A bikini clad lady is more attractive to most men than one that is modestly dressed. I’m sure there is a female equivalent judging by comments about the swimming and diving I read during the Olympics this summer. Most men, it seems, prefer to look at the bikini to the Victorian bathing costume.
With your offering, give away what you can – but keep a skimpy bikini covering the most valuable parts of your offering, and so enhance their value.
How can you be adding value constantly?
Imagine if in conversations you were adding value constantly, people would be much more willing to talk to you. Some will:
- walk away happy (and probably talk positively about you), would they have bought anyway?
- talk for longer, get engaged and realise you are the subject expert and the “go to person”. They will probably buy later, as long as you keep in touch.
- want more immediately, you just have to recognise the signs and deal with them immediately.
The object is to be giving enough away to demonstrate that you’re an expert, give real value to them and like the lady in the bikini, the remainder becomes even more attractive. It’s an approach I’ve often call sell-more-by-selling-less or educate don’t sell (click here to read more about it). What’s the alternative? Cover everything up and hope that they believe your claims about expertise?What can you do to teach them to be experts in your field? Would that mean you could “add value constantly” (click to read more).
If you don't really enjoy selling, or you want to be better at converting prospects into clients - why not ask for 6 steps to sales success. It's a grat free guide that we will send you Click here (email address required) for this report.What do you think, do these articles add value? Am I right in my belief?
Written by Jon Baker The 5-50 Coach. I help professionals grow their firms from 5 to 50 employees, sustainably, profitably and still have fun. Have you got your "next step kitbag yet"? It's stuffed with guides, reports & templates helping you grow from 5 to 50 employees. Click here for your copy.
{ 1 comment… read it below or add one }
Hi Jon ,I filled out my details for the cheat sheet,and a box appears,please enter valid email address,? that IS my email address?
Geoff.
{ 3 trackbacks }