Understand Your Buyer > How To Engage > The Definition Effect
What is it?
Why does it work?
It works because even if there is an “actual” definition for the words you are using, by having your own, simplified and modified definition, you can not only reassure your buyer that you know what you are talking about, but also ensure they understand.
An example of this would be the definition of a Clear Sales Message™:
“It’s all about explaining what you do, why that matters to your clients and why they should choose you over the competition.”
It doesn’t have to be a direct definition, it’s often a more common parlance means of explaining things so that even if someone guesses – they would be correct.
How can you use it?
If there are any words, phrases or concepts that you use in the course of your business that often result in puzzled looks or questions from your buyers – or if you know yourself that you struggle with certain explanations, then take the time to create a simplified definition that explain what your talking about so even a child could understand.
You can also provide a “definition” for your brand name and what it really is, means or stands for:
Like this kind of stuff? Want more?
Understand Your Buyer:
100+ ways to reach, engage and convert people to buy using psychology, science and common sense.
In the book we cover:
✅ How people work – 18 factors that affect client behaviour.
✅ Selling Communication Basics – 12 ways to communicate more clearly.
✅ How to get attention – 18 ways to stand out and be noticed.
✅ How to engage – 27 ways to engage potential buyers.
✅ How to convert – 10 ways to convert prospects to buyers.
Everything in the book works and is backed by psychology, science, common sense and my own testing.