Stan Billue's Blog

August 24, 2015

How To Melt Buying Resistance

Filed under: Stan Billue's Personal Blog — Tags: , , , — Stan Billue @ 6:48 pm

Have you ever heard this…

“People buy from people they KNOW… LIKE and TRUST?”

You probably have.

Makes sense, too. Because people tend to shy away from strangers.

Yet, every day salespeople break this simple rule.

How?

By approaching cold prospects in ways that do not get those prospects to know, like and trust them. Take cold calling for instance. Nothing wrong with it. Except that people don’t like being approached by strangers in this manner.

Do you? How happy are you when you get a cold call?

Your reaction is similar to just about everyone else. When a stranger calls you trying to “pitch” anything (even an appointment) you are naturally resistant and skeptical.

No wonder cold calls (on average) result in 1 conversion out of 100 to 150.

Is there a better way?

You bet!

It’s called attraction marketing which consists of these steps…

Step 1: Find a problem you can solve for a target market.

Step 2: Demonstrate how you can solve that problem via some sort of free information. This could be a report, audio, video etc.

Step 3: Sift and sort pre-sold prospects so only the hottest ones engage with you over the phone or in person.

These three steps position you as a credible authority and expert on solving the problem your prospects face. By taking them through Step 2, you build a relationship. They now get to know, like and trust you.

And, in Step 3, you only talk to those who are pre-sold and willing to take the next step.

By the way, if you use the phone in any way in your business you may want to know about these…

5 Problems Facing Anyone Who Does Business By Phone

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