Got an email this morning, from one of my readers who scheduled an appointment to help me with my research in product market fit, asking how do we connect?
Phone, skype, telepathy, mindmeld?
Made me laugh, but then I thought about it. It’s actually really serious.
(In case you don’t know, mindmeld is an ability that the alien Vulcan race has in the Star Trek franchise, to create telepathic connections with others.)
At first I thought: she’s been reading me for a long time, which means my articles must mean something to her – so in a way, there’s been a kind of mindmeld going on already. A sharing of ideas, which get absorbed and influence the mind.
And then I realised: when you’re in a conversation with a potential buyer, the same thing occurs. Or rather: ought to occur, if a sale is to be the result.
And not in some new-agey telepathy way: I’m talking more about alignment between two minds.
Which is actually a real, physiological and measurable phenomenon:
When two people agree, or share ideas – in other words: are aligned – the patterns in their brain activity increasingly start matching eachother.
So it’s not telepathy or mindmeld, but it’s a super useful notion to work with, when talking to a potential buyer.
If there’s no alignment, there’s a host of other things missing: trust, confidence, belief, desire and so on.
And unless everything lines up for the other person – unless they believe they’ll benefit from their purchase as much as you believe they will, they’re not going to buy.
So if you’d like to improve your results and skills at selling your work, you could do worse than to seek alignment.
In other words: think a bit more like a Vulcan.