How To Entice Prospects
When’s the last time you got a taste of something so delicious you just had to have more? Or maybe you learned something so interesting you were enticed to find out more?
One of the struggles I hear from clients over and over again is being unsure of how to pique the interest of prospects. Yet, when we dig into their business, and precisely the things they know or do for clients, they have interesting and enticing tidbits of information that benefit people.
Many people act as if they should hold these tidbits close to their chest like they’re playing poker and only break them out for the high paying clients.
The downside of doing this is, the ideal prospects that would benefit the most from your work, never get the chance to experience what’s possible. They’re not enticed to want to work with you because they haven’t yet seen the value of what you bring to the table.
I’m not implying that you give everything away for free. What I’m proposing is you consider offering clients a bite-size taste of your offer so they get a sense of what they can expect and want more.
Your Savvy Sales Tip this week: Be willing to give prospects a taste of what to expect, so they are enticed to want to take the next step in doing business with you.
Recently, during a private coaching session, a client shared a simple, yet most powerful idea that can be a turning point in people’s lives when they apply it. I asked my client how often they share this tip with prospects, and it was revealed that they rarely share it. My client was concerned that by giving this tip away, prospects might decide they don’t need to take the next step and actually hire my client.
This way of thinking unintentionally sets you up as coming from a place of lacking, holding back and may cause people to feel distrustful.
How might you prosper when you demonstrate your value and then have people saying to you, “I want more of this.”
A few days ago at the end of one of my talks where I shared simple, yet powerful techniques to close more business, a woman came up to me and said, “I want more of you.”
By giving her a taste of something she could use right away, she was ready to take the next step in working together.
In case you’re wondering, “Yeah but what about all the people who take those tips and never hire you?” My thought is, when they apply the tips and get results, they’ll remember they learned them from me. I believe what goes around, comes around, someway, somehow, the benefit shows up. And frankly, if the last year is anything to go by, great things have continuously been put in my path.
Take a few minutes and think about what’s your juiciest tip and how might you offer it when talking to prospects. Be on the look-out after you offer the tip, you’re likely to receive a Buying Signal, and it’s important that you invite the person to work with you. You may find your schedule filling up with your ideal clients.
Wishing you continued success in all areas of your life and business.
Agree? Disagree? Have additional comments or thoughts on this article? Please share.