Every time you communicate, you’re either adding value, or taking up space.
You might not think of your communication as taking up space. That sounds like spam, right? Most people think of “spam” as a phony business proposal, or an online pop-up ad for discount Rolex watches. And you wouldn’t do that to your customers, right?
Well, not so fast. Today, people expect more value from each communication.
If nobody gets value out of your communication… you’re spam.
People dislike spam in their inboxes, and, they resent it in their conversations and meetings. If you make a clunky cold call, or waste a customer’s time with self-promotional fluff, you’re viewed as an interruption rather than an asset.
Yet there’s another way to communicate— one that’s based on the way in which your personality is most likely to add value.
The opposite of spam is adding distinct value.
It’s actually not difficult to add distinct value. In fact, there’s one way in which your personality is already naturally adding distinct value.
THE 7 WAYS TO ADD DISTINCT VALUE
In every single piece of marketing, every email, every meeting, there are 7 ways you can stand out and build the relationship. Using the 7 Advantages generates a positive response in your listener.
INNOVATION: You bring creativity
PASSION: You connect with emotion
POWER: You lead
PRESTIGE: You set the standard
MYSTIQUE: You communicate with care
TRUST: You build loyalty
ALERT: You protect the details
You can use your Advantage to add more value in every single piece of communication with your customers, clients, and co-workers.
By using these Advantages, you increase your listener’s perception of your value. You become most worthy of their attention. And the next time you reach out to them, they’re more likely to listen and take action on what you say.
Your Fascinate profile is the way in which you are most likely to add distinct value.
Over the course of each day, you’ll create dozens, even hundreds of messages. For instance, you’ll email your team, you’ll post on Facebook, and you’ll write a piece of marketing or sales collateral… all before breakfast. You work hard to create these messages, and you can make them work harder for you.
Pick one of these 7 ways to add distinct value.
You use Innovation when you surprise customers with a creative approach. You use Passion when you quickly connect with customers. You use Power when you act as an authority. You use Prestige when you earn respect. You use Mystique when you think through your plan ahead of time. You use Trust by establishing dependable track record over time. And you apply the Alarm Advantage when you give details so that they act more quickly.
Okay, now it’s your turn… which Advantage will you start with next?
Hi Adam, Mystique people communicate WITH care, meaning that they think before speaking. Mystique personalities tend to be highly analytical, and their highest value often doesn't reside in showing grand outpours of emotion. (That's more of Passion's forte.)
Is this saying that a Mystique is most likely to add value by caring? http://www.howtofascinate.com/the-fascinate-system/the-7-advantages-of-fascination/ says that we adds most value by communicating clearly. Can you help resolve the discrepancy?
If you make a clunky cold call, or waste a customer’s time with self-promotional fluff, you’re viewed as an interruption rather than an asset.Good share
Wendy: That is a valuable insight. Individuals with Alarm triggers are highly valuable team members who closely watch the details. For instance, our project manager Elizabeth is a Quick-Start (Rebellion + Alarm) and executive assistant Kristen is a Sustainer (Alarm + Trust). Thanks for sharing!
Instead of calling it "Alarm", I would call it "Precision" which has a more positive connotation, but is conveying the same message/value.
Hugh: A pragmatic man - I like it. Taking our friend Ramon's inquiry as an example, here's a "how to" to help build opinions of authority to exercise the power trigger: http://www.howtofascinate.com/blog/bid/178291/How-to-be-Powerful
Ramon: Let your individual archetype be your guide. That is your home base and what comes the most natural to you. However, depending on the ideal client you want to attract, that's when you want to evoke the various triggers. If you want to demonstrate power, don't be afraid to express opinions of authority.
Luv Sally's work But [to use the 'critical' trigger], without giving a current streetwise/rubber-hits-the-road example/story. it's just hogwash /resounding gong! Come-on Sally, you can do it. Give the hordes of your flock real-life examples.
Loved the book and the current blog post. I think I would lead with the power trigger since I want customers to know they should come to me, the expert, if they need help with their job situation. When posting in my blog, would it be a better idea to stick to one trigger or can I switch triggers depending in the subject of the post?