What Are Your Client Persuasion Triggers?
If you are a business owner selling services to someone, or even if you are a salesman trying to sell people a product you know will make their lives better,
there is always a wall built up between you and your potential client to get them to purchase the product or the services that you have available. And it’s not always easy to know what bricks those walls are made of. But, with a little thought, I think it is possible to determine what those “bricks” of doubt are in a potential client’s wall and figure out how to break that wall down without the potential clients even knowing what is going on. For example, I’m a Seattle DUI lawyer. When clients click on my website or come into meet me to see if I am the right DUI lawyer for them, they already have a wall built up. Some of the bricks in that wall may be “can I trust you,” “what will you actually do for me?”, “what do former clients think of you?”, “how do I know you aren’t like the shady lawyers I always hear about on television?”. Those are some hurdles I’ve got to get over before I can even get the client to begin to trust and see me as their DUI attorney. The same holds true in any other business. If you are selling printers or something like that, there are going to be different kinds of client persuasion triggers. “Will this make me look good?”, “will it make my bosses look good?”, “will it make my life easier?” are some of the client persuasion triggers that need to be addressed if you want to get a good result out of your sales meeting. For me, I immediately began signing up more clients and having happier clients when I could address and answer positively my client’s persuasion triggers. Whether you are a DUI lawyer, a printer salesman, or a motivational speaker, figuring out those persuasion triggers is key to being successful.
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