2. Appearance3. Referrals4. Testimonials5. Guarantees6. Price
7. Pitch less, pull more
I know the video is a bit longer than usual, but trust is a key component and deserves your full attention and time commitment. After you watch, I want you to do a few more things. Employ at least three of these strategies in your pitch, advertising, website, language, etc. Seriously, get some testimonials, consider offering a guarantee, ask for a referral from a satisfied client. This stuff is not rocket science, but it could make a world of difference on your path to success.
Above all else, come up with five ways that you could demonstrate a greater level of passion for your offer. If your offer doesn’t get you emotionally charged, then there is little or no chance it will strike much of a chord with anyone else. Remember what got you so inspired to embark on this journey in the first place, and make it a stand-out component of your offer.
Influence – The Trust Formula from Peter Sheahan on Vimeo.
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Buying is ultimately about trust. And the unconscious calculation (if you can even call it that) in the mind of the buyer about whether or not they trust you is best described using the following formula:
TRUST = [(Credibility) + (Authenticity)] / (Perceived Self-Interest)
It takes into consideration your track record, your authentic wish to improve the lives of the customer with your offer, and any selfish motives you’ve snuck in to the process. Remember, people....