Written by: Vickie Sullivan | March 17, 2020
2 Tactics to Get Prospects to Buy Your Services
We all know that you need to create a frame around your great ideas. The bigger question, though: How do you let folks know they shouldn’t implement your ideas by themselves – that they need outside help?
This Fast Company article is an example of a great foundation that plants those seeds along the way. Here are some tactics you can use:
• Make the path hidden. Note that the author mentions “not direct” and “hard to predict.” This activates the scarcity mindset. The author is saying, “I’m about to tell you a secret. And I have more that I’m not telling.” Key message: I know where the bodies are buried. It’s a great way to position an on-the-ground perspective.
Listen: How to Suggest More Help Without Sounding Promotional
• What it takes to implement. Check out the ending. By showing the commonality of all four paths, the author lays out the mindset required to pull this off. And it’s that mindset that drives the need for more help. The key message: This is an inside job that requires outside assistance. It’s a great way to position coaching and on-going support.
Many prospects think once they have the solution, they can implement it all by themselves. If you plant seeds about why folks need help, you can head that assumption off at the pass.
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