21 August 2022
Imagine we’re just starting our career. What should we do first? Here are our choices.
#1. Find lots of prospects. Talk to everyone. Create marketing funnels, chat bots, and automated programs on the Internet. Buy duplicatable systems that claim to do it all. Spam our friends’ Facebook pages. Or,
#2. Learn what to say to people.
While the answer is obvious, new business owners or advisors don’t follow this common-sense advice. Even if they do get in front of a prospect, what are they going to say? Most don’t know, so they end up doing this:
- Sending the prospect to the company’s website.
- Giving the prospect a brochure.
- Telling the prospect this is unique.
- Reading PowerPoint slides.
- Saying, "Incredible. Awesome. Life-changing. Unbelievable. Game-changer."
And we know how this all ends.
At the very least, we should help our new team members have a great first sentence. This is our job, not theirs. We can’t expect them to know this when they join.
So, the question is, "Which great first sentence we will tell our new team members so they will have a more pleasant experience when talking to their prospects?"
The "Hick's Law" trap.
Keep it simple. Why?
Hick’s Law states that the more information we give our prospects, the harder it becomes for them to make decisions.
Human brains are lazy. Too many choices mean our prospects have to think too hard to make up their minds.
Ask this question – “So what is easier for you?” This solution to your problem, OR to continue to struggle with the problem?
6 simple words to close “So what is easier for you?” give only 2 options then pause- the answer our prospect gives, will let us know what they want to do, they close themselves.
We might want to rethink the videos and the PowerPoint presentations of the past.
Ask ourselves, "What would we like? A long presentation or a short presentation?"
Makes sense.
Humour
I was staying in a hotel last night.
Before I went to bed, I phoned down to reception.
"Hi, this is room 317. Can I have a wake-up call, please?"
The receptionist replied, "Yes. You're fat, in your 40's and given you're staying in such a cheap hotel probably haven't achieved much in your life."
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