Understand Your Buyer > How To Get Attention > The Named Process Effect

What is it?

If your offering involves a “process” or system then you can add value, credibility and memorability by naming your process. Having a named process not only helps you and your clients to communicate more effectively, it makes something intangible more tangible and thus more valuable.

Why does it work?

It works because we only name things we care about or that have value. Having a named process implies the quality, experience and level of authority that is not present when the process has no name.

How can you use it?

Think about the systems and processes you have in your own business. Could you create a name or acronym that explains the system or process you follow?

The name of the process doesn’t have to be related to the nature of your business, but if it can be, it implies yet more authority and forethought on your behalf.

 

See also

• The Rename Effect
• Family of Names

Like this kind of stuff? Want more?

Then Practical Sales Training™ is for you…

Action focussed, affordable sales training

for entrepreneurs and small business owners.

Brought to you by James Newell