Using Machine Learning Algorithms to Refine Target Audience Profiles

[shishir.seoexpert1]

People don’t like being told what to do. In fact, the tendency to rebel or resist when we feel our freedom to choose is being restricted is a scientific principle known as reactance (a concept I discuss extensively in Sell The Way You Buy and in a previous post). Unfortunately, many of the tactics salespeople have been taught over the years trigger it!

For example, trying to “close” a customer and have gambling data spain them sign an agreement by a deadline of your choosing. Or pushing buyers to make a decision on the spot when they say they have to “think about it”.

Luckily, the science of persuasion provides a powerful tactic for overcoming this form of resistance; labeling.

Labeling is defined as describing a person in terms of their behavior. For example, if someone breaks a serious law we label them “a criminal”. Participants in an Olympic games are labeled “athletes”. And someone who writes a book is labeled an “author”. But labels are more than simply titles. For better or worse, labels come with a host of implied meanings, assumptions, and associated behaviors. For these reasons, when assigned to your customers with authentic empathy, labels can cut to the core of their identity and move them to act!