This got me thinking about all the things I need to do when training Baxter. I’ve boiled it down to 5 items that I MUST do each and every time I was training Baxter in a new skill. Here’s the list:
- Tell him WHAT to do.
- Tell him HOW to do it.
- Tell him WHEN to do it.
- Give him INCENTIVE to do it.
- They must be clearly understood and concise.
These are the exact steps you must follow when creating an IRRESISTABLE OFFER for your clients! For example, let’s say we’re driving our prospect to visit a website from a sales letter or postcard we sent.
You’ve got to tell them WHAT to do. You’ve got to tell them HOW to do it (take 5 minutes at your home PC and log on). You’ve got to tell them WHEN to do it (Right now, don’t delay!). You’ve got to give them INCENTIVE to act. And they must be clearly understood and concise. Remember, confused people do nothing!
When I think about it, training Baxter was simply a series of offers, done diligently and with care and consistency, until the lesson is learned and it becomes habitual behavior. Wouldn’t it be nice to have client habitually call you for your products and services, be it a reservation or a $1000 catering?
