12 Tipps, was man tun kann…
People Want Things that are Scarce
If you can give the impression that your services are exclusive, that your business is full, and that you only work with a few clients at a time, you will be more attractive to prospects. That’s because people want what they can’t have, especially special, unique things.
To give a specific example, setting yourself up as a national, or international expert is a great way to create a sense of scarcity. For instance, my consulting business took off when I began to focus on an international marketplace. Suddenly, I seemed far away to many of my prospects, and that created a sense of scarcity. People started to perceive me as a highly sought-after expert, instead of as one of thousands of consultants in the local marketplace. Why not set your firm up as an international expert, and become the proverbial guru on the exotic mountaintop?
12 Regeln? Und alles parallel? Am besten gefällt mir daher:
Follow the Rule of Three
You will be much more effective if you make no more than three points, or give no more than three reasons. People can’t absorb more than that, especially in conversations. Yet too many professionals blab on and on, until the other person loses interest. Be clear and concise.
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