Frank Luntz Part 4

Here are the last three of Frank Luntz's rules for communication.

#8 Visualize--I would describe this as painting word pictures. Describe to the customer exactly what will happen if they accept your program. I like the word "Imagine." "Imagine how pleased new customers will be when they come in with these coupons and see your business for the first time."

#9 Ask A Question--Questions make people think. "This will attract new clients" is not nearly effective as saying "What kind of clients do you think this offer will attract?"

#10 Provide Context & Relevance--When you make a recommendation or ask questions include references to things that are going in their industry or market. "Mr. Customer I know the new shopping center down the block will bring a lot of business into the neighborhood. I have a program that will help you capture some of those new dollars."

Again I recommend Frank Luntz's books for anyone in the communications business.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Frank Luntz Part 2

Yesterday I shared several of communications expert Frank Luntz's rules for getting you point across. Here are several more of his "10 Rules"

Rule #3 Credibility is as important as philosophy
Rule #4 Consistency matters
This two rules are simply about doing what you say and saying what you do. By being scrupulously honest and deliver a consistent message. You must first convince a customer of your credibility before you can convince them of anything else.

Rule #5 Novelty Offer Something New
Visiting a customer over and over saying the same thing is virtually useless. Customers will tune you out unless you have new to say. If you bring fresh new ideas or information the customer will have a reason to listen to you.

Keep Smiling, Keep Selling!

Thanks Jim Busch