Today, I’m going to share with you pretty cool technique that will keep you at the forefront of your prospect’s minds and leapfrog you ahead of any competition you might have.
If you have not read my previous two emails, about my online dating system and how the principles I employed directly relate to sales and marketing, you can read them here.
Yesterday, we left off with your fearless leader having qualified the woman on the phone and setting up our first date. (By the way, I never asked for a date. I assumed the sale.) Now, I wanted my “prospect” to be thinking about me and greatly anticipating our time together, so I used what I called the “George Washington” technique.
I found something, really anything, to make a dollar bet about with the woman I had on the phone. For example, with Karen, I bet her that the Dolphins would be the Jets this coming Sunday. (During our conversation, I discovered that she was from New York.)
Whatever the bet was about, the deal was the same. “If I win, you need to write on the dollar bill, ‘Dave, you were right as always.” To which the woman would always ask, “Well, what if I win?”
My tongue in cheek response was, “If you win, and I like you, I’ll kiss you.” Yep, yours truly said that. I ALWAYS got a positive response from this. Remember, I had built up a tremendous rapport at this point.
The woman would always laugh, and then give me one of three responses. Regardless of how she replied, I would say, “Okay, in the highly unlikely event you win, I’ll write that you were correct on the dollar.”
Let’s analyze this little bit of sales psychology.
First, I did something that none of my “competitors” did which made me stand out from them.
Second, I built anticipation four the “meeting” with a bit of intrigue.
Third, this led my “prospect” to think about me up until our meeting.
Now, I am NOT saying you should make a dollar bet with your prospect. And, I highly discourage you from using the “kiss” line. BUT, think about this:
What can you say during your initial contact with your prospect, that will add intrigue and have them looking forward to your next communication with positive anticipation?
Here is a starting point for you, “Mr. Prospect, when we get together I’m going to show you something pretty amazing that will help you (Insert whatever solution they are looking for.)”
Gotta catch a plane. I’m headed to Vegas for a last minute speaking gig tomorrow and Friday.
Dave “The Bet” Dee
P.S. I hoped that I LOST the bet and had to give the woman a dollar bill because then she would go home and KEEP it. They all kept it. Me? Oh, I spent the dollars I won. When Karen found out I spent the dollar she gave me, it wasn’t pretty. But that’s another story for another day. 🙂
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