Wouldn’t it be great to be able to, almost magically, hold and direct the attention of anyone you ever communicate with?
To be able to make sure that your sales prospect is listening to every recommendation?
To ensure that the members of the next audience you speak to will be at the edge of their seat?
To make sure that your spouse or partner is not tuning you out?
If even just one of those things sounds good to you, then read on!
There is something that every great public speaker, every great sales professional, and every great teacher has learned. Some of them have consciously, and purposefully learned it, and others may have just picked it up without knowing consciously what it is.
Around here at Master Your Power Within, we are not into just rolling the dice to see how things work out. We have learned that it is much better to consciously learn and implement strategies for personal development and business improvement.
There are hordes of mediocre public speakers, mediocre sales professionals, and mediocre teachers. The problem is that these people may be incredibly intelligent people. They likely are highly knowledgeable and may even know more than the great people I talked about before.
The problem oftentimes lies in the delivery of information.
If you were incredible at making pizza, but when it would get delivered to a customer it ended up looking like this . . .
You likely wouldn’t have repeat customers.
So it is with the information that we convey. Whether that is in a sales conversation, getting a date, or educating about a complex topic. We must know how to hold our listener’s attention in such a way that they are eager and hungry to know what we are going to say.
The challenge with this delivery comes oftentimes in terms of us striking the right balance. Once we learn about this simple strategy it can be relatively easy to make a person hungry for our information, but we can run the risk of dragging it out too long until they are starving. Or we may do the polar opposite and try to feed those who are already full.
What is this strategy we are talking about here?
It is called “Pre-Framing”
No, we are not talking about a “groundbreaking solution in construction to frame walls on-site 10x faster and more precisely.” Like a quick google search may lead you to believe.
We ARE talking about influencing the frame of mind of another.
Whether you want to admit it or not, you begin every conversation with some sort of conscious or unconscious objective in mind. Whether that is to close a sale, get a date, or just get directions to that new pizza place.
*****When we talk about influence I feel it is important to discuss and qualify the term “Influence.” We are definitely not talking about brainwashing, subliminal programming, or manipulative devices. What is going unsaid here is that all of us here at Master Your Power Within assume that skills of influence are going to be used for good. Some of the ways Brandon Broadwater uses influence skills is to serve, Brandon will use influence skills to keep audiences engaged in learning material that can change their life, or he will use influence skills to help others to break unhealthy habits that some people have carried with them for decades, or influence others to make a life altering change. As with most powerful tools, influence can be used for good or ill, let’s make sure you are using it to serve the world in positive ways. Deal? ;)*****
Some quality, intentional pre-framing can go a long way in influencing another.
Pre-Framing is the act by which you seek to influence the conscious or subconscious decisions of another.
Just the other day my 4-year old little girl came to me with some killer pre-frames.
Her: “Hey Dad!” (Pre-Frame #1)
Me: “What sweetheart?”
Her: “Since I have been soooo good today, and since I have folded the towels, and been nice to my sister, can I watch a show?” (Pre-Frame #2)
Me: “How can I say no to that.”
Her: “Thanks Dad!”
That is a rather simple set of Pre-Frames, albeit cute, but simple. Let’s talk about a few more examples and then we can dive into specific strategies you can use to start “Pre-Framing.”
If I were to introduce a lecturer to you by saying, “Today we are going to hear from John Doe who got his PhD in Theoretical Physics. I was in his graduating a class, and I have it on good authority that he plagiarized his thesis from Einstein’s work.” How are you going to feel about ol’ John Doe?
Now if I were to say it simply a little differently it may entirely change the outcome of your perception.
“Today we are going to hear from John Doe who got his PhD in Theoretical Physics. I was in his graduating class and I thought that his thesis was akin to Einstein’s work. In fact, I would say it bears many similarities.”
How does that change your perception of John Doe? Probably a little different than the first go around right?
Those are two contrasting Pre-Frames of John Doe.
So how would YOU Pre-Frame an idea or concept?
Let me share with you Brandon Broadwater’s formula for introducing an idea or topic.
1. Explain the negative consequences of not having the idea/concept in your life in a worrisome way.
2. Explain the positive results and outcomes of having the idea/concept in your life in an intriguing way.
3. After explaining 1 and 2 say, “And it is just one thing . . . “
4. Then deliver on the idea/concept.
[Step 1] “There is something that if you don’t have in your life, you are going to experience a great deal of pain. Maybe not at first, but over time you will feel it take an increasing toll on your body and mind. You will start to feel a level of discomfort, and you will likely end up not getting very far.
[Step 2] On the other hand if you have this one thing, you will find yourself able to climb mountains and walk the streets with a level of confidence that you likely wouldn’t have otherwise. You will be able to avoid the pain and medical issues that others may have without this. Your body will be in better alignment. You will be able to make a fashion statement if you so desire, and you can take your pick of a great variety of different options.
[Step 3] And it is just one thing . . .
(Pause for dramatic effect)
[Step 4] A Pair of Shoes”
Who knew a pair of shoes could be so intriguing?
Like I said before, it is all about the delivery.
Now that I have brought this up you will likely start to notice Pre-Frames everywhere. Those who are skilled at influence use them frequently.
*A word of caution*
It is easy to get carried away with Pre-Frames. I have been to trainings that were just one big Pre-Frame for an upsold product or course. The actual “training” I attended did not teach me anything, or give value, it was just Pre-Framing for the next course. Don’t do that.
So how are you going to start Pre-Framing?
Give us a good Pre-Frame in the comments below.