April 13, 2018

***Are you a ‘nice to have’ or a ‘MUST have’?***
*‘Nice to haves’…
👉chase clients
👉get interest from prospects but then get silence upon follow up
👉have prospects that use money as the first and final objection for not using your services.
*‘MUST haves’…
👉have prospects following them
👉easily book into discovery calls and say yes without persuasion
👉charge high prices and receive them without question
*How do you become a must have?*
In the words of Seth Godin – ‘Find out what people will pay anything for and then go sell it to them’
Easy enough right? 😉
I get it, of course, it isn’t otherwise business would be a breeze!
But ‘must haves’ have something that ‘nice to haves’ don’t, and that is the D Factor. D standing for ‘desirability’.
💣Truthbomb:- The D Factor, unfortunately, isn’t determined by you, it’s determined by your ideal client, which is why it’s imperative to have full clarity on WHO you are helping. Once you know what they want, all you have to do is sell it and deliver the results.
The D Factor is determined by how badly your prospect wants the result you are offering.
💫For your result to be desirable…
1. You must be confident in ‘promising’ the result/solving their problem.
2. Your result must be solid enough for your prospect to understand it’s importance and feel happy that they are ‘getting’ what they want.
3. The result has to be specific to the prospect.
4. The prospect must want this result/the problem solved urgently because the impact of not having it or leaving it any longer is too great.
💫Knowledge is power when it comes to marketing your services and the knowledge you MUST HAVE is in who you are marketing to.
If you are looking to nail your D Factor then The D Factor Weekend Intensive is for you and you’ll be pleased to hear that if you can’t make it in person you can now attend virtually. Check out the details here https://marketleaderleague.com/dfactorweekend/ to find out more about how you can become the most desired option in the market…

About the author 

Jennifer Hall

Jen Hall is Business Clarity Coach for Coaches, Consultants & Experts who want to become Unrivalled Go-To Experts.

Jen not only gets you clear on your micro-niche, message and what makes you unique and desirable, but she helps you to define what makes you an irrefutable offer to the market so you can position yourself as a high-end 'must have' option for your prospects.

She is a Multi-Award Winning Speaker and Best Selling Author of Expert Unrivalled.

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