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.

Guess what?

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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Published: September 16, 2015

11 Responses to “Tapping Into What’s Most Important to Your Prospect”

  1. WOW, great post.

    #3 is to call and set an appointment.

    Did I win ?

    Guest (Brad Lloyd)September 16, 2015 at 2:50 pm

  2. Just to ley you know I am thoroughly enjoying reading your daily write ups. I look forward to tomorrow's reading.
    I believe I do have some writing skills but want to be convinced.
    Thanks so far.

    Guest (Herb Ulyate)September 16, 2015 at 5:34 pm

  3. Get them to take action by using WIIFMs: What's in it for me (them)? I would choose what I thought was their big hotspot and tell them either in a phone call, voice mail, or in an email, exactly (in a dozen words or less), how I can improve that hotspot content, so that more of their website visitors would take action.

    Guest (JR)September 16, 2015 at 5:41 pm

  4. No I am not tuning into to this tonight. "Why would you schedule it on the night of the Presidential debate?" I am Republican!
    gneely1@yahoo dot com Gina Neely

    Guest (Gina)September 17, 2015 at 12:01 am

  5. It might be an acceptance letter or order.

    Guest (Muhammad)September 17, 2015 at 1:01 am

  6. I think the third step will be getting the clients to be interested by getting them to take the first step to show interest by submitting an email address. Then getting them to complete a form and giving a feedback information to capture and hold unlimited clients attention. I enjoyed the lesson. I can't wait to see what the third step would be. Thank you

    Esther O AsieduSeptember 17, 2015 at 3:31 pm

  7. For a self-imposed R.A.S. to eventually succeed, it's got to triangulate three-tween: creative drive; desired objective; and sustainability. Otherwise, one's recticulars will activate no system save for self-reflection. Sans client.

    Guest (Chris Morris)September 17, 2015 at 7:51 pm

  8. Market Message, Ok so we know the third step starts with the letter "M". Since this is a challenge. Maybe "Mystery" but that would be a squeeze to fit the line of thought. Missile perhaps. At this point it seems that every thing else is ready. We know the market, and we have the message, now aim it directly at what the client needs. Let them know you can hit the target. In war, when you fire a shot over the bow of someone's ship you are sending a strong message that they need to listen to you.

    PWRPSdotcomSeptember 18, 2015 at 8:20 am

  9. This is good stuff! I really like the RAS information. I am still working through the Accelerated program, and will focus on B2B writing. The RAS is important to me as well.

    I know which information to filter out and which is key to the path I have chosen.

    I have two other programs to study after completing the Accelerated program, but am already working on getting my web site up.

    My goal was landing my first client by my birthday (Sept 19). I didn't achieve that, but am close!

    Garth OsbornSeptember 18, 2015 at 8:25 am

  10. Number three is to take action. That is make contact via email, snail mail,etc

    ValerieSeptember 18, 2015 at 11:10 pm

  11. HI, I am a daily reader to your writings. These are full of knowledge, insights and new thoughts. I get something out of it always and making me fly high. Your thoughts fill me with enthusiasm and zeal to do something BUT...
    I apply your teaching in my day to day functioning and think, like you think. It gives a new strength and I am sanguine that I will get my first client in THIS VERY YEAR.

    Guest (Mahesh seelvi)September 20, 2015 at 2:25 am


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