Setting Your Frame From The Start

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'?

Take a moment to identify the frames you begin with. . . whether with a new prospect, with a potential love interest, with a new employee or employer. . . What are the frames you start with. . . not the frames you think you should be starting with, but the actual frames you start with.

Here are two frames from students of mine.

"I'm here to help you get what you want."

And, "I want to find out what you need.'

Here is some insight into these two frames.

In the frame that says, 'I'm here to help you get what you want', I am in the picture. In the frame that says, 'I want to find out what you need', I'm finding out, it's information, but it's not action and I am not in the frame.

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

Setting your frame as 'I'm going to help you get what you want' is an excellent way to take action right out of the gate.

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 leave yourself out of the frame, your prospect will know this. The may simply thank you for the information you've given them and then 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.'

As you begin, let this be your intention.

About the Author

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

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