People avoid pain more than they chase dreams. In sales, especially for fractional CFO services, the key is showing clients what they're losing by not acting, not just what they'll gain.
So these are the keys to marketing psychology. In 60 seconds or less, most people are naturally motivated by moving away from pain instead of towards a dream. Your average person doesn't save up to buy a fancy watch, right? Your average person is moving away from the pain points. And so when we're thinking about like this, people would do anything to lose what they already don't have. So when you're on sales call, you want to talk about their pain points, you want to talk about what's driving them, what's eating, what's getting them at night, and not the pain points in relation to their business, but their pain points of how it impacts them. So, so I think of this called the three five. Three. We talk about three major pain points, then we go deep into five logical questions about those pain points, and then we go into three emotional questions about those pain points. So what that does is that gets into, they're going to buy your CFO services because it's going to destroy the relationship with their wife if they can't get their cash on hand. And they're going to be stopped being, being constantly embarrassed by their community because they can't make payroll anymore. That's what you're fixing and solving. Not, hey, here's some fancy reports or a budget or a forecast. Follow for more tips and grow at a fractional CFO firm.
