Relate human-to-human first; let prospects discover they're like you
Before any sales message can land, the person receiving it needs to feel related to — not sold to. This is a meta-framework I apply to everything: first make a genuine human connection, then communicate your offer. The technique is telling your story in a way that allows prospects to discover they're like you, rather than trying to convince them you're like them. That distinction sounds subtle, but it's everything. When someone makes the connection themselves, they're persuaded. When you make it for them, they're skeptical. Share vulnerable parts of your story — the failures, the embarrassing moments. Research shows people who listen to the same music are more similar than almost any other factor. Find that real common ground and let the connection pull them toward you.
Relevant Clips4
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Connect on Shared Challenges Not Superficial Commonalities
Connect on something substantial like shared challenges, problems, or interests. Research shows people who listen to the same music are more similar than any other factor. Share vulnerable parts of your story including failures or embarrassing moments to build authentic trust and make prospects feel you're sharing your real self, not just a persona.
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Why Customers Want Humans Not Faceless Corporations
No. While you want to appear established, customers want to communicate with individual humans, not faceless corporations. Big companies are actually moving toward more personal approaches using individual spokespeople rather than corporate messaging.
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Helping Someone Buy vs Selling Something to Them
Tell your story in a way that allows prospects to discover they're like you, rather than trying to convince them you're like them. This is like the difference between selling something and helping someone buy - let them make the connection naturally.
- Answer8:31
Business Friendship Model Relates Human to Human First
It's a meta-framework where you first relate to prospects as one human to another, which makes them open up and suspend disbelief. When people feel understood and related to, they become more receptive to your message and more easily persuaded.