Binds are a fascinating technique which I love to use in persuasion and which should be used sparingly, adding seasoning to your arsenal of tools.
What is a bind? A bind is a language pattern and like all language patterns, there is a formula to it.
Single binds have two formulas. Formula one is 'if X, Y'. Formula two is 'the more you X, the more you Y.'
X, as a general rule, will be a pace. A pace is something that is verifiably true and can include a suggestion or challenge. Y is a lead. A lead is something you want them to do, think, or feel which they may or may not be currently doing. (Want more on pacing and leading? Stay tuned.)
Think of X as the set up and Y as the punch line.
The following is an example of a bind: 'If you develop a deep understanding of the power of binds, you'll feel compelled to sign up for The Persuasion Factor.'
Obvious, maybe. But it's merely an example. And if we break it down you can see that the first part of the sentence, 'if you develop a deep understanding of the power of binds', is a pace. This is a suggestion or challenge. And the second half of the sentence 'you'll feel compelled to sign up for The Persuasion Factor', is a lead. It's something you may or may not be doing currently.
Here's another example: 'The more you read what I'm explaining, the more you'll understand the power of using it.'
The more you read about something, i.e. the more you read about using binds, the more you will understand how powerful they are. Is this true? Possibly. I think it is. But it's more of a presupposition than it is solid, hard, cold verifiable fact.
Binds do not have to in any way make sense or be logical.
An example for real estate agents: 'The more you hear about this piece of property, the more you will be compelled to buy it.' It's not absolutely logical because in actuality, hearing about something doesn't necessarily compel you to buy it. It might, it might not. However, the suggestion that there is a logical, obvious link between the property being sold and one's compulsion to buy it creates the link and makes it so in their minds.
Here's where we start to get into some really interesting ways of using this. 'The more you try and object, the more you will find yourself going along with these ideas.'
This is a challenge. The more you try to do something that I don't want you to do, the more you'll find yourself doing what I want you to do.
Here's another one: 'The more you want to feel good about yourself, the more you'll need to act now on this proposal.'
"Kenrick, you can't say these things to people without them noticing something strange." Well, to that I say, I do say these things and people never notice. Binds work incredibly well, even more so if you practice ahead of time. Write out some samples as they pertain to your business so that you will be smooth when you deliver them.
Kenrick Cleveland teaches techniques to sell to affluent clients using
persuasion strategies. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in
persuasion techniques. Find more free articles at
www.MAXpersuasion.com/blog. Be sure to sign up for his free report entitled "Yes! Persuasion."
