More scary stuff in the business world yesterday.
The market at one point was down over 800 points yesterday, AFTER this wonderful government rescue… err bailout… err banking socialism package passed last Friday.
What’ll happen today, I don’t know.
I do know that you can’t let this stuff overly distract you.
Yes, do what you need to do to get your financial ducks in a row.
But your main focus should be on growing your sales and your business.
And you gotta get your prospects to think that way too.
Like I been sayin, the news media’s business is to sell fear. Fear get’s you to look at the new, which exposes you to ads, which is how they make their bux.
Some of your prospects will be like a “deer in the headlights” as they saying goes. Paralyzed by their fear, not knowing what to do, they will want to do nothing.
Your job is to get them off their arses, to stop being afraid, and to focus on expansion and moving forward.
Ironically, one of the best ways break their fear induced paralysis is with more fear.
You gotta do a fear comparison in times like these.
I’m not talking about comparing features.
I’m not talking about comparing benefits.
And I’m not talking about comparing prices.
You gotta compare the consequences of their doing nothing (i.e not buying your stuff) to their fear of what’s happening with the “economy” or the “market”.
Dig into their feelings, and find a way for your prospects to see big consequences in “doing nothing” right now.
You need to get these as big as possible, because that’s what will push your prospect back into wanting to do something.
Your biggest challenge is to get them past the fear of the unknown in the economy and the markets. You can’t really quantify or predict that economic stuff, so don’t even try.
What you can do is get your prospects to focus on what they can control, and get out of paralysis over what they cannot control.
Which is good advice for you too by the way.
Sell with Pride,
Shameless Shamus Brown
P.S. Get a fast course in how to people scared, frustrated, angry, and into action right here with the Persuasive Selling Skills Audio Program.