E90 – Patrick Powers | Founder of Entrepreneurs In London

Originally from a small town in Denmark, Patrick Powers is now one of the top copywriting experts in the UK. Through his journey to this position, he has learned the importance of building a deep trust and relationships with clients and connections by asking the right questions.


The Power of Words

Patrick decided to start his own business at the young age of 21 with little knowledge of the industry or how to succeed in it. With this mindset and his dislike of people, he went bankrupt, and then reevaluated his strategy as he wanted to continue on this path as his own boss. Patrick, like other business owners, had wrongly believed that if he had a great idea for a business, then he would be successful. Through reflection, he came to realize that his difficulties had come from a lack of marketing experience and sales skills. As a result, he got into copywriting and became interested in learning about the power that words can have over people. He likens this phenomenon to a kind of “almost mind control” in which, with the right words, you can convince people to act, buy, and comply in relation to your business. Over time and his many experiences, Patrick has found that to accomplish this task successfully, you must prioritize your relationship with the customer or client. 

A Foundation of Trust

For Patrick, building relationships with people is key for successful sales and marketing, and his 

One Big Tip for this relationship building is to ask what he calls “transformational” questions instead of transactional questions. By this, he means that when you are first getting to know someone and desiring an outcome of purchase or partnership, you need to “forget that they are a potential lead for you and look at them as just a person you want to connect with.” Patrick notes that people often ask superficial questions that produce inauthentic interactions that do not allow both parties to truly get to know each other. In response to this, he suggests asking questions that transform the interaction by forcing the responder to think more deeply. For example, instead of asking someone “how was your weekend?” Patrick prefers to ask “what was the highlight of your weekend?” With such unexpected questions, people cannot give an autopilot answer and the whole interaction becomes more natural and genuine. Patrick adds that during this exchange, “as people reveal something personal about themselves, they actually trust you more in the process as well.” However, in order for this trust to develop further, it is important to reveal your own personal information, even if their questions do not directly ask for deeper information. Make the connection easy by asking the right questions and engaging with their responses with your own personal details. 
To learn more about Patrick and his marketing advice, you can find him on Facebook and LinkedIn under the name Patrick M Powers or visit his website www.patrickmpowers.com for more information, training, and resources and for a free sample of his new book The Marketing Manifesto.