Make More Design Sales By Helping Your Customers See The Future

Here’s a powerful persuasion technique that will guarantee your design business more sales once you start integrating it into your sales presentations and talk tracks.

This technique is, of course, nothing new and has been recently highlighted in Kevin Hogan’s fine book, The Science of Influence.

It involves your potential clients view of time. Simply said, By changing ones relationship to time you help them make different decisions.

As Hogan says, “Time plays a big role in people’s decision-making process. There are three fundamental ways people experience time: past, present and future.”

Now the trick is to get your clients viewpoint out of the past and present and into a rosy future.

Some examples:

Client #1: “The last time we worked with a design firm we were not happy at all with how the deliverable dates were communicated”

Design Firm: “I understand. If we can create communication plan with a simple and clear set of deliverable dates in the future would you be interested?”

Client #2: ” I’m not sure if we need a brand re-haul. We tried this 5 years ago and felt it did not make a measurable bottom-line difference”

Design Firm: “When you look out into the future 1 year from now do you see how your firm can be THE leader in the industry by distinguishing your firm with a smart, cohesive brand strategy as we have successfully accomplished for many of our clients?”

Give it a try. Use the law of time to your advantage.