All In or Nothing

How often have you been in this situation?  You present your service to a qualified prospect. He definitely sees its value and acknowledges the benefits that would accrue to his business. He has been thoroughly engaged throughout your meeting, but when you come to the next step, the financial commitment – which is not inconsequential, but also not beyond reason for the expected returns – he hesitates.  What do you do?

You Could…

• Repeat all the benefits he would get (Sometimes works, but more often is like yelling louder to a deaf person, thinking he will suddenly hear you)
• Remind him of what he is missing by doing nothing (Selling fear sometimes works, but risks alienating your buyer)
• Negotiate a lower price (That risks cheapening the very value you are selling)

Or, You Could Use a Metaphor

Bogdan Liutic, Founder of the Creative Economy Agency, chooses the metaphor every time.

Bogdan helps service businesses sell more in less time with “done-for-you storytelling” webinar presentations that your prospects access online.   As his website says, he helps “skyrocket your course/ coaching/ memberships/ consulting sales in the first 30 days by building custom-made high-converting marketing funnels. Pay only for results.” His is a unique, impressive, and very much needed service that covers the many steps required for building a successful marketing funnel.

Metaphors Influence Tough Decisions

Bogdan understands that making a substantial investment commitment can be anxiety inducing, so he converts that commitment reluctance into a “yes” by telling this story.

“I wanted to take a cold plunge for health benefits. First, I tried just going in up to my knees in the water, but that didn’t work. There was just discomfort and no benefit. I realized I was then left with two choices:  go in halfway and be disappointed or go all in and get the full benefits. So, I went in full plunge – whole body every day. That’s when the real shift happened. The resilience, the clarity – it finally kicked in.”

“The same goes for your webinar strategy. You can try it halfway (do bits and pieces by yourself with uncertain  outcomes), or you can go all in and create something powerful that actually converts prospects to clients.”

“Ready to commit? Let’s dive in and make it work.”

Bogdan’s simple plunge metaphor helps close the sale, because the prospect “sees” his commitment choices in a fresh way that makes going all in the sensible option.

Dive In

Metaphors are amazing persuasion tools. They are visual, instantly understood, and emotionally evocative. Their super power is the ability to expand and, ultimately, change perceptions.

In your world, what metaphor would help prospects “see” their commitment to buy as the right choice?

Anne Miller

Make What You Say Pay! – with Metaphors

For more information on Bogdan Liutic 

https://www.cr8.eco/

https://www.linkedin.com/in/bhdltk/