There’s no point telling people stuff, if they forget it five minutes later.
So the more memorable you are, the more effective you are.
I was reminded of this recently. Someone told me they’d created a 12-step sales process.
But nobody will remember all 12 in the stress of a sale. (Even he had to check his slides to remind him what number #11 was!)
That’s no use. It might be thorough. But if people forget it when it matters… as I say, no use.
Instead, to be more memorable:
- Fewer points
- Easy to remember
So, if you have lots of points, sub-group them into 2-3 main ones.
And then make these 2-3 points easy to remember – say, by using their initials to spell a word/phrase. For example, my three-step approach to selling is ABC:
- AFTERs – find what the customer wants to achieve AFTER working with you
- Build certainty – prove that you’ll deliver these AFTERs for them
- Close – agree next steps
It might not be as thorough as the big 12-step programme. But it’s easy to remember when it matters.
And that, of course, is the only thing that matters.
Action Point
Next time you’ve a long list to share, sub-group them, and make them easier to remember. You’ll be more memorable – and successful – when you do.