This principle has made millions of dollars for those who use it!
When I first encountered it, I was broke and making very little money as an advisor. I was following the industry advice and struggling… watching other advisors seemingly killing it… and wondering, “Is it just me?”
I discovered this principle when I began studying success “outside” of the industry. And, that was the beginning of my breakthrough journey.
The principle?
Always enter the conversation already occurring in your prospect’s mind.
It came form Robert Collier. He was a 20th century advertising copywriter and nephew of Peter Collier, founder of Collier’s Weekly. His books Copywriting & Direct Marketing, The Robert Collier Letter Book, and How To Make Money At Home In Spare Time By Mail are chock full of actionable insights.
It’s one of the most quoted (and powerful) principles in marketing.
Don’t try to change your prospect’s mind. Enter into the internal conversation that is already going on in your prospect’s mind.
What conversation is always going on in your prospect’s mind?
Their Problems. Their Challenges. Their Fears. Their Worries.
These are always on your prospect’s mind. It’s the 2 AM stuff.
Grab something from your marketing arsenal (don’t have one, I show you how to build one) and highlight where you talk about your prospects’ problems. It should be 80 percent about their problems.
Write this down…
If you can show prospects that you understand their PROBLEMS better than they do, they will AUTOMATICALLY assume you have the SOLUTION!
The best way to show prospects you understand their problems is to help them THINK about their problems.
One of the most powerful methods to help prospects THINK about their problems is by showing them the MYTHS they have been taught and the resulting MISTAKES that come from the myths. This also shows prospects another important principle. You must show prospects that it’s not their fault! Otherwise, they will become defensive. Once that happens, you are done.
I actually discovered 3 simple (yet stunningly powerful) secrets to attract million dollar prospects using these principles. I’m sharing the secrets on a webinar next week.
You want in?