Practical Sales Training™ > How to connect with your buyer > The Behind The Scenes Effect
What is it?
The Behind The Scenes Effect is all about sharing the “behind the scenes” of how your offering works with your potential buyers, to create a more meaningful relationship with them.
Why does it work?
It works because it provides an interesting insight into your offering that serves to strengthen your bond with your potential buyer. If we feel like we have access to an exclusive view of what you do, or maybe even minor flaws and imperfections, it can be endearing and appreciated.
How can you use it?
If appropriate, consider what you could share about your offering, being careful not to share sensitive information or anything that would be detrimental to your brand.
From “meet the team” pieces to pictures of things that are normally hidden to interesting “did you know” type facts and figures or how your business / offering began.
Example
A bakery could share a short video tour of the kitchen showing how their famous sourdough is made each morning, from mixing the dough at 5 AM to the first batch coming out of the oven. This behind-the-scenes look gives customers a sense of craftsmanship, care, and authenticity, making them more likely to buy.
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