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Wanna discuss what your prospects want?

by ewenmack
7 replies
Lets open up this about all the possibilities what
your prospects want, narrow it down to probabilities and then
creating a message and delivery method to send.

Why is this important?

Because our prospects take notice and buy for their reasons,
not because you treat your kids good or you give to charity.

Lets take an example to get the cogs on our brains greased and
fired up.

A person is seriously thinking about her selling her home.

She wants to know how much she will likely get after commission
and legal fees because this will determine if she can move closer to her family or not.

So she sees an offer on "What homes in My Suburb Recently Sold For".

Ah just what she needs.

And the realtor who made this available to her is the first
to get to her and is the most likely to get the listing, should she decide to buy.

What information would a person about to buy your product or service
want to know?

Best,
Ewen
#discuss #prospects #wanna
  • Profile picture of the author Claude Whitacre
    Ewen; Incredibly smart question.

    My offline clients want sales. They say they want traffic, but they want sales.

    Maybe next in line is that they want their competitors to die. I've made some sales almost entirely on the idea that we will take sales away from a competitor. Weird. All for now.
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    • Profile picture of the author ewenmack
      Originally Posted by Claude Whitacre View Post

      Maybe next in line is that they want their competitors to die. I've made some sales almost entirely on the idea that we will take sales away from a competitor. Weird. All for now.
      Great inside information Claude.

      Knowing this, look for highly likely prospects that are hard drivers,
      strong egos and in a very competitive market.

      Offer a talk or a report on the subject...

      "Where And How Your Rivals Are Stealing Business From You"

      Think they might want to listen to this?

      I think so.

      If a BIG national chain has announced plans to move into town,
      then a talk or report on "How Retailers Can Fight Back To The Threat Of X
      Coming To Town".

      Once again helps with a very specific challenge people want solved.

      It's the very specific messages which get read and acted upon.

      Best,
      Ewen
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      • Profile picture of the author dunkinbbb
        Hey Ewen,

        As you no doubt know, there is lots of behavioral economics and social persuasion data that suggest the fear of a loss is a (far) bigger motivator than a potential gain.

        That's why stock markets go down far faster than they go up - and ironically - why small investors ride a stock to zero - fear of realizing the small loss in their account.

        In marketing, that would suggest -

        "How to Stop Losing Customers To Your Competitors"
        would outdraw

        " How to Make More Sales"

        Best,

        Bill
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        • Profile picture of the author ewenmack
          Great point Bill.

          Recently I wrote 2 sales messages for a client
          to test this exact thing to see which
          will be the winner before rolling it out
          to the entire list.

          Too hard for me to pick in that case.

          If you had a hellishly bad toothache,
          you would be thinking more about that
          than the great sex you had the night before.

          Best,
          Ewen
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      • Profile picture of the author Claude Whitacre
        Originally Posted by ewenmack View Post

        Great inside information Claude.

        Knowing this, look for highly likely prospects that are hard drivers,
        strong egos and in a very competitive market.

        Offer a talk or a report on the subject...

        "Where And How Your Rivals Are Stealing Business From You"

        Think they might want to listen to this?

        I think so.

        If a BIG national chain has announced plans to move into town,
        then a talk or report on "How Retailers Can Fight Back To The Threat Of X
        Coming To Town".

        Once again helps with a very specific challenge people want solved.

        It's the very specific messages which get read and acted upon.

        Best,
        Ewen
        I can feel your copywriter Mojo from here!

        "The Seven Lies Advertising Reps Tell You That are Costing You Big...And How To Force Them To Make Your Advertising Pay Off".

        See? I have a little of that Mojo too!
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        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        What if they're not stars? What if they are holes poked in the top of a container so we can breath?
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        • Profile picture of the author ewenmack
          Originally Posted by Claude Whitacre View Post

          I can feel your copywriter Mojo from here!

          "The Seven Lies Advertising Reps Tell You That are Costing You Big...And How To Force Them To Make Your Advertising Pay Off".

          See? I have a little of that Mojo too!
          Now the dog has more than noise, it has bite!

          Most are sending dogs out with noise,
          and nobody really can tell the difference...
          it's just all noise.

          Gotta send one out that can bite!

          Best,
          Ewen
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