Strategy: Tap random emotions.
Establishing anchors is hard work. You have to plan them, establish them, get people into specific emotions and then establish the anchor or link (the trigger). An easier way is to use what people give you.
When someone laughs, touch your ear, or touch them on the forearm, or smile in a certain way, or stroke your tie, or make a funny noise. Just so you remember what it is and can duplicate it. Every time they laugh, you do the same action. After a short while, you can touch your ear and they will laugh. You took a series of random laughs and linked them to your ear.
This not only works with clients, by the way. You can anchor love, laughter, joy, fear and many more emotions with family members and loved ones. They can come in handy – such as when you are in the doghouse, you can get out by making your spouse laugh.
Strategy: Steal existing anchors.
Lots of salespeople work too hard to convince someone to buy a product. They try and figure out the exact series of strategies that a person uses to buy, and then try to duplicate the steps or actions with their product.
Each of us has a strategy for buying. But rather than spending a lot of time uncovering the strategy, why not just get them to remember it and link your product to it?
They have made good buying decisions in the past that have made them very happy or content. So, simply get them to remember a specific event, and link your product to that decision. I might use a pattern like this:
“Sometime in your past, you made a great buying decision. I mean one that you really were glad about, didn’t you? Can you remember that decision? What was it that the salesman said? What happened to totally convince you it was the right decision? How did it make you feel? (Notice I am using V/A/K language.) The whole time I am saying this, I am holding or pointing to my product.
Strategy: Stacking anchors.
The best use of anchors is to stack them, one on top of another. General stacking is simply attaching all positive emotions to your product as they happen. When people laugh, point to your product. People get excited about life, point to your product. Someone says, “Yes, I get it,” point to your product. Keep stacking as much positive emotion as possible onto the product.