How to Use Group Subconscious Persuasion to Create a Referral Surge From YOUR CLIENTS

Happy Wednesday.

Last week we talked about communicating to the group mind of your staff. For there to be a group mind, each individual needs to know—even without thinking about it—that they are part of a group. And you can put them in a group and they will have no choice about it.

Watch closely.

With your staff in a promo with prizes and bragging rights to win and feelings of ignominious defeat to avoid, the feeling seeking mechanism is engaged.

The mind is fully engaged.

It’s powerful. Staff notice more cases than before. Cases seem to come from nowhere. It’s not nowhere, of course. The cases come from where they are, it’s just that a mind programmed to notice will notice and a mind not programmed to notice will not.

Highly prized feelings crank RAS. They make it increasingly likely that a lot more cases will be noticed.

The most desirable feelings us humans can feel are….”public praise for selfless contribution to others.” It’s the apex. Higher on Maslow’s hierarchy by far than a happy home life, strangely. The higher striving human reaches for self actualization. Which basically means meaningfully contributing to others and receiving meaningful recognition for doing it.

In a previous week we talked about how powerful Disbursal can be. The relationship does not have to end at the end of the case, it can be just the beginning. The client is interviewed, big feelings flow, they recommit to making sure others are taken care of when they are injured and in need of legal care, and then give feedback from “Infinite Praise Frame” and post it to social media as a 5 star review.

Six months pass and maybe this client has sent a case or two. Now they receive an invitation to a Community Service Awards event put on by their favourite law firm, coming from the lovely person they connected with so nicely at Disbursal.

They are receiving recognition for their contributions to others. Remember, a referral should not be thought of as a gift to you. It’s a gift to a scared injured person from a wonderful person (your client) who knows how good YOU are.

You thank referrers by transferring the feeling of appreciation and recognition…telling them how amazing they are and that others would not and they did and that makes them special.

So now this person—this feeling seeking person—is invited to come and be recognized for their contribution to others. They receive a printed invitation and a phone call. There will be food and entertainment. Sounds so nice.

They attend. After some nibbles, shy hellos and preliminaries, the partner invites them to come up and receive their plaque, or framed certificate or trophy. A professional photographer captures the moment.

They receive applause as the camera flashes. A week later a framed photo arrives; they are shown smiling, shaking hands with the partner.

I challenge you now in your imagination to feel that. And remember Maya Angelou's classic observation, people will never forget how you made them feel.

Is that client likely to prominently display their award? Will they revere it? Are they likely to brag to others about your firm? Are they going to notice more opportunities to refer? Is there any other way for you to provide such significant feelings to this amazing person, driving more noticing of more opportunities to help others?

More subconscious persuasion after the event can be engaged in. Now all the people who were invited receive follow up communiqués.

Thank you for coming. It was great to see you. Please enjoy these images and video clips from such a wonderful night.

Or, Sorry you couldn't make it. We all had a wonderful time. Here are some images from the night. We hope you can make the next one.

What does the subconscious mind of that feeling seeking person say? It says, “Dang, how do I get me some of that?” And what about the rest of your client base? Can you show them in your next newsletter images of clients receiving Community Service Awards?

Will they wonder what they need to do to come into possession of these highly prized feelings?

If you know the answer is yes, there’s only one question for you.

When is your next Community Service Awards event taking place and who are the right staff members to organize it?