Hi. It's Joe Prospect again. I want to let you in on a secret...
I'm very emotional. If you want to truly get to me, pull on my emotional heart strings. I really like to get excited about things.
Make sure you inspire me with the possibilities of what's in store for me if I use your product or service.
Don't be shy. You may think it is silly or unbecoming to get excited about your product or service, but if you don't get excited about it, how the heck am I going to get excited about it?
But be forewarned: I have a built-in BS detector.
So go ahead and pull on my emotional heart strings, but be sure to make it real.
Tell me the truth, the whole truth and nothing but the truth. I can sense when something isn't quite right about your story.
No product or service is perfect and I will have a lot easier time believing you if you show me some of your warts (as well as bragging about how great you are).
Also, I won't believe anything you tell me unless I see proof. I sort of trust other people, so I may believe you if you give me testimonials from real companies with real names. I somewhat believe statistics, so give me some stats if you have them.
Most of all, I like real stories about real people. So give me real examples about how you've helped your clients. I'm more likely to believe you if you talk about real people, rather than hypothetical situations.
I like to do business with people I trust. I always prefer to buy something from someone that I know or someone who is recommended to me. But sometimes I have to buy things from strangers.
Please make it easier for me. It would really help if you tell me something about yourself and the people in your company, so I can get to know you, not just as a professional but as a person.
The better I know you, the more comfortable I will be with the idea of placing my trust in you and buying from you.
Business runs on relationships. I hope I've managed to shed some light on how you can begin to develop a relationship with me.
Yours truly,
Joe Prospect
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Making your marketing and selling work is a matter of motivating people to consider buying your product or service AND working with you. Motivation is triggered by emotions. What do your prospects feel when they talk with you?
Log into my online calendar and schedule a complimentary one-on-one 30-minute Sales Productivity session with me.
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