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Compelling Selling: Niche and Pitch:: Nancy Zare

video Sep 04, 2020

Nancy Zare
Rapport Builderz

Click on the image to access the full interview.

First, this week I talk about one of my favorite books, The Referral of a Lifetime which, in a nutshell, will tell you... You already know the 100 people who will help you grow your business. Stay connected. Nurture the relationships. 

 

Then, Nancy Zare, owner of Rapport Builderz, and I talk about Compelling Selling. 

Nancy tells us that not everyone makes buying decisions the same way. Nancy went into detail about the 4 distinct styles of buyers we are likely to come upon. She calls them 2,4,6,8.

Not everyone makes buying decisions the same way. 

  • The number 2 buyer makes buying decisions in a haste. They're quick. They’re bottom-lines results-driven. 
  • The number 4 is heart-centered and makes buying decisions based on relationships and how it impacts people. 
  • The number 6 buyer wants to make decisions based upon whether there's a process or order a structure. They want to know we're following the rules.
  • The number 8 is logical and informational. They're making decisions based upon facts, logic. 

So when you understand these personality traits, you want to choose words that will capture that person and the words that you use.  Listen to the full interview to find out what kinds of words and phrases capture the attention of each of these buyer types.

 

Nancy invites you to join the free Relationship Builderz Facebook Group (https://www.facebook.com/groups/RelationshipBuilderZ/).

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I started this week’s conversation off by highlighting one of my favorite books, The Referral of a Lifetime by Tim Templeton. This is the book we will be going through in the Rise Together membership community this month. 

When my clients are just starting out with creating their email marketing strategies, I often have them complete an exercise I adapted from this book.  I have them collect a list of all their contacts onto one spreadsheet to tag each one according to the depth of the relationship (business) and comfort level of reaching out.  Then, to personally reach out to each contact to ask them if they’d join your email list. This is even easier with a button or link so that your contact can self select into your list - and will trigger a wonderfully thought-out welcome email that sets expectations for what they can expect to learn from your content.
The Referral of a Lifetime will tell you... You already know the 100 people who will help you grow your business. Stay connected. Nurture the relationships.

Schedule a call with me now- I’ll help you create your contact list and welcome email. 

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