Do I have your attention now?
Half of you will feel disgusted, others elated. Regardless, the name draws emotion.
Today, I want to talk about your personal messaging, not politics. Although, I will use a political example to assist in my message. Think about the campaign slogans from the 2016 election. Most would remember “Make America Great Again”. That was President Trump’s sole focus. Secretary Clinton had a significantly different message, “I’m with her”.
While it can certainly be argued that Mr. Trump has an intensely high ego, his campaign platform wasn’t about him. It was about “Making America Great” — it was about you. Now, contrast that with Hillary Clinton’s “I’m with her”. Mrs. Clinton’s campaign slogan was all about her. In fact, many political hacks strongly believe if she simply changed her campaign platform to “She’s with Us”, she would have won by a landslide. Unfortunately, like Mr. Trump, Mrs. Clinton positioned herself as having an enormous ego as well.
You see, Hilary made everything about her. She made herself the hero of the story, instead of making the American people the hero of the story. She allowed herself to get beat, even when she had much more momentum than Trump did when they first announced their respective candidacies.
Enough about politics.
The lesson here is that you need to make things all about your prospect. When you call, speak in terms of them, speak in terms of their problems. When you call and all you do is talk about you, your services and your experience in the market — they tune you out. Prospects want to hear how you can solve their problems, so talk about that. Keep the focus off of you and on your prospects. And who knows, one day you may shock the world and become the President of the United States, too.
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