Internet Marketing training has long held that you have got to get people to “know, like and trust” you in order for them to do business with you. I bet you’ve often been told that your prospects need to know, like and trust you in order to do business with you.
Guess what? This is not entirely true.
While know, like and trust is necessary, it is not sufficient to convert a prospect into a customer, especially a high paying customer.
Now, I am not saying that you need to forget about getting prospects to know, like and trust you. You always want to do that.
Have you noticed?
Have your noticed that there are many times that you do everything necessary to get someone to know, like and trust you and they still don’t do business with you.
The good news is that it’s not your fault. The reason is there is a fourth necessary ingredient that must be added to these traditional three.
That fourth necessary ingredient is desire.
Your prospects need to know, like, trust, and desire you. You want to lead them to have a strong desire to learn from you and work with you.
You create desire in at least 2 important ways:
1) Give your prospects some results now. Help them accomplish something toward their goals right away. You are not giving away the store here. You are giving them a sample of what you can help them achieve and what they can achieve.
2) Share your process for success. Do you have 5 steps that you take your clients through on the way to success? Share those 5 steps. Share your process. Let them know you have the map.
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