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So many businesses turn up and puke over their potential customers.
We talk about ‘us’ and we ‘puke’ about all the features of our product. We forget about what’s in it for our customers.
Yet it’s that single thing that will move people to take action, whether that’s to buy from you, contact you, arrange a meeting, arrange a quote….
It all comes from you being able to get into their heads clearly and articulate whats in it for them.
Whats In It For Them?
A quick technique that will help you when you start to pull your marketing messages together, is to get two or three people with you and ask a simple question:
“Let’s brainstorm all the reasons why our potential customer won’t buy or book a meeting”
Apply this question, whatever the next step is you want to try and do.
Get Into Their Heads
Why won’t your customers buy from you?
Gather all the reasons you can think of as to why your customers won’t buy from you and what might get in their way.
Do they know enough about what your selling?
Do they trust you?
Do they believe you?
Do they understand your message?
Whatever it might be, get those answers noted down and then address them in your marketing copy.
Address The Objection
Your ability to pre-empt objections and deal with them makes a big difference. When your copy is dealing with an objection that somebody might already be thinking, it’s going to automatically move you up the curve in that persons mind.
The Only Way Is Up
The likelihood of them actually dealing with you goes up. A lot!