In today's competitive market, getting clients to decide on your product or service can feel like an uphill battle. But what if I told you there's a psychological principle that can turn the tide?
People will buy something if they experience a psychological tension between what they have and what they want. This "gap", the frustration of their current situation versus the excitement of an ideal outcome, is a powerful motivator.
As sellers, it's our job to position our product or service as the path of least resistance from their current reality to their desired reality. By clearly demonstrating how it eliminates pain points with minimal effort, you make the decision a no-brainer.
For example: If your client is bogged down by outdated systems, showcase how your innovative solution integrates seamlessly, saves time, and drives results, all without disrupting their workflow.
Prospective clients need to be warmed up, to see value in your product and to see the urgency and scarcity of your product. Send them value and content they can consume, e.g. courses, training, articles, recordings etc.
Remember, focus on conversation not conversion!
Step 2: How to get a client to decide on your product or service