Here's another short tip...
Dear ,
I received some complimentary emails about yesterday's tip about referrals.
Thank you!
I think some of you were especially appreciative of yesterday's newsletter because it was short! :)
So, along that same vein, I'll give you another short tip today.
Just a little background first:
In 1990, I did phones sales for a vacation sales company in South Florida.
We were selling vacation packages to the Bahamas to people all over the U.S.
The persuasion "trick" we were taught was to offer an A/B option, rather than simply making a "take it or leave it" sales pitch.
In my case, I never just asked the prospect if they wanted to buy a vacation package to the Bahamas.
No no no.
Instead, after I explained everything (and at the end of the call), I would ask them: "Would you prefer the package to Nassau, Bahamas... or... the package the Freeport, Bahamas?"
Then I would be silent -- I wouldn't say a word until they replied (whoever speaks first loses).
This A/B approach doubled and sometimes tripled my sales.
Why? Because it's easier for the prospect to say they are not interested if they're only given one option (it's allowing them to give a yes or no response, which is a no-no). But if I pitch them two options and ask them to select one, I have already assumed they will buy. It's much tougher psychologically for the prospect to escape this because they then have to say no to BOTH.
If you can use this A/B option in your business or practice ("Would you prefer ___________ or ___________?"), you'll notice your close rate will spike.
Give it a shot.
Until next time...
And, remember, K.I.C. (Keep It Coptic).
To read Nader Anise's bio on Wikipedia, go to:
Your friend,
Nader
Founder of the Coptic Chamber
ABOUT NADER ANISE
For the last 30 years, Nader’s talents as a marketing strategist and copywriter have generated hundreds of millions of dollars for himself and his clients. In addition, he is a recognized PR expert, and has been featured in countless media outlets such as: The Wall Street Journal, NBC, CBS, Forbes, Bloomberg and USA Today.
Nader’s storied marketing and sales experience has enabled him to mentor business owners in all types of industries, including: legal, medical, financial, therapeutic, mortgage, investment, wealth, retail, insurance, transportation, pharmaceutical, clothing, restaurant, real estate, education, insurance, construction, internet, telecommunications, manufacturing and many others.
Nader has trained over 25,000 business owners from all around the world on sales and marketing.
To read Nader Anise's bio on Wikipedia, go to:
3 AMAZING FACTS ABOUT NADER ANISE, ESQ.
FACT #1: In 2001, Nader wrote a one page press release that generated over $2,200,000 in free national publicity.
FACT #2: Within four years of starting his law practice, Nader was featured on the cover of Lawyers Weekly USA section B (currently Lawyers USA) and was lauded for his remarkable achievement of building a "thriving law practice... without spending a penny on advertising."
FACT #3: Nader landed on the cover of the Wall Street Journal after sending the editor a cold email with a subject line that consisted of nine words, including, ONE key, riveting word.
(BONUS FACT): Nader wrote a direct mail letter for a small business that created such an overwhelming response, the owner sent Nader a frantic email with the message: "You're killing me with all the new business. We are busting at the seams and all my employees are freaking out..."
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