John Assaraf explains why polarizing your prospects works: most people move away from pain and fear, not toward what they want. Upcoming: Ask the Experts call with Adrian Alsch Tuesday the 20th at 7:30 AM Pacific, and Part 3 of the Gene McNaughton interview Wednesday.
Questions this video answers
Tuesday the 20th, 7:30–9:00 Pacific Time.
Wednesday (the week of the video).
Chapters
Hey everyone. I hope you're having a great week. And for those of you here in the United States, Happy Thanksgiving from everybody here at one Coach, we want to wish you a great Thanksgiving for our Canadian friends, you already had it a month ago. So here's your thought for the week. Number one, I just got back from a great event where we had some of the top speakers, authors and consultants in the world come together to talk about what's happening in the world of business. And one of the themes that was consistent throughout this event was the fact that us business owners, that means you, that means me, our companies, we have to figure out a way to polarize our prospects. And what does that mean? Polarizing your prospects means you've got to stop whatever they're doing to listen to your message, whether it's on TV or radio, whether it's on your print ads, your brochures, your yellow pages, your online marketing, whatever it is that you are doing to reach your prospects, you first have to stop them dead in their tracks and get them to focus on you. While all of these messages are going around in their heads, while they're getting all the emails and the ads and brochures and they're being expected to be interrupted by all of these things and they're not listening, they're numb to it. So here's one of the things for you to think about for the next few days is what do you have to do in the way you speak to people, in the way that you market yourself that will cause people to stop whatever they're doing and pay attention. And one of the tips for you is you have to understand what is the pain, the frustration, the agitation, the uncomfortable feeling they're going with, the fears, doubts or anxieties that they're feeling that your product or service can help 90% of people move towards what they don't want. I'm sorry, they move away from what they don't want and only 10% move towards what they do want. So if you can identify what is they're moving away from and you give them the message in that way, guess what, you're going to stand out from the crowd. There's your tip for the week. So try to polarize your prospect. All right? This week, tomorrow morning, which is Tuesday the 20th, some odd at 7:30 Pacific Time to 9:00 clock Pacific. That's going to be your call with Adrian Alsch. And that's the ask the experts call. And that's anything to do with your business growth, your marketing, your sales anything to do with business growth this week. On Wednesday, Part 3 of 3 with Gene McNaughton will be released and it's a doozy all about closing the sale. We've already had part one and two. If you haven't listened to the interviews I did with Gene, part one and two, do it now and then Part three will be available on Wednesday. Until next week, have an outstanding day. Remember, we want you to build your business based on referrals, and we love yours as well. Thanks.
