The Frame of Beginning
Since we’re on the topic of beginning… How do we begin a presentation? If you were sitting down right now to talk to somebody, how would you start your presentation?
What is the frame that you set? Is it a frame of cooperation? Is it a frame of ‘I’m right‘? Is it a frame of ‘you need me‘? Is it a frame of ‘you’re going to do this‘? Or is it a frame of ‘I’m going to help figure out what you need and give it to you‘?
Take just a moment and identify the frame that you’re starting with. Not the frame you think you should be starting but what you have been starting with?
Here are two frames students of mine came up with.
“I’m here to help you get what you want.”
And, “I want to find out what you need.’
Let me give you some insight into these two frames.
In the frame that says, ‘I’m here to help you get what you want’, I am in the picture. In the frame that says, ‘I want to find out what you need’, I’m finding out, it’s information, but it’s not action and I am not in the frame.
You also must insert yourself into the buyer’s mind such that you are an intricate part of the answer.
Life without action isn’t much of a life. You must be taking action. One of the best ways to take action is by setting your frame in the beginning right out of the gate. That frame is: I’m going to help you get what you want.
Now maybe what they want is not to do business with you because you’re not a good fit. Fine, I’ll help you not do business with me. I’ll help say goodbye and part friends. Nice. No problem. I appreciate you not wasting my time.
But if you don’t insert yourself right into the frame to begin with, then you end up running the risk of having a bigger issue. And that bigger issue is that you’re not seen as a person that they are going to take action with.
We’re dealing with subtleties here but the subtleties count in a huge way. Remember, the person who sets the frame is going to win. You have to really consider what the frame is that you’re attempting to set, and that it is in your mind when you enter into the situation that you’re entering into.
If you’re out of the frame, your prospect will see you as out of the frame too and they’ll thank you for your information and leave.
There’s nothing manipulative in my opinion about inserting yourself into the frame. After all, they came to see you, or you came to see them and they let you in. What would be manipulative is if you tried to give them something they don’t need or they don’t want and that I have a real problem with it.
As the saying goes, ‘You never get a second chance to make a first impression.’ I’d go even further and say, ‘You never get a second chance to powerfully, persuasively, positively set that first frame with yourself as the solution to your prospect’s needs and wants.’
Before you even begin, have this be your intention.
Until Next Time,
Kenrick E. Cleveland