Two types of prospects, one good, one… not so good
Similar to yesterday’s e-mail, if you are like the ostrich who sticks his head in the sand on important issues, then don’t read this – it will make you angry. In fact, if you have a guttural reaction to this that says, “I can’t stand this guy,” then I’d encourage you to hit the unsubscribe link below. Honestly — you just don’t need that kind of stress in your life — life’s tough enough as it is without having some guy come in and make you nuts every day.
But… if you’re looking to expand your understanding of marketing and lead generation psychology and conversion strategies, you’ll love this time-saving tip.
I was recently speaking with a member of my Mastermind group, and he was sharing a story with me about a woman who didn’t want to hire him because he had a spelling error in his webpage.
I told him not to worry — this person wasn’t a valid prospect in the first place.
You see, there are three kinds of prospects out there. The kind who wants to be “convinced” to hire you, the kind who wants to be “unconvinced” about not hiring you, and a third kind we’ll talk about in a minute.
But let’s talk about the first two kinds, because although they appear to be different, they are really one in the same prospect.
The truth is, you can unconvince a prospect, much faster than you can convince them. And the prospect who needs to be convinced, is simply telling you they don’t believe what you have to say… they’re not qualified in the first place… or, they are typically scared to pull the trigger and take action.
But because they like to play games with themselves or because they really aren’t certain of themselves in many different areas of their life, or because they’re afraid… or for some other personality quirk that who knows what… they “think” they’re open to being convinced.
Really though, they’re not. They’re more open to being unconvinced, and they’ll find any little reason – whether it’s logical or nonsensical (like having one or two spelling errors on a website with several million words on it) – to be unconvinced about you. Most of the time, though… their true reason has to do with some kind of internal or psychological pain related to this particular issue.
Like maybe they aren’t comfortable with their financial situation, or perhaps they are deathly afraid of being successful, or sometimes both, even.
These are the people who send you in angry e-mails and who scream about what you’re doing on forums, instead of working out their issues in a healthy and therapeutic setting, by the way. Or instead of actually doing “some thing” productive with their time.
My point is, in either case, these folks are NOT the prospects you should care about. They are non-buyers and are far more likely to give you more headaches than they’re worth. If someone needs you to convince them of anything, then they aren’t convinced themselves. This is a “their” problem, not your problem.
The very best thing you can do is to move on and spend your time dealing with the third category of prospects – the ones who are attracted to you.
See, these folks are sold already. They want to buy what you’re selling, they have the money for it, and all they need to know is,why buying from you is better, stronger, faster, whatever… and safer, than buying from the next guy.
In other words, “Where’s the value in this particular transaction?”
These people will stand by your side through thick and thin. They’re decisive and they don’t need convincing. All they need to know is “Why you?”
At this point, all you need to do is give them solid reasons based on what makes you unique, and then make the sale.
No quirks, no issues, and they’re not making their problems, your problems.
And ain’t that the way business (and life) should be?
Now go sell something, Craig Garber
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