Put your prospects in PAIN

The dance of marketer/prospect mostly involves the salesperson MOVING TOWARD the prospect looking for an opening to push their product or service. Unfortunately this creates repulsion rather than attraction. While there are exceptions where chemistry is strong, often times, the more we move toward the prospect, the more uncomfortable they get and MOVE AWAY from us.

Again the focus should NOT be to talk about our company, product or service but rather ask genuine, creative questions about the prospect’s experiences, feelings and vision of the future. The only way to incite change is by getting the prospect to realize, of their own volition, that their current solution or current collection of possible solutions are inadequate for their very specialized needs. When this occurs the prospect will begin to move toward us rather than away from us. This is what is meant by creating attraction. It is not an OVERT thing that we do but rather a COVERT realization in the mind of the customer.

Here are some questions that can allow us to create PAIN in the mind of the prospect without making them feel we are trying to move in on their space:

1. What are some of the solutions that you have already tried?
2. How did they work?
3. What kept them from being the most effective solution?
4. What were they missing?
5. How will you avoid this from happening again in the future?
6. What is it that most of the vendors that you speak with just don’t get?
7. Why are your needs so “specialized?”
8. What would happen if you cannot get this project properly completed in time?
9. What happened last time?
10. What is the cost of staying with your current solutions?
11. What do you like most about your current vendors?
12. If there was one thing that you could change about them what would it be?

There are many other PAIN questions that we can create. Think of a few and share them with your colleagues. Ask these questions of your existing clients and prospects and see the PAIN you force them to face, and then help them resolve those issues. Let me know how it goes.

Be well and enjoy success this week.

-Mark Deo

Beyond Traditional Marketing – half day seminar

Chasing customers doesn’t work anymore. In today’s culture we must leverage curiosity to “attract” clients and business partners.

This 2.5 hour class will help you to customize a strategy for your company.
– Reduce your advertising while at the same time increase demand for your product/service.
– Fully integrate the marketing campaign with a parallel selling strategy.
– Set your company, product or service apart from the competition like never before.
– Ensure that every participant establishes their own personal marketing plan.

When: Friday, June 5, 2010
Time: 10:00 AM – 12:30 PM
Where: Dale Carnegie Training 2525 Cherry Ave. Suite #380 Signal Hill, CA 90755
Who: Presented by Mark Deo, Bestselling Author of The Rules of Attraction
Tuition: $49 Investment

To sign-up call 562-427-1040 or email mark@markdeo.com

To Twitter, or not to Twitter

From one of our SBA Network partners, Corey Perlman.

If you haven’t heard the buzz going around about the micro-blogging site Twitter.com, you soon will. It’s by far the hottest social networking application in the ever-evolving world of Internet marketing. But, should you join the cyber-party? Corey Pearlman, author of bestselling book E-Bootcamp says Yes and No. He goes on to explain…. My answer is no if you’re simply looking for a tool to sell more of your products or services. In my opinion, it’s just not being used that way and people frown upon heavy promoting and selling. However, if you are looking to create more online relationships, expand your brand, or stay on the bleeding edge of information in your industry, then I wholeheartedly recommend that you jump on Twitter right away. Just go to www.twitter.com/coreyperlman and www.twitter.com/ebootcamp and click “follow” and you will then be following me. You’ll be able to see all the people that I follow and can follow them as well if you choose.

This article was provided by SBA Network partner Corey Perlman, find out more at: http://www.ebootcampbook.com

Now that’s a way to create some powerful attraction. Thanks Corey, and see you in Twitterville!