|
|
|
Excellent Edge Newsletter>
Dynamics of a Winning Buy-In: Perks
June 12, 2008
Do you encounter roadblocks and resistance whenever you
have a remarkable idea to share? Does this experience
normally stop you from sharing? It shouldn't! Remarkable,
Goods, Products, Services or Ideas, (GPSI) are for sharing.
Your GPSI provides a solution and refusing to share it
could result in loss of the idea to another person, the
issue remaining unresolved and the need being left unmet.
Remember the last time you went for the launching of a
book, ministry or organization and you thought to yourself,
"hmmm, that idea did cross my mind..." Learning to deliver
your GPSI effectively could earn you great rewards in
dollars or making a difference in your cause.
In the coming weeks, I would like to explore the four
dynamics of a winning buy-in, Perks, Passion, Persuasion
and Persistence. These are by no means the only dynamics
that drive a winning buy-in, but I believe they are the
most fundamental in communicating any GPSI.
What are "perks" and why are they a driving force in
securing a winning buy-in? Simply put, perks are
incentives that are used to motivate prospects into buying.
Prospects in the context of this article is any one you
would like to sell your GPSI. It could be your teenage son
or daughter, members of your team at work, church or other
group, or a prospective customer in your given industry.
When delivering training presentations, I give away simple
gifts at the beginning of the session. These gifts normally
comprise of candy which most people like, pens which they
can use immediately to take notes or notepads which they
can write on immediately. I normally gift wrap them which
makes the receipients feel good and enahnces their
self-worth. These gifts help me create rapport with the
audience as well as set the tone for a winning buy-in!
When selecting perks, consider the needs of your prospects.
Think of something that can add value to them immediately
and requires no effort, expense or risk on their part.
Perks enable you to begin the relationship building process
and people "buy" from people they know! Distribuitons of
perks will radically improve your chances of a favorable
response for your GPSI.
Great perks include: Candy, samples or demo versions of
your GPSI, free food, gifts, articles, referrals,
consultations, magnets, hats, t-shirts, coffee mugs, toys,
bookmarks, notepads, or calendars. Just remember it has to
be free and require no effort or risk on their part.
Next week, we'll take a look at why passion is one of the 4
dynamics of a winning buy-in. Until then, plan to share
your GPSI, you have nothing to loose and everything to gain!
|
|