Imagine what it would be like if you could read the minds of your prospects and see exactly what they’re thinking when you’re pitching your products to them. Imagine how much power you’d have, knowing exactly what they need so you could feed it to them straight before they could even verbalize it?
It turns out you don’t have to be the bald, paralytic leader of the X-men just to be able to do that.
The truth is, ESP (extrasensory perception) is a pseudoscience. As far as the scientific community is concerned, it’s all rubbish. Although a lot of people are all-out enthusiasts of this belief, there hasn’t been definitive evidence to support that it really does exist. So, no, even the greatest of all marketers and salespeople don’t have a sixth sense.
All they actually try to do is to understand how minds work even without invading them.:
Be familiar with common personalities.
The great ones go deep into the psyche of prospects and use that understanding to create specific approaches to each kind of pattern.
Most of the time, the success of an interaction lies greatly on how personalities clash. Study prevalent behaviors and learn their weak spots. Think of it as like counting cards in blackjack: if you know the count, you know where to bet big.
Uncover what your prospects are really telling you.
Whether through email, over the phone or face-to-face, people give subtle “hints” about what they really want (if your client is extremely frank, then you have no need for being psychic anyway).
Some people say only experience can teach you such a skill, but that’s not necessarily true. If you devote enough time and effort towards understanding prospect behavior, you’d find yourself always one step ahead of them.
Use your sentido común, and narrow things down.
Why would a salesperson offer to sell a Kanye West album to a customer who has spent 30 minutes in the Classical Music section? Because of the lack of common sense.
You really don’t need to be psychic just to anticipate which specific points to engage in, even when online. Example: a web tracking data tool that’s tied in to your email marketing campaign can help you focus on what respondents really are interested in.
Monitor your audience – religiously.
With today’s social media prowess, marketers have the means to know who people are (Facebook), what they’re doing or saying (Twitter), where they are (Foursquare), what their interests are (Pinterest), or even their skills and responsibilities (LinkedIn).
Is there really a good excuse to not have an idea how to deal with them?