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Scarcity and the “Take Away” Close

In this continuing short-course about crafting compelling offers that generate Instant Income for a small business, two techniques we use on the sales floor that translate very well into written product and service offers are scarcity and the take-away close.

Prospecting For Instant Income

You have to look at the whole process, from start to finish, and ask yourself:

• Who are my ideal prospects and how can I get my offer heard, seen or read by more of them? How can I get more of them to open the envelope, call on the phone, ask for the information kit, respond?

• Does what I’m doing make sense or am I simply doing it this way because it’s how we’ve always done it? How can I do it easier, faster, with less risk? How can I use one person or one business to reach many more of my ideal prospects while they’re in a buying mind-set?

• What method can I use that other industries use effectively, but that none of my competitors uses?

• What can I do to change my prospecting so I do more of it? Lower the cost? Run smaller ads? Supplement with free press releases? Automate the response method so my staff doesn’t get overwhelmed with phone calls?

Can I Ask You A Favor?

The response to my new ‘Instant Income® Planner’ has been decidedly bigger than expected. Business owners from all over the world have been downloading it by the thousands.  And the comments my office has gotten about the Planner tell me it’s a...