PROFIT STIMULATOR #3- MAKE THEM WAIT

Here’s a profit stimulator you can start using today ..This one creates social proof and positions you as the expert.. It makes people want  what you have to offer even more. Here are 3 ways to use it..

FIRST- DON”T ANSWER YOUR PHONE-Now before you flip out and think of all the reasons you simply can’t do that .. Follow me here.  Does your doctor answer their own phone? Does your attorney? Think of any expert that you go to ? Any specialist in any field… In fact there are even brick and mortar stores that only see clients by appointment ( conicidentally – they are the ones who charge the highest prices) Do they answer their own phone- The answer is no.

This quickly positions you as an expert in your prospects subconsious. It says you are a busy person who’s time is to be respected. The whole point here is to NEVER COMPETE ON PRICE AND POSITION YOURSELF AS THE OBVIOUS CHOICE FOR YOUR PROSPECTS ISSUES. ( please re-read that !)

Get a receptionist and have her start doing some of that $10.00 an hour work that is keeping you from working “on” your business instead of in it. If you can’t afford that than hire a service to answer your calls. Have them say “Mr/Mrs is busy with clients right now , may I take a message and have them get back to you ?”

TWO- DON”T RUSH OUT TO MEET THEM-Make them wait.

If you provide a service and customers come to your office , please don’t rush out to meet them. Make them wait in your lobby. Have your receptionist offer them coffee. While they are waiting the ONLY reading materials should be “propoganda” you put out.

So if you have written articles, had articles written about you put them out. If you have written a book put that out for them to see. Structure this time they have in your lobby to further position yourself as your prospects obvious solution. You should have a book full of testimonials with your past clients pictures, where they were before they met you and their situation now with specifics of how you helped them.

People will identify with people who are just like them and having similar experiences. Here is a script for your receptionist. ” Mr/Mrs. Is just finishing up with a client. Here are some reading materials while you wait. Can I get you a cup of coffee? I’m sure Mr./Mrs. won’t be much longer.”

THREE- USE THIS IN YOUR ADVERTISING This goes back to the whole conversation I mentioned in a previous profit stimulator about “Scarcity- the less available something or someone is the more people will desire it.”

Here is something I just saw in an infomercial. “Operators are standing by now to take your order. If the lines are busy please keep trying”

This one statement shows social proof- Alot of people all calling so this must be good.. It also creates that scarcity feeling. Gee I better get mine before it’s all gone.

Now that you know how to use it for a product let me show you how to use it for your service /practice.

Let’s say you offer a complimentary consultation. Put a price on that meeting. Then let people know that you only have X spaces available for these each month…

Try this — IT WORKS ! Don’t be scared or feel you will lose business. It will actually bring you more business. Yes- the tire kickers might go somewhere else but who really wants these time wasters anyway. The rest of your clients will percieve you as an expert and the whole price thing goes out the window when you are working with an expert instead of just any other “head of lettuce”

Let me know your results by leaving your comments to this post below.

Dedicated To Stumulating Your PRofits and Growing Your Wealth,

Brian Sacks

PS- Pass this along to anyone you feel might benefit from it and stay tuned for another tip soon

PS- How has your last 12months been? Did you accomplish what you wanted to ? Did you earn what you wanted to ? If you would like to hear my “phenomenon” story and how anyone can accomplish more in your next 12 months go to http://www.brian.in12months.com

If you would like to learn from the same “masters” I learned from go to http://www.whatiused.com

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PPPPPS— If you haven’t checked out the video on the right go ahead and view it now.. It’s only about 4 minutes but it will tell you why you should listen to what I have to say.

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