One of the best ways to cover off objections and peak the curiosity of your prospect is to tell them what something is not.
For instance, if I was promoting a business opportunity, I might excite the prospect about the potential of the product, and then tell them it’s…
NOT labour intensive (as little as a few hours a week) NOT network marketing NOT real estate or stock market oriented NOT a hard business to learn
Let’s look at what this strategy achieves…
- Curiosity: Once somebody knows what the opportunity is, they might pre-judge it, and say ‘Oh no, I’ve heard about that. That’s not for me’ without having the necessary knowledge to truly make that assumption. This allows you to keep them interested long enough to convince them of what you have to offer. Or alternatively, to send away for a free report / CD or whatever whereby they give you their details and you get an opportunity to provide them with a full sales presentation.
- Covers Objections: Think about it. If people have a predisposed bias against network marketing or real estate or stock market oriented businesses, then they are not going to respond to your advertising if you feature this in the ad. But when you tick off all the objections they may have (network marketing, labour intensive, real estate / stock market oriented, hard business) then you knock over those objections without giving anything away.
Makes sense?
But this isn’t just for the business opportunity market. For instance, if you were a gym selling a fitness program, you could say you can lose weight…
Without hunger
Without pills
Without low energy
Without giving up tasty food
Notice I used the term ‘without’ in this case instead of ‘not.’ That’s an alternative way of doing it.
Let’s look at another business. Imagine you’re looking to hire a plumber and you’re flicking through the yellow pages. How would you respond to someone who told you they could fix your pipes…
- Without waiting around for a plumber who shows up hours late
- Without getting your house messy (because we’ll take off our shoes before we come in
- Without paying through the roof for call out charges
Bang. He’s just knocked all your objections off their stand and differentiated his business with three quick sentences.
How can you apply this strategy to your business?