Have you ever spoken to someone in the past who was really drawn to what you were saying? Like you were just talking and they couldn’t help but to keep nodding their head and saying words like “yeah”, “uh-huh”, “then what happened”. When you are getting eager reactions such as those from your listeners, doesn’t that give you some kind of signal that what you are saying is very interesting or compelling? Well what about the opposite? Your talking and your listener gives you little or nothing to work with. Especially if you are trying to sell this person on some kind of idea or product, and all they are doing is looking your straight in the eye with no expression. Has that ever happened to you?
Energy and Enthusiasm
Besides the technique I am about to teach you, having energy and enthusiasm when you speak makes a world of difference. Many times, it’s not what you say but how you say it. This is hard to convey through text, but let’s say you are telling someone about a party.
“Hey man, there’s a party this weekend, you should come…”
“Hey man! There’s this awesome party this weekend! You gotta be there!!”
Practically the same words but said differently can be the difference to whether that person comes to the part or not. Now to take your communication to the next level.
Tie downs are small phrases or brief sentences you use after you say something that gives opportunities of interaction to your listener.
“Hey man! There’s this awesome party this weekend! You gotta be there!!” You love parties don’t you!?
Now when I added a tie down to this sentence, not only do you gain interaction from your listener, but the tie down you use specifically correlates with what you just said. This is actually done on purpose. The agreement can be in the form of a verbal response (“yes”, “of course”, “sure”), a head nod, or even attentive silence.
In a sales scenario:
“Bud, this tie looks great with your suit. It shows the type of professionalism that’s required to be successful in a job like yours. You want to look professional, don’t you?”
So if the client says “no”, they are saying “no” to looking professional. This is why they will most likely say “yes” to the question. By saying “yes” to this question, they are also assumed to purchase the product. The best part about this is that it gives you the leverage to handle their objection if they say “no” to your close.
Client: “no, I don’t want it…”
You: “Bud, professionalism in your job is what helps in your success, isn’t it?
You: “Well, that’s exactly why you need to get this tie. Let me ring you up. Did you want to do cash or credit.”
Implanting an Embedded Command
Tie downs are also a way to focus attention on the question form of your statements instead of the embedded commands the statements contain.
“You can see the power of this, can’t you?”
It leaves the listener caught trying to answer the question while the suggestion/command ‘see the power’ slips into the subconscious.
A Less Aggressive ApproachHere is an example given to me by one of my readers (Andrew):
If our company could save you $300 per year on your domestic budget, how do you think that you would spend it?
Tie Downs for Bloggers
Since many of you are bloggers or people becoming bloggers, I figured I should show you the power of tie downs in Blogs. As I stated before, tie downs do not necessarily have to mean a verbal “yes”, in fact it can just be something one says internally. When you want to draw someone into a conversation, you ask them a question or something that allows them to participate.
Many bloggers naturally use questions toward the end of their blog when asking for their readers opinion on what they just wrote about or something along the lines to that. However, if they started using tie downs throughout their post, they would get more user interaction. Something as simple as a statement followed by a tied down throughout your post can help do this.
Have you ever read a long run-on statement that lost your attention? Sometimes even the best blog posts can be slightly modified with a few tie downs and make a world of difference. Tie downs give the reader subconscious cues to be ‘involved’. With the feeling of involvement comes participation. With participation, you will get more action on your blog. Whether it be products or services your selling or just getting people to click your ads, the more tie downs you use, the more active users you will begin to notice.