When did you last give your client or prospect a headache? If it’s been a while, maybe it’s time you thought about doing it. How? Simple: just draw their attention to something that gives them a headache every time they think about it – and then show them how you can take the pain away.
Let’s suppose you are a driving instructor. What’s every parent’s headache? That their kids are going to want to drive the family car – and they might smash it up. How can you provide the aspirin? You show how you can give that kid the best training there is on being a safe driver.
Another case: you own a gym. Summer’s coming: the season when people wear skimpier clothes or … ugh… swimsuits. The thought of baring the body at the beach gives them a headache. You take away the pain – with a body-shaping program at your gym.
This is an approach that works for pretty well anything. Draw your clients’ attention to that nagging headache – then hand them the pain-killers.
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