On the surface, you and your competitors look and sound the same until;
You clearly articulate your difference but;
There’s a lot of things tugging at your prospect’s attention span, that can easily help them forget.
That’s why repetition is key and;
You need to premeditate when and where you will reinforce your key selling points.
Some ideas for you to ponder . . .
When you send your thank you note. Perhaps you could casually reinforce a point?
An emailed recap. I encourage my coaching clients to use your prospect’s exact words and phrases. There are a lot of reasons for this but for now, let’s just say, its hard for someone to object or push back on what they, actually told you. Note: I get into the psychological reasons for the recap HERE.
Content, especially things that educate the buyer on how to properly buy your widget. One of the most powerful formats you can use, is the old What Every ______ Should Know About ____ format.
Example: Let’s say you sell printing. You could create a brief, one page PDF “What EVERY Marketer Should Know About Selecting A Printer.
Or you can simply devise a guide like I did when I created my How To Hire A Sales Coach resource.
A follow up email reinforcing your key points
A brief “talking point” or two during an upcoming follow up call to reinforce your key points.
Something creative to reinforce a selling point.
Note: Creativity is an AWESOME thing but it will backfire and bite you in the ass if you don’t clearly tie it in with your point.Otherwise it’s like “Yeah, thanks for the pocket lint and eggshells dude. Not sure why you sent them to me!”
The old adage about repetition has us believing that it is the “Mother of skill”.
While that’s certainly true, I believe it’s also the;
Mother of brand meaning;
Whatever you say and do;
Repeatedly and consistently;
Becomes associated with YOU.
By the way, advertisers use the power of repetition all the time.
The most popular songs repeat riffs and catchy phrases all the time.
Do you think the art of repetition is ever used during a political campaign?
Did you notice Hillary Clinton and Donald Trump repeating key points about what they stood for and even derogatory claims about their opponent?
So let’s agree that communicating ANY selling point in a “one and done”fashion disrespects the fact that our prospects;
Have WAY too many things competing for their attention already.
How will YOU leverage the power of repetition to solidify your best selling points?
I’m going to be sharing numerous tactics to help you reinforce your AWESOMENESS during our How To Close The Undecided Prospect webinar, tomorrow, December 1, at 11:30 am EST.
Have you signed up yet?
If not, here’s what you’re about to miss;
First, I’m going to be a good coach and show you how to reduce the probability of being in this situation again by showing you;
- How to get in front of people who have a much higher degree of URGENCY to make a change in the first place.
- Getting the right people into your meetings. My definition of the “right” people might shock you!
Then, we’re going to discuss . . .
- How to disqualify your competitors from the running WITHOUT badmouthing them.
- How to emotionally charge up your prospects so they have complete buy in to making a change NOW!
- How to keep your prospect completely engaged, between meetings and your deal moving forward!
- How to create a communication plan so you avoid any of that lame “Calling to check in” BS.
- What to do when your prospect goes silent.
Here’s What You’ll Get . . .
(1) 90 Minute Webinar Packed With Actionable Tips.
Worksheets
Webinar Replay (Sent Later That Day)
2 Templates That Have Been Working Like A Charm For Me
Bonus eBook (Sent Out The Following Week)
What’s The Investment?
$99
IMPORTANT:
If you can’t join us on December 1, at 11:30 am EST, sign up to receive the replay. It will be sent to you by the close of business on December 1st!
