More Clients Memorandum
The Greeks knew this truth about persuasion
These days our idea of persuasion is to ramp up scarcity, throw in a deadline and a bunch of testimonialy social proof.
But the ancient Greeks had very different ideas.
In Aristotle's Rhetoric, he identified the three cornerstones of persuasion: logos, pathos and ethos.
Logos is persuasion through rational argument. In our case that primarily means demonstrating the benefits our potential clients will get if they buy our products or services. But it can also be the “logical” answer to objections they might have or other reasons why this makes sense for them.
Pathos is persuasion through the emotions of the hearer. For example, tying the benefits they'll get to a deep seated desire or inciting pride in the improvements they'll see. Or perhaps anger that they're not getting what they deserve, or envy that others are.
Ethos is persuasion through the character of the speaker. In our world it's about whether they trust you to deliver for them and whether they have confidence in your capabilities.
I'm going to suggest that the Greeks were on to something.
Psychological nudges can get people off the fence. They can even drive the whole decision for low-cost products where the stakes aren't all that high.
But for something big and important it's different.
Unless someone sees the benefit they'll get from your product, really feels what a difference it will make to them, and trusts you to deliver: all the deadlines, scarcity and social proof in the world aren't going to get them to stump up a small fortune to buy.
Psychological nudges are great and can make a real difference. But get your logos, ethos and pathos right first.
Ian Brodie teaches consultants, coaches and other professionals to attract and win the clients they need using Value-Based Marketing - an approach to marketing based around delivering value, demonstrating your capabilities and earning trust through your marketing.