Easy. Here is the secret.
People have rules in their minds about how they make decisions. Here are some simple rules to start with:
Make decisions quick. We are busy. Let’s get back to checking Facebook messages. Yes, people make instant decisions, no presentation needed.
Make my choices easy. Two choices are enough. I don’t want to think too hard. I want to save my brain power for Netflix.
I will quickly choose what meets my values. I make instant decisions to save money instead of paying more. I will choose better service instead of average service.
Simple = correct. Simple, clear offers are always what I want.
The following examples make it easy for us to get new customers in only a few seconds.
Us: “Do you like overpaying, or saving?”
Prospect: “I always choose to save.”
Done. Prospects will choose the lower rate that we now offer.
Us: “If customer service was free, would you like ordinary customer service, or awesome customer service?”
Prospect: “Awesome customer service of course!”
Done. Simply show that our customer service is great.
Us: “Feel like we are getting ripped off when we see those hard to understand utility bills
Prospect: “Every time!”
Done. Present our easy-to-read bills.
Us: “Do you get an electricity bill?”
Prospect: “Yes I do.”
Us: “Would it be okay if it was lower?”
Us: “Let’s fix that now.”
Let’s get better!
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