How to take a perceived disadvantage about your firm or your offering and reframe it into absolutely the most compelling reason for them to do business with you.

Today’s question is an amalgamation from lots of different letters, comments, questions that we have got in the past dealing specifically with the firm that people represent. And it comes in lots of different forms and fashions, either:

-          Our firm is too small

-          Our firm is large

-          Our firm is too old

-          Our firm is foreign owned

-          It is US owned

-          It is selling foreign products

A lot of those typical type issues that people are dealing with in marketing a specific company.

And in answering that, two things you want to keep in mind is:

1. Any single given feature about your firm is going to have two sides of the coin. For example a small firm is not going to have a gigantic backing but it is going to be smaller and nimble and more flexible and easier to adjust. So any one of these things you are hearing, recognize there are some things that are pros, having to do with your size, whether it’s large or small. Or your age- whether it’s young or old. Depending on ownership, if it’s a subsidiary. There is flip sides of every coin, pros and cons
2. Second thing you need to recognize is before you answer those particular questions, even get into a discussion about that, a couple of things that you want to make that you are diving into and getting answers for yourself on behalf of your prospect or client. And that is, all of your clients have compelling emotional outcomes, things that they are looking to achieve that are most important to them in any decision they re going to make moving forward. And they are going to have their own persuasion parameters that they are going to use to evaluate whether or not their compelling emotional outcomes, their CEO’s are being met.

So before you get into a detailed conversation it is a good idea if you can learn how to have a conversation with the prospect that will take you deep enough to understand the things that are important them. Then be able to present various facts, figures, statistics about your particular company in a light that is going to be significantly more meaningful and more impactful for the people your are dealing with.

So if you are getting those particular objection two steps. Step One recognizes that each individual fact in other themselves has actually got a pro and a con. A flip side of the coin, a positive and a negative. Make sure you are presenting things in that positive light, and better get before you do that if you can understand their compelling emotional outcomes and their persuasion parameters, how they are going to decide whether or not their parameters are being met. You are going to go significantly further down the road and be able to make a much more meaningful and impactful presentation in the only place that it really matters, the mind of your client or prospects.

So I hope you find that helpful, lots of other resources available for you in the MyMasterHypnotist membership site. If you have a specific question that you would like to have asked, post it to the forum and maybe we will select you for a future video. If not we will put it there on the forum for other people to see.