Yesterday I asked you two questions…
Why didn’t you choose a LOWER number?
Here’s the marketing lesson behind the two questions.
- Most marketers ask only closed-ended yes-or-no questions.
- Are you ready to buy?
- Are you ready to join?
Then, if they receive a negative answer, they ask “Why not?”
And the customer defends his “no”. The customer’s brain starts to think of reasons for why he will NOT buy.
This is the last thing you want to do as a marketer!
You should always ask questions that get customers thinking about why they WOULD buy.
Not why they would NOT.
So, I asked you where you were on the scale of 1 to 10, then asked you why your score wasn’t LOWER?
If you actually took the time to answer the second question, your brain was forced to come up with reasons why you WOULD join IPAS 2.
Did it work?
Even if it didn’t work for you, and you’re still not ready to join IPAS 2, I encourage you to use it with your customers.
It does work FAR better than asking “Are you ready to buy?” and “Why not?”
No charge for this marketing lesson (advice)!
And if you’re higher than a 5 on the IPAS 2 scale, why not get started today…
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