NLCS

Become unforgettable in any customer meeting with ChatGPT's prompts and communication frameworks.

This Week's Digest At-A-Glance

Read time 4 minutes

✏️ Brain Booster: The power of confirmation bias, an effective strategy I leverage when I want people to say yes to my ideas more often instead of “giving my advice”

🤓 Post-Sale Breakdown: The ChatGPT Prompt for a perfect follow-up email using confirmation bias

🛠 Tool: Snipd (Get the transcript of the podcast to jump into the spot that you want. And I find AI generated chapters pretty useful too) Click the link and you can get it for free.

💡 To Ponder: How can you apply what you learned today in a real-life situation?

✏️ Brain Booster

I had to deal with the same problem over and over again.

I tried to win over customers and get their unwavering support for my ideas. Even though I thought my ideas were good, I often got answers like "Yeah, that sounds great, but..." followed by a long list of no's. I knew I had to try something different.

Sound familiar?

So one day, I got an idea for a powerful method from the interesting idea of confirmation bias: giving customers power by making them feel like they own the ideas. In today’s piece, I’ll share how I like to use confirmation bias to my advantage and get them to say yes more often.

Why?

Because in my experience, customers that feel that in control are receptive to feedback and ideas.

Here’s how I like to do it:

Client: “I know we have to train our people on this software. It’s just not a high priority.”

Me (in a low, calm voice): “Yea, I don’t want to vomit a bunch of recommendations since you guys are pretty unique (I say this even if they’re not). I know training is important to you since it means higher productivity. Any thoughts on what we do should as a first immediate step?”

Client: “I gotta get with Marc and figure it out this month”

Me: “Cool, that’s easy enough. What’s the bottleneck when it comes to training? Is there something that you’re going to chat with Marc about as far as what you guys have to overcome or solve for to make training happen?”

Client: “No, nothing crazy. I gotta talk to him, figure out our plan.”

Me (in a slight inflection): “Cool and how can I take some things off your plate? I’m here to support you, so you let me know. How can I best help so that this doesn’t fall 110% on your shoulders?”

Client: “Well, maybe you can come into the meeting and share what others have done?”

Me: “I think that’s an excellent idea. It sounds like you want to talk to Marc, and have me share some things on what other customers have done to make a game-plan which I think is really, really smart. Do have your calendar handy? We can schedule that now and I can send that out now.”  

Now, the client is fully committed to the decision.

They feel a sense of ownership, control, and interestingly, this openness will make them more receptive to my ideas in our future discussions. This demonstrates the power of confirmation bias.

Even though I was going to recommend something similar anyway, customers appreciate the feeling of being right and being one step ahead, as if they anticipated what was coming next based on subtle hints.

🤓 Post-Sale Breakdown

Get ChatGPT to write a summary email that makes it look like your clients are the ones who came up with the idea. This will make them more committed to what they told you.

By doing so:

• I don't have to keep asking, "What's the status on that?"

• Customers are actually more interested in follow-up meetings

• Since it was "their idea," they aren't likely to come up with many objections

Use this as a prompt (Zoom in if needed):

Be sure to replace the sentence that says '“you state that Marc blah blah blah” with the context from your meeting with your customer

Output (Zoom in if needed):

🛠 Tool + Resource

Snipd.com 

Podcasts are full of tactical nuggets, but finding them is a time-consuming maze. Snipd saves the day! It creates chapters, so I can skip straight to the insights I need and create snippets to save. No more vanishing knowledge or endless searches.

Oh yah, and it’s free.

💡 To Ponder (“Knowledge is nothing without action”)

How can you apply what you learned today in a real-life situation? Feel free to reply back with your thoughts.

And whenever you're ready, there are 2 ways I can help you:

1. Keep an eye out for our soon-to-be-released database of hundreds of ChatGPT prompts and templates you can use to work smarter with ChatGPT and future-proof your skills. It's affordable and expensable with your learning and development budget. Prepare to succeed as a CSM without the stress or worry by crushing your workday with ease! Basically, if you are tired of being seen as your customer's personal assistant and eager to lead while working less, this database is for you. [Coming Soon - Stay Tuned]

2. Advertisers: Promote yourself to my devoted readers. [Coming Soon - Stay Tuned]

Want to win 45 minutes of free consulting? Share this message on LinkedIn, tag me, and we'll schedule a 45-minute call to discuss whatever issue I can help you with the most. (Career, Work, CSM Strategy, Life, Get to Know Me etc)

And if you have an idea for a future issue, send 'em my way.

Until next time, happy advising

NLCS