All our knowledge begins with the senses, proceeds then to the understanding, and ends with reason. There is nothing higher than reason. – Immanuel kant, Critique of Pure Reason
In my last post we started looking at how to research your prospects, collect data that you can mine for insights into what they need and how you can help.
We’ll carry on with trying to see their world the way they see it – using a sensory map this time.
All information comes through the senses
One of the biggest mistakes we make as human beings is called the curse of knowledge.
We assume that because we know something that means other people know it as well.
And that just isn’t the case – they have to gather knowledge in their own way and that starts with the senses.
However, you can look at the senses from two levels – one is the immediate surface impressions of what they actually see and then there is the question of what they expect to see – and if what they see is different from what they expected to see, there is a clash – something called cognitive dissonance – which can be good or bad.
Let’s see how this works when it comes to them and you.
What do they see?
When someone looks at you or your product, what do they see?
I had an experience recently where someone connected with me on LinkedIn.
It looked like a sales outreach, but as I didn’t want to turn it down without doing some research I connected with the person – because they seemed to have a product that was relevant to my area of interest.
I asked a question in response to their message – but then I also checked their website.
Which turned out to be a couple of pages – a brief description of products, an odd mix of content promoting two types of services and that ignored conventional principles of formatting.
Everything was written in lower case.
This is what people do – what you do – we can now very quickly research the people who get in touch with us and the first things we see form that initial surface impression.
And when someone looks your way is what they see what they expect to see?
And what do you want them to see?
For example, do you believe that it’s important to dress well – that an expensive suit and car demonstrates how successful you are?
When you look at a video on YouTube do you skip over anything that isn’t in high definition, with perfect lighting and sound?
Or do you think that people should see you are you are – that you should be authentic in the way you present yourself – normal rather than extraordinary?
There are rarely clear cut answers to these things – and often strongly held opinions.
I remember watching a show where entrepreneurs went up in front of investors for money and one of the investors asked why a group were there in jeans and t-shirts rather than in a suit and tie.
The group answered that they spent their days working on their business and they wanted to show themselves as real, hard-working people who could get the job done – and the investor said that was the best answer they could have made to that question.
So think about your customers and what they expect to see – do you think they would prefer the “real” you or do you need to present an “image” that is consistent with what they expect?
What do they hear?
If the first thing we do is see, then the next thing is usually to hear.
What does your prospect expect to hear from you?
Usually it’s one of two things – they expect information or they expect to be entertained.
They don’t want to be given irrelevant information or be bored.
But that’s what happens a lot of the time with the way in which we do things.
No one sets out deliberately to find useless information or waste time – but in business we end up putting prospects through that experience all the time.
So you have to think about what you are going to put out there that they are going to hear.
Is it polished and slick and perfect or is it more simple and real?
Are you going to write in “corporate speak” or in everyday language.
The style you choose for the way you are seen is going to probably influence the way you want to be heard as well.
Which is actually a disadvantage for corporates – they cannot afford to take risks and so they end up looking and sounding dull and predictable.
As an individual or a startup you can afford to be real or dynamic or innovative.
What do they smell?
After the first two senses comes smell.
Smell is an interesting one – you don’t physically have a smell when you’re doing digital products or marketing over the Internet, for example.
But a smell test can also be taken as does you product or business smell right.
Going back to the example of the website I looked at earlier – how many times have you looked at something and thought that something is off here.
This is what you might call a gateway sense – seeing and hearing are about initial impressions, but smell starts to get you involved and you will step forward or back away depending on whether it smells right or not.
What do they touch
The next sense that gets involved is touch.
In real life it’s an examination of the product, but in our digital world it’s an examination of the features and specifications.
Does this thing look like it will do what I need?
Your prospect is now getting involved, they’re look at the details and trying to see if your product or service will work for them.
When it comes to online sales, especially on marketplaces, this is crucial.
You have to get the descriptions right to be in the running, and quite often people will look quickly at the first few results if the price is low.
If it’s expensive they will spend a lot more time doing research.
But in either case touch, or the digital equivalent will come into play as they decide what to do.
What do they taste?
And then, finally, they’ve bought your product or service and it’s time for the last sense.
When they try it do they like it or not?
Satisfied customers come back for more.
Dissatisfied ones leave.
Unhappy ones leave bad reviews.
You need to make sure that you don’t assume people are happy with what you do – most people don’t speak out and tell you what they think.
You have to get it out of them – really look to see if they enjoyed themselves rather than taking the approach of disinterested waiters who come over and ask if your food is all right because that’s what they’ve been trained to do at the ten minute point into your meal.
Put aside what you know, and sense again
Look at the sensory map in the image above and try to put aside everything that you know.
Look again at your product and service, the way someone with no knowledge of you and what you do would do.
What would they see and hear.
When they got closer, what would they smell and touch.
And finally, when they asked you to serve them, what would they taste?
And is the experience they have the one you want them to have?
And if it isn’t, what do you need to change or do differently?
In the next post we’ll carry on with our exploration to map our customer’s worlds.