Use this powerful tactic to bore, scare, and confuse your prospects.
While some entrepreneurs are naturally talented at scaring away tasty prospects, you may be one of those who needs some help at keeping the hordes away. Fortunately, there’s a single tactic you can use immediately to ensure that you’ve got all the space and time away from those pesky clients that you could possibly wish. Here it is:
Tell prospects what you do and how you do it.
In excruciating detail.
Expound at length about processes, procedures, and those technological tools you love to play with.
Describe in loving detail every single one of the products and services you offer.
Even take some time to tell them where you’re geographically located, assuming that you do most of your work virtually or online.
Never, under any circumstances, waste time on any of the following information:
- who your ideal client is
- how your service improves her outcomes (professional or personal) and/or makes her life better
- stories that illustrate how you’ve helped past clients burst through their barriers to achievement
- why she can trust you to deliver on what you promise
- what sort of frustration or outright pain she can walk away from, thanks to working with you
I’m telling you: If you share any of that information with a prospect, you run a grave risk of turning them into a client. Don’t say I didn’t warn you.
(Thanks to greggoconnell for his wonderful image of boredom. I found it in the Creative Commons section of Flickr.)This entry was posted in business development, counterproductive and tagged effectiveness, prospects. Bookmark the permalink.