Creating Urgency: Lights! Camera! Action!
Let's say you write movie scripts. You write them and then you sell them to producers. Think of your clients as the producers that are debating on buying your script and making it into their movie. Until they buy the script they do not know what their next movie will be about. In order to buy your script, it has to resonate with them. Connect with them and create urgency for wanting to be a part of bringing that script to life. In sales... Lead conversion is about creating urgency. It's not about selling. Selling comes later. Selling (the movie) is a byproduct of the urgency you create in your prospect. Urgency is not about persuasion. It is about painting a picture for a prospect to naturally conclude that they MUST act. The decision to act is an "output". Salespeople who focus on outputs will not sell as well as salespeople who focus their efforts on "inputs". Inputs are a person’s perception and ...