that I do not like being pushed into something I do not want to do.

The right way:

Professional Influencer:  “You may have already begun to realize that this is something you want to own.  How would you like to handle the down?”

Unconscious response:  I do want to own it, lets focus on if I can afford it. 

PERSUASION IN PRINT

One of our clients sells junk on EBAY.  When we say junk, we really mean it.  They go around to garage sales and buy up all the stuff that nobody else wants.  They sell old torn t-shirts, broken appliances and other seemingly unsellable items.  They do not get much for them but they sell a lot of volume.  

They hired us to look at the way they wrote their sales copy.  After researching various ways to present their (cough) items, we installed several awareness frames.  In doing so we created a template that would allow them to just plug in whatever product they were trying to auction off.  According to them, they saw a 17% increase is sales and a 39% increase in sales price.  This all goes to say that they got more bids and this drove the price of their items up significantly.  

The Professional Influence system works in print media as well as conversationally.  

Now that you too are armed with this powerful tool, it's time to influence like never before!  Enjoy.