Posts Tagged: understand your prospect
Take for example someone that can’t lose weight but has tried every diet fad out there.
They won’t own up to it ….
But they have an ardent desire that hasn’t been met.
Who wouldn’t want to look healthy and young!
They are love , duty, gain, pride, self-indulgence, and self-preservation.
Despite being written in the 19th Century by Robert Collier , Look at how he uses the appeal of emotion to sell a horse-drawn buggy:
“Dear Mr. Jones, Mr. Smith just said: “Mr. Jones would surely be delighted with a buggy like yours. Why don’t you offer him this one?
You can make another for yourself.” He thinks that if I send you my built-to-order buggy, you as a man who knows about buggies, will surely be pleased with it and certainly be envied by friends and acquaintances of yours who will see and admire my buggy when you drive it. I know Mr. Smith is right. So I’ve decided to act on his suggestion and let you have a buggy I’ve taken such personal pride in designing.”
I’m not sure about you who would admit to any of these things?
So if you really want your prospects to make you rich you better understand them waaaaaaay better than your competitors!
Get inside their heads and let Twitter , Facebook , and a plethora of Google blogs & forums do all the heavy lifting for us.
Don’t be satisfied with just slapdash answers.
Talk to you soon