Tag Archives: prospects

What More Customers? 4 Scientifically Proven Ways

Post By : admin 23 October 2014 Leave a comment

What a dumb question, right? Who doesn’t want more customers? But do you really?

I want more customers, but the right ones. As a Real Estate Advisor & Tenant Advocate, the client I want the most is the company which already leases space in a high-rise office building in Dallas or Collin counties with a lease expiring in the next 2 years. So getting the right client is key.

Jeff Hayden at Inc.com presents 4 scientifically proven ways to get more customers. Here they are:

1. Break Through Action Paralysis – suggesting a small action to prospects can have a dramatic increase in their response.

2. Embrace the Power of Labels – tell prospects that they are part of an elite group may make them feel good about themselves and encourage them to take action (i.e. buy your product or service).

3. Highlight Strengths by Admitting Shortcomings – you appear honest and may be surprised that if you raise an objection or weakness first, the prospect will often counter it by minimizing the importance of the issue.

4. Make an Enemy – being on the same side of an issue as a prospect or having a common enemy can bond you to them.

I have often used #3 and have been amazed at how the prospect is so quick to defend me against the objection. A twist on #2 is to make someone think they may not qualify for your services (not part of the group) and they then want to be included. Pushing them away makes them want you more.

For the full article, click here.

Have you used any of these techniques? If so, with what results?

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