12 June 2022
When we are brand new in business, and don’t know anything, everyone tells us “What to do."
We listen to guru speeches, motivational trainings, take notes at seminars, and feel great after the company conventions. Next, we listen to endless Zoom calls telling us even more things to do. Nice. We know what to do.
We don’t need any more lists of what to do.
We already know we should talk to prospects, close our prospects, follow up, be positive, have the eye of the tiger, post our goals, be an example … and well, we know all of this already.
And then, finally, we "get it" … and we stop the endless list-making of what to do.
We know what to do. But … we don’t know "how to do it" in a way that fits within our comfort zone.
This takes two steps.
Step #1. Learn multiple ways of "how to do it" for each of the skills.
Step #2. Pick the way of "how to do it" that fits within our comfort zone and personality.
Most professionals never get to Step #1. That is the big step.
Step #2 is easy if we know multiple step-by-step skills that we can choose from.
Most training is about what to do, the skills I cover are all about "how to do it"
I am the How Man!!
Start strong. Use great headlines, hooks and first sentences. Some ideas?
- "Don't Make This £10,000 Mistake Tomorrow Morning."
- "How To Make Your Boss offer you a pay rise in 3 Easy Steps."
- "Earn More Money Working at Home Than In The Office."
- "How To Make Every Day A Saturday."
- "How To Make Your Clients to Adore You."
Our prospects will want to continue our conversation.
How can I get my prospects’ attention?
We talk. Nobody is home.
Our prospects pretend to listen, but we know their thoughts are elsewhere. They are thinking of their messages, what they will do next, their jobs, and more.
The truth? Prospects can only have one thought in their minds at a time. It usually is "our thought."
Using special words can help us break their thinking about other stuff, and actually listen to what we say. Here are a few examples.
- Now …
- Imagine …
- Here is the short story …
- I just found out …
Humour
- I've just found out my uncle has left me a stately home in his will.
- I have no idea where Sod Hall is. I'm just off to google it.
- To be honest, the only reason my wife and I are together is the children. Neither of us wanted custody.
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