Maya Angelou is an author and poet who I greatly admire. One of her most famous quotes is this: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” While she meant this as a reflection on life in general, I think we can take heed of this advice in business as well.
Think about all the luxury car advertisements you see on television. While they may include some specifications about the car, the majority of the images you see, and the music and words that you hear, tell you very little about the mechanics of the car, but are instead designed to elicit a feeling. The car company wants you to feel good or excited or even envious when you view their advertisement. They want to convince you that you will be better off by purchasing their product.
Generally when we respond to advertisements, it is because of the way they make us feel. If the music is really annoying, we might remember it but we might not like it. If there is an overload of information, we might retain some of it, but long term the message is likely to be lost.
What does this mean for you in your business? It means you need to work hard at ensuring that every contact a customer (or potential customer) has with your business is positive. But more than that, you need to explore ways that you can make them feel exceptionally good about their relationship with your business – it will keep them coming back for more.
Michelle Grice writes a weekly column for business women in The Western Weekender
