myself on the defensive when on the phone with clients. It
seemed that I always had to prove my worth to get the job ..
always on the defensive.
I never thought about it that way really, just that I knew
95% of my telephone contacts resulted in me not getting the
Later I noticed that the potential clients I spoke to on the
phone had a different attitude. I notice that they were now
on the defensive and wanting to know if I WOULD TAKE THEM ON
So what made the big difference ... INTIMIDATION.
You see, when you are trying to get the sale then you end up
pushing away the client. When you are willing to walk away
from the sale then it puts you in a position of power.
And here is how I use the strategy of intimidation on my
(*Note: If I think that your product or service sucks, then |
I'll not take on your project. Excellent copy can improve
your sales but not the quality of what you are selling. I
only write for clients with high quality products with a
hungry target market. If I think that you are trying to sell
sand in the desert, I'll decline to work with you.)
Also keep in mind that you may be the expert in your
business, BUT I'm the expert on SELLING your products and
services. If you can't live with that relationship then
better not use my services.
.....I just don't have time to waste with clients who
question my every judgment and know all the answers to the
questions they are asking me. I'm highly selective of who I
choose to work with. If you know that you are hard to get
along with, then please find another copywriter to work with
and don't waste my time. (Sorry to be so blunt, but that's
the plain truth!)
reading my site they are already qualified because they now
have to PROVE why I should work with them.
Before I had this type of language on my site I will get all
kinds of 'losers' and scammers calling me. Those who
wanted to get my services for nothing. Now I get more
qualified clients--the 5 figure kind!
ONE OF THE MOST EFFECTIVE WAYS OF MAKING THE SALE IS TO TELL
THE PROSPECT THAT YOU DON'T NEED THE SALE!!
You can do this by ...
1. Limiting the number who can get your product.
2. Raising the price.
3. Reminding them that you are already making money. (People
hate to give money to the 'poor' but love to give their
money to people who already rich! Beats me, but it's human
nature--don't try to work against it, instead let it work
4. Using a deadline.
5. Make it exclusive--only a few would buy. "This may NOT
be for you"