Kenrick Cleveland – Persuading the Affluent (2007)
What’s Your Story? Using Stories to Persuade the Affluent
By Kenrick Cleveland
“To be a person is to have a story to tell.” ~Isaac Dennison
From a very early age, we humans are exposed to storytelling. Stories are the ultimate form of persuasion when used strategically.
Telling nothing but stories could make you very successful in business.
Storytelling puts your listener, your prospect, your client, into a receptive state where they more easily accept what you’re saying. Stories bypass resistance. Stories touch people’s hearts. You can use stories to tap into the emotions of your clients.
When people have faith and belief and trust in you, you are more likely to do business with them. Persuasion happens when there’s trust. Facts do not work in this capacity.
Today most people have highly attuned B.S. detectors as a result of being confronted with a constant barrage of messages and requests. People don’t like to feel they’re being persuaded or sold, but when you use stories to get your message across, this gives your potential client the ability to make up their own mind in the way you want them to.
The two main questions your prospect will need answered before trust and rapport are established is who are you and why are you here. Once these are answered, trust can begin.
The affluent have even stronger B.S. detectors because people want to work with those who have the money. They want to know who you are and why you’re there.
In both The Persuasion Factor and my Elite Coaching Club, I teach storytelling as well as other physical and verbal rapport strategies specifically designed to gain the trust of your affluent prospects.
If you feel like you need more support, you can wait to read all of my future articles in the coming months or you can get on the fast track by starting with my Persuasion Factor program.
Stories mesmerize and suck people in. They fit into the indirect permissive model, not the direct authoritarian model of communication. And once again, therein is one of the most significant powers of stories.
What’s your story? Are you from humble beginnings? Have you overcome adversity? Did you beat the odds in some facet of your life? Is your story a fairy tale?
Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in persuasion techniques.
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