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Owning the Frame

  • What is it?
  • Why it’s important for your business
  • Three tips on how to do it

Morning, morning. I hope you had a good and amazingly warm weekend.

  • The concept of ‘owning the frame’ is something I emphasise a lot in the customer engagement context

It effectively goes hand in hand with providing wonderfully differentiating great customer service.

The Importance of Owning the Frame When Working with a Prospect

In the bustling world of business, the art of persuasion is crucial. Whether it’s to secure a partnership, gain a client, or lead a negotiation, your ability to set the tone and direction of a conversation is paramount. This is where “owning the frame” comes into play.

What is Owning the Frame?

At its core, “owning the frame” refers to controlling the narrative or setting the context in which a conversation or negotiation takes place. It’s about being proactive rather than reactive, and making sure the conversation progresses in a way that aligns with your goals and values.

Why is it Important?

  1. Influence and Perception: Owning the frame helps to position you as an authority. When you set the context and pace, it’s easier to influence perceptions and guide the outcome.
  2. Clarity and Focus: When you own the frame, you ensure that discussions stay relevant and on-track, leading to more productive conversations.
  3. Builds Confidence: It provides an assurance to your prospect that they are in capable hands. It reflects confidence, preparation, and professionalism.

Top 3 Tips to Own the Frame:

  1. Set the Agenda: Before any meeting, outline the points you wish to discuss. Send this agenda in advance to your prospect. This not only shows that you’re organised but also sets the conversation’s tone. For instance, when discussing garden designs, set the focus on the client needs, what the intended result of the meeting will be, and what it might be helpful for them to have a think about before you meet.
  2. Ask Open-ended Questions: Engage your prospect with questions that allow them to share more about their needs and desires. For example, instead of asking, “Do you want a water feature in your garden?”, ask “What elements would make your garden feel more personal and alive to you?”. This approach allows you to steer the conversation while gaining valuable insights.
  3. Master the Art of Listening: While it’s essential to guide the conversation, it’s equally crucial to listen actively. By doing so, you can adjust the frame as needed, ensuring that the prospect feels heard and valued.

In conclusion, owning the frame isn’t about dominating a conversation; it’s about guiding it in a way that aligns with your objectives and resonates with your prospect. As with many skills, it requires practice and a keen understanding of human behaviour. So, next time you find yourself in a meeting or consultation, remember the importance of setting the stage and watch as your interactions become more fruitful and impactful.

Want to find out more for your business?

It’s something I especially cover in detail in the Business Accelerator Programme. Head to [what we do page] for more detail.

Many regards,
Denise

The Insightful Collective
Award-winning business coach with a visual twist