5 essential factors to get your team into action

Brain Rule 4 for Teams – to make your team follow you

We do not trust our boss! In the corridor employees are complaining: ‘The direction of the company is not clear’, ‘we don’t believe what our manager says.’ Or ‘beautiful plans to build the brand, but the reality is very different.’ It may frustrate you that your employees don’t get it and don’t take the required action. Apply brain rule 4 to make your team trust and follow you.

The problem may be that a consistent message, that touches them, is missing. People need clarity and guidance. Probably, you remember the feeling that something is not right, if somebody tells you a lie. The first thing that happens is that your brain warns you that you are in danger. It starts producing a strain of counter-arguments.

Safety is one of the core needs. If insecurity and danger and therefore anxiety arise, this leads to action; but not in the right way. It leads to either fight or flight. Fight in this case means: working harder, or show that you are more  important than others; and internal competition.  Flight means: if they don’t see or hear me, nothing will happen. I just do my own thing and do not show myself.

Internal conflicts, stress and slowdown are the result. This unproductive process is going on in many companies. So, how can you deal with this as a leader?

Consistent messages that create a feeling of safety, inspire teams (and clients) to follow you. Subconscious counter-productive mechanisms in your brain will be over-ruled. Some leaders happen to be the ones that are followed by many people. They inspire their environment, so many team members feel the drive to perform. You can also make this happen!

Brain Rule 4 says: Establish a Safe Setting

This is important for clients, as well as for employees.
Read the 10 easy ways to make clients trust you and  increase your credibility (and revenues).

These are the 5 essential factors how you can make your team trust you, and get into action.

1. Be the living example of your message! A big desire of employees is to have a role model, somebody to identify themselves with. However, if they receive different conflicting signals, people will get confused. Like in a company where the CEO told his team that customer orientation needs to be improved. Every day, he parked his car at the place for… clients! So, do what you pray!

2. Be consistent yourself; match your feeling, thinking and behavior. I remember a meeting where a manager jumped up with a red face and started to defend his point of view. One of the team members noticed: you seem to be very angry at us. He shouted: I am not angry. With denying your feelings, you may seem a rational leader, but you actually betray yourself; and others.

Other people immediately notice what is going on. This is due to your mirror-neurons in your brain. These are nerve-cells that notice and mirror the emotional state of mind of others. This means that your team members will immediately feel what you feel. So, realize what you really feel and think while you are sending a message. And be honest: do they match with each other?

3. Let your heart speak! This has an amazing effect! Without feeling, no passion. Without passion, no action. Managers need awareness of their own feelings as a precondition for effective leadership. This way, they will be perceived as authentic and trustworthy.

4. Listen to your team members. Recognition creates a safe environment and takes away 50% of all problems.

5. Send at least 7 consistent messages about the same topic (of course in a slightly different way). You may know that you need this to help prospects take action. However, the same is valid within your organization. You will immediately notice the effect.

Implement brain rule 4 and establish a safe setting for your team by speaking and acting from your heart. This makes them follow you and take action.

Do you know more ways? Share them in the comments.

With trustworthy greetings,

Karin

Senz – brand positioning & client attraction, www.senz.biz

p.s. Want more strategies to build a leading market position in the healthcare or services market? Click here to get access to our FREE resources with the newest marketing strategies and Senz & Brain Tips

10 easy ways to increase your credibility

Brain Rule 4 – to be trusted and increase your revenues

‘I just don’t trust this clinic. I had a bad experience with this company’. ‘I still need to think whether I should go with this brand OR ‘I recommend this brand to everybody’. ‘It was a very easy decision to choose this product’. How can you move from one set of reactions to the other? Use brain Rule 4.

It’s clear that your client can benefit of your offer. Your anti-aging therapy clearly offers what the client is asking for. Your training delivers the education your customer needs.

And still…. your client does not buy. It seems to take ages before they take a decision. What’s going on?

It could well be that they (subconsciously or not) have doubts whether you indeed will deliver what you have promised. The feeling of safety and security is one of peoples’ basic needs. And it is one of the triggers that makes our reptilian brain take action.

You first need to create a setting where clients feel safe, to make them trust you. It will be much easier for them to buy (and keep buying) your product.

Brain Rule 4 says: Establish a Safe Setting

Brain Rule 4 is very closely related to the human need for safety, according to Maslow’s hierarchy of needs. This is a theory of motivation in psychology developed by Abraham Maslow. Maslow believed people move through different stages of five needs that motivate our behavior. He called these needs physiological, safety, love, esteem, and self-actualization.

I refer to them as the 5S-needs to touch the heart and brain of people: Survival, Safety, Social Belonging, Self esteem and Self actualization.

The need for safety has to do with our natural desire for a predictable, orderly world that is somewhat within our control. In order to fulfill this need, you need to apply Brain Rule 4.

10 easy ways to establish a safe setting &
increase your credibility (and revenues)

1. Be who you are. Do the things that belong to your company. Introduce products that fit into your portfolio, promote them the way you are: funny, serious, credible, fancy… Be authentic.

2. Make the total experience more personal. People trust people they know. That’s why networking and MLM companies do so well. People don’t trust strangers. Why would they?
Help your prospects get to know you. Share personal stories, show who is behind the idea/brand, use your own picture and name in brochures, online and in emails; a personal touch makes the difference.

3. Speak to your clients in an informal way, just like you do in your private life. Don’t be too corporate. If you are easily accessible (if clients feel they can talk to you), it’s easier to trust you.

4. Give clients the chance to sniff at you through an easily accessible acquaintance. Why  would companies give free samples, share free information, or offer a free trial period? This helps prospects make informed decisions and feel safe.
Click here to receive my FREE client attraction course 😉

5. Give clients the chance to step-out if they don’t like it. Give them a Money back guarantee if your product does not work for them. This shows that you are not right after their money, but want to offer them value.

6. Send at least 7 consistent messages or try to call your prospects 7 times. To help a prospect take action, you need on average 7 contacts. People tend to forget about this. One message is NO message. Use a system that takes care of this and sends the messages at the right time to the right person and the right moment. This will simplify your life.

7. Use the safety claim in your promotion (if your product is safe indeed). How can YOU offer security? No side-effects, qualified doctors, guaranteed efficacy?

8. Over-deliver. Do what you promise and more. This could be that you finish the project early and beat the deadline, add in some unexpected extras, remember people on important days, keep in contact even if the deal is done.

9. Use testimonials and recommendations. Others can sell you better than you can yourself. And moreover, this is more trustworthy. So it does make sense to collect likes ;-).

10. Welcome feedback of your clients and listen to them. Even if it is negative. Don’t tell your customers that they are wrong. Offer them your ear and use the info to even get better.

Do you know more ways? Share them in the comments.

If you implement brain rule 4 and establish a safe setting for your clients, it will be much easier for them to make a fast decision to buy your brand.

With safe greetings,

Karin

Senz – brand positioning & client attraction, www.senz.biz

p.s. Want more strategies to build a leading market position in the healthcare or services market? Click here to get access to our FREE resources with the newest marketing strategies and Senz&Brain Tips