You want more business. And higher fees. In this short article, I reveal the true story of the strategies I used to get both and how you can do it too, starting tomorrow morning: She let me into her living room cautiously, curiously. I quickly selected
where I"d put the lamp. If I were to get this dollar-down-dollar-when-you-catch-me account opened, she"d have to find the lamp irresistible. It was a gorgeous Chinese red table lamp, selected with the demographics and psychographics of the neighborhood in mind. I plugged in the lamp. It changed the spirit of her ordinary living room instantly. When she heard the terms, she got her purse and pushed a dollar bill into my waiting hand. Diamond Furniture had another installment account. (Then a tiny storefront operation, this retailer is now the dominant furniture store in Northeast Philadelphia.)
My prospect saw a rosy picture with her as the hero. I, working my way through Temple University, had another sale. My Uncle, owner of the store, had an account that might yield many thousands of dollars in repeat sales for long years into the future.
Fast forward 10 years: Now representing an office furniture manufacturer to retailers, I convinced Harvey Blank to buy 1000 catalogs of my products with hi.company name, Blank Desk, boldly printed on the cover. His prospects would not toss out this resource because it had durable value. When ready to buy, they"d call him. I painted the rosy picture with Harvey as the hero. He secured a great promotional piece at a token cost. I enjoyed mega-commissions for years t.come. Treated my family to a pool in our back yard.
Fast forward another 10 years: Now, I was in smog-infested Los Angeles, selling homesites where the sky is blue and the air is sweet in sunny Arizona. I described life near great fishing, on the healthy high desert, yet only 20 minutes close to the Hualapai mountains and tall trees. Smiling, I described what life could be like for my prospects on weekends now and full-time after they retired.
I painted a rosy picture with my prospects as the heroes. The terms were easy enough. He looked at her. SWhat do you think, honey? Within 2 minutes we were writing up the deal. By now I was enjoying life in Malibu, looking out over the ocean view from my dining room. Life was sweet.
When I became a self-marketing speaker, I used the same strategies to propel my bookings into the six-figure stratosphere.
What has this to do with you enjoying more success as an entrepreneur? Stay tuned and see how you can cause your world to be your oyster. How you can get more transactions and higher fees. How you can soon enjoy the lifestyle you long for. Here"s how:
In your mind"s eye, place yourself in the mind and heart of your prospect. Your prospect is a decision maker with the need for a service or product such as yours plus the budget and the authority to engage you.
Know the features of your ofer. Know the benefits these features deliver. Reflect on the benefits of the benefits. Let that sink in for a minute. Hmm...The benefits of the benefits. These are the outcomes you deliver. Don"t sell your services or products. Instead, market outcomes. These outcomes are the arrows in your quiver.
Confirm that what you can deliver is appropriate for this conference: SWhat is the purpose of your investment? What are the outcomes you desire? What outcomes will make you look great?
Romance the benefits of these outcomes. SJust picture yourself the hero who made the difference... Imagine how you"ll feel when...
Show them how this decision affects their position. Let them see how good they"ll look because they book you now.
Touch their heart. You gotta touch hearts to detach prospects from their cognitive functions. Lead them into a state of enchantment with your words. Allure them with vivid images. There they are surrounded by the you with m.compliments. Write me at 1 Speaking Success Road, Kingman Arizona 86402-6543.
Involve every possible sense. Let them see it, taste it, smell it, touch it, hug it, hear it, live it, make love to it, be a part of it and have it be a part of them. Paint a rosy picturemake your prospect, (the decision-maker) the heroand watch your sales soar!
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© Burt Dubin. Burt Dubin is author of "The Speaking Success System," an unusually effective mentoring program to help speakers reach their career goals faster. Get you.complimentary 7 part e-course on how to succeed faster as a paid speaker plus Burts Speaking Biz Strategies Letter at:
