In today’s episode:
00:04 – What’s more persuasive?
00:40 – Help people join the dots
01:02 – Ask questions that lead to results
James Schramko here with a tip about persuasion.
Join The Dots
Let me ask you, what’s more persuasive: showing a kid a picture of a zebra and saying “This is a zebra,” or showing a kid a bunch of dots, giving them a pen and saying “Join the dots?” At the end of joining the dots, the kid feels like they’ve participated in creating that zebra; they had something to do with that zebra. It’s more of a connection.
Why Joining The Dots Is More Persuasive
Helping people join the dots is what we should be doing as business owners because if that kid thinks that they created the zebra, then that zebra is more powerful and it’s more persuasive. They’ll be very proud of it. They will be a stakeholder in the success of that zebra and they created it, or they think they did.
Helping Your Customers
So how can you help your customers? Well, the easiest way to help people join dots is by asking questions. If you have a Socratic technique asking questions to help people refine themselves, that is the best way to get a result. Ask questions that lead to answers as the answers are like joining the dots.
The end picture is obvious to everybody but at least the person answering the questions feels like they’ve solved the problem themselves. And that is a more persuasive technique – the join the dots persuasion technique.
I hope you’ve enjoyed this tip. I’m James Schramko. We’ll catch up with you soon. Be sure to post your comments right below this video.
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