Get off the computer, stop the automation scripts and un personalised auto-responders. Get on the phone, I cannot stress the importance enough of contacting your prospects.

They have responded to your advertising, they contacted you first; they need help and have a need that needs filling. Their not asking you to send them information about your product or service they are asking for help!I am not going to venture in to it now, because that is for tomorrow, but by sending the prospect information you are putting them on a logical emotion, this is a very cold calculating place.

This is not where you want your prospect to be. Emotion sells, people purchase based on emotions far easier than any other psychological trigger. 'Tomorrow psychological triggers' Giving somebody unselfish educational help or asking for help, is subjective, has feeling and warmth associated with it. People make discissions based on feelings and emotions. So don't think of calling your prospect as a cold call, it is not it is boiling over, when you start to understand that people are only searching for solutions to problems, it becomes all so much easier.

Now get on the phone and help someone.

How many times do I say this stop selling!Everything you have read and been told tells you to build your business sell as much retail as possible make that money, it is the only way you will make it. WrongThat is pretty much a formula to fail, why! It is selfish and self-serving attitude that flows through you and all your copy, it puts people off.Our whole focus is not to sell, but to solution, 'to help people with their problems'.

When you remove money from being your goal, it will come naturally, offer help understanding and commitment to their problems. Have a conversation with them not a sales call! Changing your approach and thinking, many years ago I put a smiley face on our reception phone big yellow smiley face, anyone who picked up the phone saw it, before answering the phone this put a smile on every persons face that used the phone. Happiness conveys down a phone line.Do not start your day with the thinking I have to call as many prospects today as I can and sign them to my business. Think of it as I am going to call as many people as possible today and see how many of them have problems, I can help to solve. Now you are in a much better psychological state, not selling that is much better can you feel it?

Why does this work? People know what they want; they may not know how to get it. People will tell you what they want, they will tell you why they want it, and they will tell you why they do not have it yet. They will tell you how they feel about their life and where they would like it to go. All you have to do is stop selling, be quiet and listen, look for body language, look between the lines not at just what they are saying.

When you let, people talk about their situation, their barriers start to come down, and then the emotion will start.

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