Do you have excited, hungry prospects – knocking at your doors, just waiting to get a piece of what you have on offer? Or does it feel more like your prospects are suffering from a touch of sluggishness, or a loss of appetite for your offerings?
Give your prospects enough compelling reasons to want to buy.
Your prospects should be jumping at your product, and if they are not, it's time to do some serious "tweaking" to your current marketing efforts.
Step 1: Give Your Prospects A Reason To Buy
Let me ask you — Are you motivating your prospects enough, or in the right manner so that they want to buy what you're offering? If your prospects aren't acting, perhaps you're not giving them enough compelling reasons to do so.
Here are some questions you can ask yourself (and answer them honestly) to discover new ways to motivate your prospects …
• "How can I present my product or service differently?"
• "How can I ask my prospects, in a new way, to change the way they operate, to do things differently?"
• "What alternate forms of motivation can I explore?"
• "How can I communicate the rewards differently?"
• "How can I more clearly communicate the high cost of doing things the old way to my prospects?"
• In short, "What do I need to do differently?"
Step 2 : Get Clear About The End Reward
For the benefit of yourself and your prospects, it can be helpful to paint a mental picture of the end reward. Often, prospects cannot be motivated to purchase unless they can gain a solid grasp of how their lives will change once your product or service is integrated.
Step 3 : Challenge Negativity, Focus on the Positive
Often, our human nature dictates that when we come upon an obstacle, or obstacles, we tend to fall into dialogue that sounds like, "It's hard," "This is difficult," or, "It's impossible."
Many times, conversation among professionals can further negative attitudes about obstacles. If you're hearing things like, "No one's moving right now," "Nobody takes professionals like us seriously," or "They don't know what they're missing," you run the risk of being pulled into that mindset. And from that mindset springs prospect inactivity.
This phenomenon has been referred to as the "conspiracy of mediocrity," and there's really no better way to describe it. After all, what better way for your competition to pilfer success than to convince you that your own hopes of success are unlikely to be realized.
When you encounter these attitudes, it can be helpful to remove yourself from the pervading negativity, and to instead focus on how you can make your company the one that's breaking through that negativity.
Don't allow yourself to be sucked into the conspiracy. In order to reap rewards for you (and your clients), it's imperative that you begin to challenge common beliefs that pervade the air of your particular niche. Determine for yourself whether a principle is true or false.
If you want to motivate your prospects to buy, you must relieve them from the burden of listening to the same old song. You must play a new tune, change the key, or even invent a new type of music. If you take the time to really listen to what they're asking for, and answer those needs, it won't be long before they're back on their feet, feeling better, and jumping on your bandwagon (which is, by the way, quite handy at steering around those pesky obstacles).
Bernadette Doyle is a marketing specialist who helps entrepreneurs become client magnets and attract a steady stream of their ideal clients. If you’d like to receive invaluable tips and advice on how to attract clients with ease, register at http://www.clientmagnets.com
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