Practical Sales Training™ > How to connect with your buyer > The Personification Effect
What is it?
The Personification Effect is where a fictional character is used or something inanimate is personified to create a recognisable character.
Why does it work?
It works because when something is personified, it alters how we interact with it. You will feel very differently about a Dyson vacuum cleaner than a Henry Hoover, because not only does the Henry Hoover have a name it has a face.
How can you use it?
There are two ways to put this to use. The first is to create a fictional character for your offering (think Ronald McDonald). The second way is to personify something inanimate (such as Henry Hoover). The question to answer is – is it possible/appropriate to create name part of your offering and create a character? Would this enhance engagement for your potential clients or would it alienate them?
You can also use a cartoon version of yourself as I do on my YouTube Channel 🙂
Example:
A tech support company creates a helpful animated character called “Chip” – a smiling cartoon microchip with glasses and a headset.
Chip appears:
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In explainer videos
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On the live chat pop-up with friendly tips
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In onboarding emails (“Chip’s Setup Checklist”)
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In social media posts as the voice of the brand
Why it works:
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Chip gives a face and personality to something typically dry and technical
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Clients feel more connected and at ease
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The brand becomes more memorable and distinct
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Chip makes the interaction feel like a friendly human exchange, not a faceless service
This strategy is effective for:
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Kids’ brands (to build character loyalty)
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B2B services (to humanise complex offers)
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Product packaging (to increase shelf appeal)
See also
This TED video also makes for interesting viewing re: the real world implications:
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