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The Frame Of Beginning

By: Kenrick Cleveland..

Beginnings are everywhere all the time. Everything has a beginning, middle and end. And when we begin with clarity and intention, it sets our path for what we can expect. Sitting down to start a presentation with a new client or prospect, how do you begin?

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'?

Before you begin, take a moment to identify the frames you are starting with. Don't come up with the frame you *think* you should be starting with, but the *actual* frame that you have been starting with. It is probably different from person to person, but ultimately, you have your own agenda set from the get go and by identifying what exactly this is, you have the power to change it if necessary.

The following are two frames which my students 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.

When you say, 'I'm here to help you get what you want', you are inserting yourself into the picture. You are the 'I'. Getting what they want includes you. When you say, 'I want to find out what you need', you are finding out information, not performing an action and you are not in the frame.

The key is to insert yourself into your prospect's mind so that you are equated with 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.

In some situations the best possible outcome is for you and your prospect not to do business. If you're not a good fit, the most useful thing to do is to help them not do business with us. This way we're not wasting each other's time. No problem. Part as friends. Move on to the next prospect.

However, if you aren't inserting yourself correctly into the frame at the very start, then you run the risk of having bigger problems to contend with. That bigger problem is that you are not seen as a person of action who they will want to work with.

This is a subtle distinction but one that counts in a big way. The person who sets the frame from the start, wins. Consider this when you begin.

If you neglect to put yourself within the frame, your prospect will notice this and may leave you out of it entirely as well. They may 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. Where the problem comes in is if you try to give them something they don't need or want. Be careful for this.

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.'

Have this as your intention as you begin.

Article Source: http://www.gcyarticles.com

Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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