Remember one of the Golden Rules of getting the sale.
“People Buy On Emotion And Then Justify Their Decision With Logic”.
There are plenty of ways to get people to quickly emotionally connect with you. We’ve covered greed and fear so far, and the third one is Pride.
You see, people just LOVE to feel good about themselves. What about a nice smile from a member of the opposite sex. What about some unsolicited feedback out of the blue. It puts people in a great mood. And if you want someone to take action with you, it’s great if your prospects feel that way. (Actually, next week I’m going to tell you what one seminar company does when they get their attendees in a great mood. Its incredible!)
You see, most of us go through life unrecognised. Working hard, working smart, doing all the right things day after day. So when someone notices it’s a great feeling.
Look. If you can appeal to their pride, tell them how admirable what they do is, how hard it must be, the responsibility they hold etc etc then you’ll bond with them and set them up in a buying mood!
So for a medical sports specialist you could tell them…
“You’re no ordinary runner. You’re always keeping up to date on the latest training and ideas, and always make intelligent decisions. You work hard looking after yourself and your body, and quite frankly you’re above 99% of the other runners out there because of it”.
For a financial specialist, just change it around a bit and tell them…
“You deserve to be congratulated. You’ve always worked hard at educating yourself and you’ve had the guts to get out there and make some serious money. Very few people actually do that. Most of the population just sit and complain that their boss doesnt pay them enough, or the pension is too small. But you’re not like them. You’re one of a rare group of people who have gone to great lengths to separate yourself from them, and you deserve every ounce of your success”.
OK, those examples were really quick and unpolished, but if you got one of them, surely you’d feel good about yourself. And that’s a quick way to establish great rapport with your prospect or client. As they say, a little flattery goes a long way.
All the best,
Hugh Thyer
<Are you looking for a copywriter for your next project? Contact Hugh at www.salescomefirst.com to discuss your needs>
