Woo the Buyer's Limbic Mind or All Your Sales Efforts are Wasted

Written by Dr. Lynella Grant

If youve driven yourself crazy trying to figure out why so many customers get away, relax. You cant figure it out because... Its not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elks mating call. In fact, it works exactly the same way, through the limbic system.

The limbic system is instinctive--older than language, faster than thinking. It controls trust. It controls attention and desire. And logic must stand aside until the limbic part of the brain decides something is trustworthy. In primitive times it was constantly alert for danger. Detecting threats spelled the difference between life and death. That function is still important today (although the risks are different).

So heres how the buyers pattern works.

Step One - Court the limbic system

Provide reasons for the limbic mind to be interested in you. Let it get to know and like your personality, the unique flavor of the business. Once it decides its interested (or not), it hands the matter off to logic, which waits to be called up.

Step Two - The logical mind evaluates the arguments and facts

It considers the pros and cons and arrives at its best choice.

Step Three - The mind then defers the final decision back to the limbic mind

It says Yes or No. The final decision isnt logical, and rational thinking plays a secondary role. Although its willing to let you think it runs the show, thats not true.

Step Four - Action

The sale--if youve done it right; or a missed opportunity

Step 2 is supposed to come after Step 1. But sales people usually want it first. It doesnt work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But getting the buyer to purchase without its blessing is a long shot.

Successful businesses make more money because they speak to the deeper (emotional or instinctive) concerns of their specific market. They engage their buyers limbic mind in a unique and noteworthy way--a way that matters to them. The value of that companys products and services (which are seldom unique to them) are secondary to making that strong limbic connection. The ability to do so doesnt depend on their size, bankroll, or how long theyve been around--but on understanding what their customers really wants.

The Mating Call

You need to send a mating call of attraction. By knowing your buyers desires, you understand theyre looking not just for products or services, but the good feeling that they expect to go with them. Your ability to deliver that feeling (in a variety of ways) is evidence of your enhanced value to them. They buy because they want that intangible something that makes you stand out from the rest.

A buyers limbic system decides in an instant--and doesnt change its mind. That part of the mind constantly scans for either of two things--what it likes (attraction) and, equally important, what it dislikes or fears. Anything else hardly rates a notice (indifference)--and that includes most information. It has already decided from the context even before the words are heard or read.

But dont assume the limbic mind is only alert to face to face exchanges. Printed materials, ads, Websites, packaging, facilities and every other component of your operation all must face its scrutiny. It can spot the inconsistent signals you dont even know youre sending. But you can make your business limbic-friendly with no more expense or effort than you already spend. To discover how to eliminate limbic- jarring signals, visit my site, http://www.giantpotatoes.com

Jarring or inconsistent signals turn the limbic mind off They may seem minor, but they cost you big time. The limbic mind doesnt decide by words (content) but by more subtle signals that people send without intending to (context). And its reaction is almost instantaneous. It can be fickle, if you dont continue to amuse, or if you fail to deliver. But it can also be determinedly loyal--when the connection forged with her is strong and personal.

By wooing the limbic system, youll get the attention of the only buyer that matters. So assess your business practices and promotional materials to ensure they acknowledge its crucial involvement. When theyre limbic-friendly, all your other sales efforts will yield greater returns.

© Lynella Grant, 2004

Dr. Lynella Grant is an expert on the signals that make up the body language of a business. Author of The Business Card Book and Stop Looking Like Small Potatoes. Visit http://www.giantpotatoes.com. Off the Page Press (719) 395-9450 mailto:grant@giantpotatoes.com

Additional Articles by Dr. Lynella Grant
AttentionGrabbing Fixes that Make Your Yellow Page Ad Leap Off the Page
Combine Your Yellow Page Ad and Web Site for Maximum Profits
Dropped Jaw Syndrome Your Fastest Most Reliable Market Test
How to Critique Your Own Yellow Page Ad
Jump from Unknown to Widely Quoted in One Week
Local Search and Internet Yellow Pages A Whole New Vocabulary for Small Business Sales
What Posting Articles Online did for my Google Page Rank in 90 Days
Speakers and Trainers The Internet is Your Biggest Megaphone
5 Things More Important to Internet Buyers than WHAT Youre Selling II