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Put prospects in a picture they already have
Being able to relate to your prospect is extremely important if you want them to connect with you and your message. Think about it, how many times have you bought something because the salesperson made it seem familiar? This is why when marketing your company or product you need to put prospects in a picture they already know and understand. Your goal is not to educate them but rather make what you are selling become part of their daily routine. -
Turn the words into pictures
Do whatever possible so that people can visualize what it is that you’re talking about. There’s no better way than by using images, videos, sound, etc… The more senses involved the easier it will be for your prospect to visualize what it is that you’re talking about. -
Use testimonials, success pictures, and resources
Studies have shown that using testimonials and success stories is extremely useful for converting prospects into customers. So if you want to sell something try putting up images of people who are using your product/service and see how many conversions you’ll get. I’ve personally seen websites increase their conversion rate by 300% just by adding a simple image of a happy customer using their product. If they like the product so much that they allow its use to be photographed then chances are you’ll benefit from it too if you buy it yourself! -
Put words into your user’s mouth
Instead of trying to describe the benefits of your product/service try to let your prospect speak for themselves by asking questions that will lead them into the solution you’re providing. Questions like “how much do you pay in monthly insurance premiums” or something similar “are you saving money now that…” are good examples. -
Never tell them what they want, show them how to get it
Your goal is not to tell people what they want but rather teach them how to achieve it on their own terms with the resources available to them (your product/service).