But Are You "Real?"

Dear Friend,

When I met Gary Halbert, the first thing he said he wanted to know about me, was whether or not I was "real". 

Whether you realize it or not, for the most part, this is all your prospect needs to know about you, before they decide to do business with you.

And when I say need to "know" this about you, what I really mean is, they need to "sense"... or "feel" you're real.

Here's the thing though:  Everyone's barometer for sensing you're real, is different.

But one thing's for certain that nearly all your prospects DO have in common, is that few, if any of them, can get this perspective, after their first contact with you.  And that's one reason why it's CRITICAL you maintain consistent follow-up contact with your prospects.  After all, if they can't tell if you're real at first blush, then why would you stop giving them the opportunity to find out?

Yesterday, a fellow called me up and wanted to know why I didn't answer his e-mail.  In a nutshell, I told him because he wanted "free" advice, and that I wasn't in the "free advice" business.  He was kind enough to share with me the fact that there were so many people giving advice out there, he wasn't sure who to trust.

Fair enough, but... not my problem.  I asked him how do you "know" you can trust your dentist the first time you go in for a cleaning... or how you know whether your daughter's pediatrician is on the up-and-up or whether he's simply looking to use you to fund his OWN daughter's college education.  Or how do you know you can trust the woman who ultimately becomes your wife, the very first time you go out on a date with her.

Not easy questions, at all.  To some extent, part of the answer, unless you're referred to someone, is ALWAYS "you DON'T know."

So I didn't have an answer for him, because the question he was asking me, was one he needed to answer himself:  When CAN you trust someone?

This is also why you REALLY need to use testimonials, because what OTHERS are saying about you - http://www.kingofcopy.com/testimonials.html - is FAR more credible than what you have to say about yourself.

Next month, in Seductive Selling, I am going to include the 5 questions you need to ask your clients, when you're gathering testimonials.  And if you want to test-drive Seductive Selling for free, you can do that right here:  http://www.kingofcopy.com/ssnl

In the meanwhile, try and figure out what makes you "real" to your prospects.  And what doesn't.

Now go sell something,

Craig Garber

P.S. In "22 Ways" I show you MANY different ways to make yourself real.  Check it out -- really:  http://www.kingofcopy.com/22ways

Any comments?

Send them to me by scooting over to the contact form on my "Here's How To Contact Craig" page, and maybe I'll publish them -- I appreciate your feedback!

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