Reality: "Wow, what a concept."
No one wants to do business with some nameless, faceless corporation.
Everyone wants to feel “some” kind of a connection to whoever they’re working with, even if it’s a perceived connection and not a real one.
Bottom line is people want to do business with real people.
But almost as important, did you know that making whatever you’re selling real, has a similar impact?
It’s true. If you can somehow draw people into your message by having them visualize themselves using your product, you’re well on your way to making a sale.
Joe Sugarman used to do things like this when he sold electronic products.
He might say something like, “Pick up this new phone. Feel how snug and secure it sits right in the palm of your hand. Run your fingers over all the buttons on the phone and feel how easy it is to dial all the numbers you want, quickly and easily. No more rotary dialing that takes forever, or wrist cramps that linger for hours on end, after your call.”
And you can do this for anything. Let’s take something totally mundane, for instance, like commercial property insurance. How do you draw people into this, for goodness sakes?
The answer is simple, check this out: “Last week, George Icell’s life was destroyed. You see, George owned Icell’s Warehousing for the last 35 years. Every weekday George came into the office at 5am, and left at 6pm, like clockwork, never missing even one day of work during that time, except for the two weeks he took off for his Honeymoon back in 1974.
Sadly though, last week Geroge’s building was burned to a crisp. And because he hadn’t updated his insurance coverage in ages… after 35 years of business, Icell’s Warehousing will not be reopening.
George’s life will never be the same.”
See, there are loads of ways to get your customers and clients involved in what you’re selling. The key is to stimulate as many senses as you possibly can — sight, touch, feeling, smell — whatever makes sense.
And if you can kick in an emotional component on top of this (in this case, sadness and regret over the loss), then you’ve got it made.
Don’t forget this. It’s not talked about very often, but Lord knows it sure should be.
Now go sell something, Craig Garber
P.S. One of my members actually sent in a video about their experience with my Seductive Selling Newsletter. You’ll even see how he highlighted all the important points in this particular issue! And now at last, you can test-drive it, for free. Just scroll down about two pages and listen to what Brian Edmondson has to say on his video at : http://www.kingofcopy.com/ssnl
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