How to shortcut the know, like, and trust factor and why you should ignore the value ladder
Did you know it’s possible to gain clients without following the “standard” procedures of making connections? In a world of instant gratification, there isn’t time for getting to know each other and there definitely isn’t time to build trust. Lucky for you, I am going to share with you the three steps you can use to bypass the know, like, and trust factors and go directly for the relationship.
The first step is go deep. On that very first call dig deep into that person’s life, don’t be afraid to get to know them on a very personal level. Sometimes the conversations can get awkward, but that’s ok; the most awkward conversations can turn into the most amazing breakthroughs!
The second step is to show them what you can do for them, rather than tell them. Create a strategy, develop mindset and show them the plans to solve their problem. Allow them to see themselves in the solution.
The third step is make it easy. Make it easy for your clients to sign up for your services, make it easy for them to reach you when they are in a bind. Doing so will make it easier for them to continue to sign a contract with you.
Now let’s talk about the value ladder; in reality the value ladder is an old business motto that nobody has time for now a days. The value ladder tends to create layers of band-aid’s rather than going straight for the surgery.
And when that first band-aid doesn’t solve the problem, do you really think they’re going to invest more? Probably not.
So go for the surgery! Stop offering band-aid’s and go straight for the surgery. For those of you that are offering a service that changes lives, think of yourself as a brain surgeon, we change the way people think of themselves, we change the way people think of the world, we change their perception of what is possible for them, and that is truly what creates the transformation.
So don't think of yourself as a band-aid keeper, but as a brain surgeon where you’re going to be able to change their lives forever.
So go big, move fast, and watch your business go to the next level!
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