Research conducted by American social psychologist, Stanley Milgrim discovered “The marketplace will blindly believe the words of an expert.” The power of this Milgram’s Law is that you can become THE expert even if you are starting out from scratch, BUT you must know how to leverage this law with one from George Zipf. This law says that “your ideal clients intentionally narrow their choices to those who are on top.” You must understand how to leverage Milgram’s Law and Zipf’s Law along with your Authority Positioning Portfolio so that you can create a virtual “blockade” around your business to dramatically reduce your competitors from competing against you.
Your prospects do not know what you know about your industry. Period. So when you can pre-frame your expertise with educational pieces of content from a radio or podcast interview, media mentions in news stories or the fact that you are a published author on the exact topic your target audience is in need of solving...you are pre-framed immensely with Authority Positioning!
Based on the NLP concept of Framing, a "Pre-Frame" is a powerful approach that allows you to strategically and subtlety let your target audience know what is going to happen and how they should think about it. When this is done in advance of them connecting with you, whether days or minutes, you are positioned as a credible Authority. Using this approach, you have the unique ability to use this science of setting your prospect's buying behavior.