Online Marketing : Build Desire With Your Prospect
By now, you have the prospect to a point where he/she sees the value of what you offer…Now it’s time to use concrete language to build his/her desire for what the offer can accomplish. (Concrete language identifies things perceived through the senses (touch, smell, sight, hearing, and taste), such as soft, stench, red, loud, or sweet.)
It will be based on the prospects desires that you learned from him/her in the interest step…Suppose the prospect told you that he/she wanted to take his/her family on a Caribbean vacation next winter. You might build his/her desire with a story like this: “John/Joan (or whatever is the prospect’s name) just imagine that it is next winter and you’ve earned enough money for that Caribbean vacation. You step out of your room directly onto the soft sandy beach. You feel the warm sunshine on your face and smell the gentle, salty breeze in your hair. You see the huge smiles on your family’s faces. Now you know it’s all been worth it!”
It’s just that simple if you complete each step in the process and remember their responses….The prospect will be joining you. Then it is up to you to teach them to do the same.
Once this step is complete, closing will be as simple as asking a trial close question like: “Do you like the red one, or do you prefer blue?” (or any two choices that your product or service offers – not “Do you want it in red?” But rather, “Do you LIKE it in red?” Then you just execute the sale by filling out the online or in person paperwork!
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