The Revivification Frame
“Use An Old Dog’s Old Tricks”
The definition of Revivification is: 1. Renewal of life; restoration of life; the act of recalling, or the state of being recalled, to life. 2. Bringing again into activity and prominence.
I want to walk you through an exercise using Revivification as a technique for persuading your most affluent prospects. Read through, maybe a few times, practice, and try this in your next Persuasion situation…
First, I’d like you to remember a time when you made a really big purchase. Maybe a house, maybe a car, maybe a piece of jewelry. Think about how you felt at the moment of ownership. It’s all yours now. That little piece of security or freedom or luxury is all yours. Does it feel good?
By revivifying this moment in your life, I’ve just reminded you of a groove, a path that you’ve already traveled, a warm, fuzzy feeling that you already know.
Remember when you use these persuasion techniques that they’ve been created so that you can easily persuade any affluent prospect, and do it in such a way that is unique to that person. You need not use any sales scripts, complicated sales tactics, or manipulation. You simply use these skills to help guide your prospect to the right decision for them.
In revivifying our prospects’ well-tread paths and grooves, we’ve set the groundwork for persuasion. We can assist the process of persuading the affluent by directing our prospects to remember times they did the kind of thing we want them to do.
Revivifying a past experience cuts by an enormous percentage the difficulty of getting the affluent to do what we want. Why try to teach an old dog new tricks when you can simply use a trick the dog already knows to get it to do what you want it to do?
Here we have an opportunity as it relates to persuasion to really make our job easy. We can do it by getting the affluent to think about and remember times they did the kind of thing we want them to do, or thought the way we want them to think, or acted the way we want them to act.
If you are a financial planner, for example: Have your affluent prospect think of the first time they made it to a million. What did it feel like when they became a first time millionaire? Can they envision a future when that number is multiplied by ten or twenty? How will that feel?
How about in real estate? Maybe try revivifying ‘home’. Get your affluent prospects to picture in their head what ‘home’ means to them. If it doesn’t seem to be a very positive picture, move it around to their dream home. We need to keep the affluent mentally on track with our persuasion and not let them go off down a rabbit hole, especially a rabbit hole of negativity.
We need to get to the people that have some money, that have some ability to buy what we have to sell – the affluent. To actually start things off on the right foot we need to position and frame ourselves in such a way that’s easy for the affluent to hear our message.
If we can get our affluent audience to think the way we want them to, instead of having to teach them something brand new (and especially something that’s bad or difficult), well, we’ve already got half the battle won.
It’s really that simple. That’s what we’re doing. We’re literally getting the affluent to remember the track that will carry our message to success. That’s the way to think of this.
Revivification is the art of getting people to remember the track so that when they do so with our message, they’re already accessing a worn-in pathway. And the minute they start the pathway, people need to complete the pathway. People don’t like to leave things half done.
Your message will be carried to fruition much easier than if you tried to teach the affluent how to think in order to do what needs to be done.
What would be the kind of thing you would want your affluent clients to think about? What pathway would you want them to find that already exists, that would help you to make your message come to fruition?
Until Next Time,
Kenrick E. Cleveland