Missing the emotional trigger?

Hey there,

You can say all the right things—what you do, who it’s for, why it matters.

But if it doesn’t make them feel something, it won’t matter.

It won’t stick.

When I started my business in 2020, I had one goal: to get every opportunity I could.

I was confident in what I was offering.

I was hungry for work, reaching out to people day and night.

It worked.

I made my first $2,000 within weeks - and for a while, that momentum kept me going.

But then,  everything slowed down.

Same services. Same outreach. Same effort.

But the results? 

Not the same.

That’s when I stumbled across a simple idea:

People buy with emotion, then justify it with logic.

It stopped me in my tracks.

Because up until then, I’d been selling what I do; not how it feels to work with me.

I was listing features, deliverables, and outcomes…

But I wasn’t tapping into the one thing that actually moves people: emotion.

This thought helped me close more deals, sure—but it also made it easier to connect, build trust, and grow without burning out.

And that’s how the E.M.O. method was born!

Here’s how you can use the E.M.O. method to connect before you talk business

1. E — Emotion for Selling

Most of us are told to talk about deliverables, features, or ROI.

But what actually sells is how people feel about those things.

Tap into what your audience is really feeling.

Most buying decisions are emotional, not rational.

We buy things because they solve stress, offer hope, save time, or make us feel capable.

Here’s your first step - 

Steal their words 

Grab phrases from LinkedIn comments, G2 reviews, or customer calls.

Spot the tension 

Look for pain points in founder tweets or Reddit threads.

What’s annoying them right now?

Use their pain point 

Are they hiring a Growth lead?

If yes, they’re feeling the pressure to scale.

Lean into that.

And start communicating about that in your pitch. 

2. M — Meaning Behind Your Offer

Tie your offer to something more significant than the service itself.

It’s not about what you do. It’s about why it matters.

Most people pitch without context.

But if your offer doesn’t connect to what matters to the buyer, it gets ignored.

So how do you reflect the meaning behind your business?  

Study their positioning 

Check the company’s About page or recent founder podcast.

Use their language when describing their mission. It will make your pitch instantly relevant.

Audit their funnel manually 

Subscribe to their newsletter, test their product, or read Glassdoor reviews.

Identify the gap.

If getting started with marketing is challenging for them, show that your service makes it easy to overcome the gap.

Check their hiring page 

Are they hiring a content marketer?

That means they’re likely drowning in inconsistency.

Start a conversation with: “Looks like you're scaling your content. Do you need a hand keeping it consistent and strategic?”

3. O — Outcome Over Features

Paint the “after picture.”

People aren’t buying the process. 

They’re buying the growth.

Here’s how you can apply this:

Share specific results

Focus on sharing real numbers you achieve. “Helped a SaaS brand grow more signups in less time.”

This builds instant credibility.

Show before/after states

Send out emails that talk about the milestones.  “From unread newsletters to more active subscribers.”

This helps them visualize the shift your service creates.

Sell a Sigh of Relief

“You’ll finally have a content system that works while you sleep.”

Back every promise with a number or an outcome.

Since making this shift, everything changed for me.

I started attracting people who believed in the same things I did.

All because I learned to lead with emotion, not just logic.

Feelings First, Features Later!

If you’re feeling stuck in your sales or growth journey right now, ask yourself this:

Am I selling what I do, or what people feel when they work with me?

The difference sounds subtle.

But it’s worth way more than you could have imagined!

Until next time,

Karthick Raajha