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Then use that information to write your letter or brochure or deliver your presentation.
This tip provided the basis of a simple and scientifically-proven system for quickly and easily creating persuasive marketing material and convincing business presentations.
If you are giving a presentation or writing a marketing leaflet, the only safe assumption is that your audience will contain people of all four types.
Or you can choose to use it as the basis for crafting your marketing messages an
And it shows very clearly why most business communication and marketing fails to have the desired impact.
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Why should my audience be interested in this message? Brainstorm reasons why people will benefit from buying your product or service; Choose the best reasons and tell people about them first.
And, while you use this scientifically-proven system for persuasion, don't forget Mr Kipling's other honest serving men; you need to think about 'who' your audience is and tailor the message to them; and you need to consider 'when' and 'where' to deliver it to get maximum impact.
More recently, academic research into effective communication has come up with almost exactly the same formula for success.
"I keep six honest serving-men (They taught me all I knew); Their names are What and Why and When And How and Where and Who."
If you don't hit that one [link widoczny dla zalogowanych], many in your audience won't even listen to what you have to say.
Most of us have elements of all four types but usually one of the four 'buttons' is particularly 'hot'.
And that's where most marketing messages fail - they don't pay enough attention to all four buttons. Most often communication misses out the crucial first button - giving people a good reason 'why' they should pay attention.

Despite years of practical experience and many expensive courses, I've realized the best marketing tip I ever got was in my High School English class.
For example, you can provide a 'why' person with all of the facts you like but they will not even listen unless you satisfy their 'why' first.
Typically people rush straight in to the facts, the features - the 'what' part. While this is important, it is not enough on its own.

It was framed in the following words penned over 100 years ago by poet and writer Rudyard Kipling (perhaps better known for creating 'The Jungle Book').
What information do they need to make a decision? Give them the facts that they need; Explain the features of your product or service.
How will they use it? Tell them what they need to do next; Give them an action plan they can implement
And, often, messages are stuffed full of information but don't make clear how it can be put to practical use.
The '4mula' for Successful Persuasion So, whether you are writing a 200 word letter or a 60 minute presentation, try taking a piece of paper, splitting it into four quadrants and answering these four questions.
What will happen in the future? Point out the risks they face if they don't take your advice; Paint a great picture of how things will be if they do as you suggest
Years later, I've discovered that Kipling is more than just a master of pretty words.
If you choose not to hit these four hot buttons, your message will miss a large chunk of your potential audience and you will lose out on many possible customers.
After studying the learning style of different people for more than 25 years, educationalist Bernice McCarthy developed the 4MAT teaching system to reflect the four different types of learning style that she identified. The system works just as well for communication and marketing.
In brief, it splits people into four types: 'Why' people: need reasons and relevance before they will listen; 'What' people: information junkies (want to know all the facts); 'How' people: pragmatic and practical (they seek usability); 'What If' people (visionary, interested in the future possibilities).

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