If you do this, I'll give you that.
An exchange of value, that’s all it is.
An offer is simply an proposition to exchange (presumably) cash, for something in return, of equal or greater perceived value.
The problem is, human nature is such that people will basically look for any reason to get out of doing something, even if it’s good for them. It’s just a simple issue of “better the devil known… then the devil unknown.”
Especially when it comes to spending munney.
So what you need to do is give people a bribe… or an incentive, to take action — basically,making them “an offer they can’t resist.”
There are two easy ways of doing this, and in fact, when you put the two of them together, you get a synergistic impact. Which basically means, “The sum of the parts is greater than the whole.”
So in a case like this, two plus two has an impact on the overall package, much greater than simply “four.” And these two strategies are quite simple.
One, is to offer some extra bonuses for taking the action you want them to. When your prospect feels they’re getting something “extra,” they’re much more inclined to take action. After all, who doesn’t want “more bang for their buck,” no matter who you’re talking to?
But all this is completely ineffective, unless you’re also willing to put a date stamp on this thing. Meaning, you get the bonuses, only if you take me up on this offer before a certain deadline, or else all bets are off.
The date stamp is sort of like the final push to take action. And when you add in the bonuses, it feels like they’re taking a leap of faith instead of like jumping off a cliff.
And the bottom line is, when your prospect feels “faith” instead of anxiety, you’re on the road to something great.
As long as… you deliver.
Now go sell something, Craig Garber
P.S. In life, you can turn obstacles into challenges or excuses. If you’re prone to excuses, then check out this “Excuse Busters” CD. Listen to it a few times and get your head all sorted out, where it belongs: http://www.kingofcopy.com/dreamscometrue
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