Tapping Into What’s Most Important to Your Prospect
How would you like unlimited, automatic client flow?
It’s possible, and it’s not as hard as you think.
The secret lies in this little acronym: R.A.S.
If you know what the RAS is … and how to activate it … you can easily enjoy unlimited client flow for a lifetime.
Here’s how it works …
Have you ever bought a new car … only to discover that suddenly it seems everyone on the planet has that car?
How is that possible?
Your five senses pick up every sight, sound, motion, temperature, and … well, everything in the world around you.
But, you can’t possibly process all that data, so your mind has a regulator to filter out 99% of what you see, hear, smell, taste and touch.
This filter is called the Reticular Activating System … or RAS for short. It helps you pay attention to what is important to you … and what’s not.
When you buy a new car, it suddenly becomes important and … tada! … your mind points out all the other cars like yours on the road.
Right now, your potential clients have an active hotspot in their RAS.
It is telling them to pay attention to certain emails, names, phone calls, articles, etc …
Everything else is ignored or quickly filtered out.
The great secret to all good marketing is to know your clients well enough to know what their RAS hotspot is.
In other words …
Tap into what is already labeled as important in their mind.
Yesterday, I told you about Step One: Market.
Once you know who you’re talking to … you need to decide what to say to them.
Step Two: Message.
Your message will either activate the RAS of your potential clients … or not.
If it does, they will give you their undivided attention.
If not, you can blast them with emails, reports, fancy websites, and webinars until the cows come home … but they’ll still ignore you.
To find your prospect’s RAS hotspot, do these three simple things:
First, research your niche and make a list of all the kinds of copy they’re using right now.
Email, blogs, websites, snail mail, white papers, banner ads, video scripts, phone scripts, etc …
Dig deep and find it all.
Second, determine which of all this copy brings the potential client the most money.
For example, the financial newsletter industry uses emails, website content, opt-in forms, long copy sales letters and video sales letters.
Where does all the money flow?
Video sales letters, then long copy letters, then emails.
The stuff they use the most … and brings the most profits … is the stuff that occupies the biggest hotspot in their RAS.
Third, establish yourself as an expert that does that kind of copy in that market.
Being a widely known expert is not as hard as it sounds …
Think of a guru or expert that you know and like.
How do you know they are experts?
I want you to give that some thought. It’ll help you be ready for tomorrow’s message when I give you full details on the last Step.
I bet you can guess what the final Step is, right?
Step One: Market
Step Two: Message
Step Three: ?
I’ll give you a hint … today’s message was about capturing the client’s attention.
Tomorrow’s insights will show you how to get them to take action and actively seek your services.
Until then, why not share your thoughts on the third step … what do you think it is and how does it work? I can’t wait to read your thoughts.
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