19 September 2021
How do we take prospecting to a higher level?
Here is the difference between a benefit and a hook. You decide which is the more powerful approach.
Imagine we are a personal trainer talking to our workout client about exercise. We want to sell our nutrition.
Approach #1: “You should buy this supplement. It will extend the benefits of this workout.”
Approach #2: “How long do you want the benefits of this workout to last?”
Approach #2 uses the “question hook” approach. The difference in results will be startling. And we can use this for any benefit in our business.
When in doubt, do nothing.
This is called the “status quo” bias. It is one of many subconsciouses mind biases of the human brain.
What do our prospects doubt? Future success. They fear failure if they start in our business.
The solution?
Explain how we, as their mentor, will partner with them until they reach success. We can remind them that we overcame our starting fears and challenges. We know how. They will have us as their experienced partner.
Try this closing method to prevent procrastination.
Here is an easy close:
"This either works for you or not. So, what would you like to do?"
It’s simple and gets prospects to say "yes" or "no" instead of wanting to think it over.
Some examples?
- "Working out of your home instead of commuting to a job either works for you or not. So, what would you like to do?"
- "Losing weight fast with these exercises either works for you or not. So, what would you like to do?"
- "Having the option to retire earlier either works for you or not. So, what would you like to do?"
Humour
1. A man has suffered serious head injuries after being hit with a large, round, brass percussion instrument.
Police believe the attack was gong related.
2. During my wife's labour, the nurse came up to us and said, "What are your thoughts on Epidural".
I said, "Thanks, but we've already picked a name."
3. My doctor e-mailed me asking if I knew my "blod group".
I replied, "typo."
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