“Once you have mastered time, you will understand how true it is that most people overestimate what they can accomplish in a year – and underestimate what they can achieve in a decade!”
~ Tony Robbins
As you know, this week I am presenting you with common marketing objections and how to overcome them.
Today’s Objection: Why do I need you?
Particularly if prospects are not actively seeking the product or service you offer, you must show them why they need it. Show them what life can be like with your solution – how it solves a key need or pain.
Sometimes you even need to put them in pain, if they don’t know or think they are in pain. For example, while your prospects may be happy with their CPA firm, a message that states “learn the 3 ways your CPA firm is probably costing you thousands of dollars each year” will make them think they do have a pain/problem and get their attention.
Is your marketing plan working?
Ask yourself these 3 questions to tell if your marketing is failing or succeeding:
- Does your marketing generate a steady flow of new leads and sales?
- Are your marketing activities growing your profits month after month?
- Is your marketing so powerful that your competitors would do anything to get their hands on your marketing plan?
If you answered “NO” to any of these questions, you need to stop what you’re doing, and fix your marketing plan right now.
Today’s Question: In the world of business, what phrase describes the process of a product becoming non-functional after a certain period or amount of use in a way that is designed by the manufacturer?
Previous Question: Which 20th century industrialist known as the father of modern American shipbuilding is also known for organizing a ‘permanente’ health care system for his workers and their families?
Answer: Henry J. Kaiser
Among the projects he constructed or helped construct: the Los Angeles Aqueduct; the Oakland-San Francisco Bay Bridge; and the Hoover, Parker, Shasta and Grand Coulee dams. The inexpensive, quick-to-produce “Liberty Ships” built at his shipyards helped win World War II.
But perhaps his greatest feat was providing his workers with health care coverage. Kaiser saw his prepaid health coverage plan as a way to temper labor unrest and leave the government out of the process, while bettering humanity.
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