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That is the problem isn’t it. You don’t know what to say to a prospect to get their interest. You don’t know what to say to get them to want to know more. So you talk about your products or your company or frivolities, but you don’t really say anything important as far as the prospect is concerned. You would be served just as well if you stood in front of a prospect and said, “blah, blah, blah” because that’s what they hear. And when you aren’t simply boring them you’re doing something much worse, you’re offending them. Sometimes when little kids want attention and they aren't getting it they’ll resort to doing something bad just to get you to pay attention to them. Regardless of the punishment they know is sure to follow. Aren’t you doing the same thing when you bore and offend prospects? If you’re in business you need clients and you want more clients. The struggle comes from how you approach obtaining those clients. Eventually you just get tired of trying to do it the hard way, and realize there has to be a better way. There is. Are you ready to discover the better way? The better way centers on how you communicate to and with your potential new clients. The way you communicate positions you as either a dreaded sales person or a person who knows about something they want to know about, an expert or trusted adviser. As you may be beginning to see your destiny is determined from the beginning not at the closing table. You have to obtain prospective new clients and the way you make that first connection is determined by how you communicate. The purpose of communication is commonly misunderstood and produces poor results because of that misunderstanding. The purpose of communication is to produce a result not to make someone else understand. The result you want to produce is an action. That action must advance the other person at least one step closer to the ultimate outcome you want. Look at the introductory communications you have now. What is the topic? What is interesting, educational, or informative about it? What do you ask the receiver to do? Do you tell them exactly what steps to take? Is there a reason to take that action now? If you’re like most people after you take a hard look at your introductory communication you’ll realize you have lots of room for improvement. You, a product, or your company are not acceptable topics for any communication. Why? Because no one cares. I know that may hurt your feelings and I’m sorry for that, but I would be doing you more harm by letting you think it was ok to focus on those topics in any communication. The only acceptable topic for any communication is a topic your ideal new potential clients care about. That’s the only way you’ll ever get their attention long enough to get their interest. Are you serious about increasing sales by getting potential clients reaching out to you? Do you want to focus your time and resources on the people who are most likely to work with you and stop wasting valuable resources on tire-kickers? If so you really need to discover how to effectively communicate with your best potential new clients. Get the “7 Steps to Turning Your Business into a Top Producer” that you’ll find at CoachingMegaAgents.com.
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