What words/phrases cut like a knife?

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I struggle when pitching to potential clients. I have this very honest 'pros and cons' type approach which doesn't get the fire in their belly going.
I did say something the other day that had a huge impact.

(on the subject of price after telling them how much)
"I only charge what I think I'm worth"

This had a big impact on them. You could physically see in their face and change of demeanour that they were impressed.
I'm not saying this particular one is amazing or that it would work with 90% of other potential clients.

Anyway, to the topic! What kind of words or phrases do you say that has a noticeable effect on the client, like a knife through butter?!
#offline marketing #cut #impact #knife #phrases #words #words or phrases




    • [2] replies
    • I found when i say i am a business consultant, it works very well.

      when i add senior in front of it, they only ask for discounts if they don't
      the amount it costs to get started.

      So my knife through butter remark is simply is Hi i am rick, one of the senior business consultants from ....
      • [1] reply
    • That's brilliant Michael. Going to think about how I can apply that concept to my business

      Di
      • [ 1 ] Thanks
  • Scottish,

    This all boils down to the type of client you're meeting with.

    As an example, your typical owner/operator has too many distractions to appropriately handle their own marketing, and typically, other important business functions. These individuals tend to be the "know-it-all" type, and that's not necessarily a bad thing. They've been bred to micro manage, and want to have their hands on everything...and this includes marketing.

    Two very common pain points for an owner/operator:
    • "I know I need to improve my marketing, but I can't devote the time."
      • Of course they can't! They've got hundreds of irons in the fire all at once, and they're the only person they've delegated to tend to them. It's your job to make them painfully aware that some things should simply be left to the experts. Offering the owner/operator regular reporting, easy access to communication/support, etc. will ease this objection.
    • "I've tried lots of other forms of marketing in the past, but nothing really produces results."
      • This is a big one. Again, owner/operators don't have the abundance of time on their side, and whatever they may have tried in the past, was not with a concerted effort. We all know shotgun marketing doesn't work, but this is what owner/operators are attached to, because it's quick and easy to pay for some ads somewhere and anticipate results. Your role is to assure them that the effort you'll apply is focused and consistent, and best of all, will save them time and money in the long term.
    If you're leading the course of communication down the right path, price should never be an issue. You need to build and establish value in every interaction you have with the client. By the time you've reached the point where you can ask for a sale, the pain of them losing contact with you is much greater than the pain they attach to the money they're about to invest into marketing.
    • [1] reply
    • Generally the words that work like magic are the words that they use. I tend to listen a heck of a lot more than I talk. I drop words like SEO, email marketing, etc. I use the words they use and it's like magic to the ears.

      If I have a restaurant, and they want more butts in seats(their words), I talk to them about butts in seats. Etc.

      Get to know them, get to know their hopes and fears and present your solutions in terms of what THEY want, not what YOU want.

      HTH,

      Marcos

  • Scottish,

    Well the #1 word of all time with any product, industry, and service is the word "FREE". Offering a product or service for FREE while tying it in with a profitable product/service works well. The phrase, "ACT NOW!" produces impulse buying and a sense of urgency for people to think they better ACT NOW or they will miss out on a great opportunity.

    Peace
  • Lots of great stuff for me and the readers to think about.

    Phrases and 1 liners that stop people in their tracks like you've just told them they've won the lottery. There must be loads that are extremely impressive but don't come over 'salesy'
  • If you don't act now, you will instantly regret it...














  • Caution: using the title 'consultant' may have legal implications. For my state (california) there is a specific legalise designation for this, and it is a legal professional title, (similar to doctor, lawyer, etc) so be sure to triple check with the state you are in if you're in the USA.
  • @Scottish

    Your "I only charge what I'm worth" line can work in a different manner, in my opinion. If I were to hear that from a business consultant, no matter how good his background may be, I would think that he is too conceited. He may get the job done but hearing this might make me worry as my first impression on the consultant would be that he will tend to be condescending. Just sharing.
  • "How's that working for you? You must be getting a lot of customers from that!"

    then once the conversation is started...

    "Tell me about what has worked for you already" and listen. They sell themselves.
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