Are your prospects magnetically attracted to you?

January 25, 2015 by  

I’ve spent a lot of time this month giving you ideas on how to
make your pre-need business be about something.

That’s because I find that most pre-need seller think too much about
how to sell their stuff and not enough about,

How to make themselves (and their stuff) magnetically attractive so
the selling occurs naturally.

Making your pre-need business about something that your passionately
identify with is powerful stuff and well worth your time.

And here’s something else to think about. Multiple studies including one by
Yahoo! and BBDO shows that the greatest driver—what makes consumers buy—
is when the image or personality is congruent with their own self-concept.

To help your prospects better identify with your brand, you need to figure out what
makes them tick, what you are passionate about, and see where the two intersect.

Then make sure your messages, sales letters, emails, and all of your marketing –
prospecting reflect this.

If you aren’t sure what makes your customers tick, ask them.

One way to do that is to interview them or send out surveys.

Pay attention to how your customers talk and write.

Are they upbeat or laid back? Bold or shy? What motivates them?

What keeps them up at night? Observe them with these questions in mind and you’ll
pick up clues for which of your personality traits will relate best to them.

Happy Selling!


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