Please find a range of blogs below:
10 September 2023
Nagging kid: “Mom, give me a cookie and I will stop bothering you.”
Mom: “If I give you a cookie, will you go back to playing your video games so I can get some work done?”
Nagging kid: “Ooooh. That would be a two-cookie deal. Can I have two-cookies?”
Like it or not, when we talk to prospects, we are making an offer.
So … how good are our marketing offers?
Prospects are self-centred. They think about themselves, their problems, and their dreams. That is why we should make our offers all about them.
Let’s...
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03 September 2023
How do our prospects react to our company videos?
Honest thoughts from prospects tricked into watching a video? Brace ourselves.
"At the end, I just wanted 12 minutes of my life back. I mean, it was like watching paint dry, but with more talking."
"I lost interest at the two-second mark. As soon as I saw the logo, I was done. Yet somehow, they managed to drag it out for what felt like an eternity."
"I don't know what was worse, the cheesy background music or the over-the-top sales pitch. Either way, I was ready to jump out a...
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27 August 2023
Bob falls into a deep hole. After hours of shouting for help, an Advisor hears him.
"Hey, buddy, what happened?" asked the Advisor.
"I fell into this hole and can't get out," replied Bob.
"Don't worry. I'll try to help you." The Advisor finds a rope, but it is too short. So, he says to Bob, "Well, I tried. Sorry, it didn't work out." And then continued his walk.
Bob shouts again. Another Advisor walks by and hears his cry for help.
"Hey. Looks like you are stuck in this deep hole. Don't worry,...
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20 August 2023
“Here is the short story …” And then I give a couple sentence summary of my offer.
“What would you like to know first?” Now the prospect forgets about his resistance to us and opens up and tells us what he wants to know.
This conversation hook is a no-brainer.
Say, “Guess what happened to …”
Instant engagement. Then, when our prospects guess, or say that they don’t know, this gives us a chance to tell our story that introduces how we can solve the prospects problem, they didn’t know they...
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13 August 2023
Here they are:
“I will start tomorrow.”
We delay diets, prospecting, follow-up, Master Classes and exercise by telling ourselves, “I will start tomorrow.”
These four words kill our motivation by telling our minds to procrastinate until tomorrow. And we know what happens tomorrow. A repeat performance.
So, as we read these tips, are we thinking, “I will use these tips tomorrow?”
A simple sentence to get our prospect's instant attention.
Before starting our presentation, say:
"If you have a few minutes,...
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06 August 2023
Since prospects are reactive, all we need to do is choose simple sentences that make our prospects relax. Here are some ideas of what we could add when making our offers:
This may or may not work for you.
I don’t know if this will work for you, but you can decide that.
Something for you to consider in the future.
This may or may not be your cup of tea.
Only you know if this fits you or not.
I know you explore options, so here is one more to add to your list.
Only you can decide if this is something to move forward on or not.
This may or may not be a...
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30 July 2023
When we are meeting new clients or prospecting, creating rapport is difficult. We jump into our sales presentation of features, facts, and benefits way too quickly.
One of the easiest ways of gaining trust with prospects is to read their minds. They will feel that you see the world from the same viewpoint as them.
It is not hard to read a prospect's mind. All we have to do is observe and use a little bit of common sense. For example, here are some mind-reading statements that we could say to a potential prospect lets give 5 different occupations as example
If...
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23 July 2023
One morning several years ago I thought to myself……
"Every morning I woke up I was weighed down by emails, text messages and voice mails with the word "urgent" in.
Good morning had become good mourning for me.
I realized that I was spending less and less time doing what made me feel good.
I spoke with my coach; do you have a coach? He recommended that I change what I did.
So, each morning, I now make sure that my diary is full of stuff that makes me feel good.
This usually involves talking to people that make me laugh and...
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16 July 2023
Rapport does a lot of things.
First, with rapport, people can trust and listen to the offers we make. Without rapport, there will be a lot of scepticism and resistance.
Second, if we are offering a long-term relationship with our product, service, or opportunity, do you think it will be easier with rapport, or with no rapport? Of course, rapport is better.
Rapport doesn't mean we have to be best friends, but that the communication is open so we can deliver our message. Once people hear what we offer without prejudice, they can make a decision if it will serve...
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09 July 2023
Here is an easy way to get an appointment and create an incredible bond.
Think about that tough prospect who doesn't allow appointments. Does he or she have an interest or hobby that you know of?
Go to a bookstore and find an appropriate book for your prospect's interests. Send the book to your prospect with a note that reads:
"Just saw this book and immediately thought of you. Hope you enjoy the book."
That's it.
The next time you call, the tough prospect will take the opportunity to thank you for your thoughtfulness. Then it will be...
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