One key to getting your prospects to take action is to sell what they WANT, not what you think they NEED. The kid in the drawing to the left may need a bandage, but he WANTS out of pain…immediately!
You may have the best solution in the world for your clients, but you first have to let them see why they want it.
This morning I was talking with a client who was having some trouble getting people to opt-in for her free report. The biggest reason I could see is that it was all about the solution (that the prospects may or may not even know that they even need) and not about the pain or discomfort her prospects are in.
A quick way to make a very powerful change is to ask WHY your prospects would want your solution. This sounds simple, and it is, but often times we skip right to offering the solution.
In other words, if you’re selling a weight loss solution you need to ask yourself what pain or discomfort your prospects are in if they don’t work with the solution. So, what are YOU trying to sell your clients right now? Take out a pen and a piece of paper and write down at least 10 ways your ideal clients are in pain or discomfort.
Now circle the 3-5 that jump out as the BIGGEST problems your prospects have. Include those “Primary Pain Points” on your sales pages, in your enrollment conversations, etc so that they know that what you are offering will help them get out of the pain and discomfort they are in right now.
Go try this right now and share your top 3 in the comments section below.
Great info as always, Tom.
My ideal clients are entrepreneurial-minded ministry leaders.
1. How to build a team to help carry the load.
2. How to reach more people in a world saturated with options.
3. How to keep your spirits up when the going gets tough (and it will).