Appeal to Prospectors Instead of Prospects
By John Aberle | heart-centered , Sales and Marketing , Soft Sell
Prospectors recognize the value in your solution
Months ago I first heard Judith & Jim, founders of the Soft Sell Marketers Association, talk about using the term “prospector” instead of “prospect.” Although I wrote last summer about heart-centered, soft sell salespeople and marketers needing to pay attention to terminology, such as using “broadcast” instead of “blast” (“Choose More Powerfully Attractive Words“), I resisted changing this phrase I’ve used for decades. Then, the other day I was listening to a Soft Sell Marketers Association teleseminar I’d downloaded. It was a session late last year called “Keywords with Rick Hubbard.”
Prospectors are already searching
Rick pointed out that Jim’s use of the term prospector gave him one word to explain a concept he’d struggled to describe for years. Instead of striving to find prospects, put your attention on attracting people who want your solution to either fix something or to fulfill some desire.
Suddenly, a light came on for me too! This is the very angle I’ve taken with my eBook and lessons on 9 Steps to Finding Prospects Who Want What You Provide. (It is currently my free bonus for signing up for my mailing list.) When you appeal to people who already want to buy the help you offer, you need far less time and effort than you do to create demand in people who don’t yet see they need it.
Use heart-centered, soft sell skills to connect with prospectors
Your heart-centered, soft sell sales and marketing efforts connect with “prospectors.” Your knowledgeable questions showContinue reading