Understand Your Buyer > How People Work > The Me First Effect
What is it?
As buyers and people we focus on ourselves first before anything else.
Why does it work?
Most salespeople are thinking about themselves and not their buyer, but the reality is that your buyer is always thinking about their needs and putting their interests above all else. If you can harness this fact, you can maximise your interactions with all potential clients from going forwards.
How can you use it?
To provide the best value and service to your clients, you need to think like them. What do they want? what do they need? what do they like? what do they dislike? Ask your existing clients and do your research to understand precisely what your buyers are looking for – and then give it to them.
Example:
A web design agency stops promoting “Our award-winning team of designers” and instead updates their homepage headline to:
“Get a website that brings you more leads, faster.”
They follow it with:
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“Built to convert” rather than “pixel perfect”
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“Stress-free process” instead of “industry-standard tools”
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Testimonials that say “They helped us grow” instead of “They were great to work with”
Why it works:
The message now speaks directly to the buyer’s goals, not the agency’s achievements. The shift puts the client’s interests first – which is exactly where their attention already is.
See also
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