The holiday season is upon us, and a lot of people plan to catch up with friends and family they haven’t seen for a while. I know many of our listeners are excited to share their experience with mindbody medicine and the Curable program, or maybe even recommend it to someone. But it’s a complex topic that's difficult to explain. What’s your advice on how to start this kind of conversation?
Well, it really depends on who you are talking to. What I like to do is build the elevator pitch backwards. You start with figuring out what you are really looking to do - at the end of the day, what's your ideal outcome? Once you figure that out, you have to do something called "building a persona" of who you’re going to talk to. You need to figure out who they are, how they think ,and where they’re at in their life. Get inside their head so you’re understanding who they are and where they are coming from.
So when you're walking into the holidays you should come with different strategies for different people based on your desired outcome. You might approach it differently if you are just trying to share your experience versus if you are trying to recommend the Curable app to someone, is that right?
Yeah. If you're really excited about something and you're looking to recommend it, you have to remember the topic at hand is sensitive. You're not just giving a recommendation for a pizza place. The more personal the recommendation gets, the more careful you have to be about choosing your words wisely. When you’re recommending something about health care, it’s super personal. You have to proceed with much more caution. And if you're coming on really strong about it because you're very passionate about it, you might get easily offended if they don't immediately respond to your recommendation. Now both parties are feeling bad over the conversation, so that's the situation we are trying to elude.
Right. And you have no idea what this person's expereince has been like with their physicians or other things that they have tried, so you are kind of walking into a minefield. So walking into a situation like that, what should you do? Should you just not have the conversation?
You want to understand the person you’re talking to. Ask them a bunch of questions. Hear a little bit more about what they’ve been through. If they’ve been recommended 6, 7, 8 different healing tactics, they’re going to be a bit frustrated if you just come in and just straight recommend it. Ask the questions first. Learn. Have it happen more organically. Come from a place of empathy.
If you find that this person you want to recommend the app to has suggestion fatigue, what should you do? Is just a red light? Is there a way to get around it to help this person?
If you’ve had similar experiences yourself, you want to be just as open. Share some of yourself first. Put yourself in the vulnerable position. Like, look: this was my path and journey with chronic pain. This is what I’ve tried, and this is what is working for me. Maybe you guys have tried things that are similar. From there, you can start to gague their reaction. You're not even trying to pitch this or recommend it yet, you're still just gathering information.
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