Recently I’ve had a number of reps from charities knock on my door asking me to set up a regular donation to one of their campaigns. For the most part, they are well-known charities which support worthwhile causes, and ones that I contribute to when I see their collection boxes. However, I never make any financial commitments on my doorstep. When it comes to finances I operate a very strong ‘reactive’ Meta Programme – I like to have time to think and research before signing up to things. Therefore, I ask for information and a web address, so that I can look at the campaign in a little more detail, and set up a contribution if I decide to. However, all the reps can offer is instant sign-up on the door. They have no information leaflets and no way to enable people to set up a donation later on the basis of the door-to-door campaign. When chatting with the reps, they tell me that many of the people answering their doors have a similar mindset to me. They found the whole task disheartening.
Once the Door is Closed…
These door to door campaigns are therefore only able to get donations from those who operate a ‘proactive’ Meta Programme in that context. Yet recent scandals here in the UK about a number of charities’ fund-raising practices have made many people more cautious about signing up for anything without looking into it first.
I understand that the fear is that once the door is closed the person will not go to the website, and will not subscribe. However, if the reps could learn to (1) identify both what was important to the person and what their main meta programmes were in relation to the product on offer and then (2) to respond with the right approach – using the appropriate language, activating statements and non-verbal cues – then more subscriptions and sales could be achieved.
MindSonar in Charities
When selling your products or services that you want to get people to sign up for, do you have approaches for people operating a ‘reactive’ Meta Programme? Are you confident that you and your reps can recognise those people? If not, you are probably missing out on all of those who simply want time to think before saying yes.
Using MindSonar in the training of your reps will enable them to learn how to tailor their approach to potential customers. This can have a
significant, positive impact on results: improving not just the number of sales, but also improving customer satisfaction rates and helping team motivation as reps achieve more positive responses.
Also, maybe those of us who are certified MindSonar professionals should offer our services to the companies who approach us with a one-size-fits-all speech when we answer the door. They could be our next clients!