4 specific things you can say on your next sales call, webinar, VSL, Facebook LIVE or networking event to push your prospect off the fence.
4 Magic Phrases To Convert More Clients
Igor: Hi, my name is Igor Kheifets and this is the List Building Lifestyle, the only podcast
which delivers cutting edge conversion strategies from the online trenches straight to
your earbuds. Download the transcript of today’s episode and all future episodes at
listbuilidnglifestylesshow.com. I also invite you to grab a free copy of “The Wealthy
List Builder’s Survival Guide” at listbuildinglifestyleshow.com/survival and now
once again it’s time to claim your List Building Lifestyle.
Welcome back to another edition of the List Building Lifestyle, with your host, Igor Kheifets.
Today I'm trying something special. I decided to truly live the List Building Lifestyle.
Instead of recording out of my usual spot, which usually is like a little office space or
something like that, just so it's quiet and nobody bothers me, I decided to do what
I really wanted to do and what I've done for the longest time when I started making
money online. That is, do my work while doing something fun, something I truly enjoy.
In this case, I'm going to be playing Need for Speed. I'm not sure which version
it is, but it's definitely fun. Right now I am driving a Lamborghini Gallardo or
maybe a Huracán, and I'm chasing a Zonda, I think, that's trying to get away.
Basically, my Lambo is a cop car, so super fun stuff. Now, in this episode, what I
want to do is, I want to teach you the four phrases that you can use to
immediately get higher conversions in your emails, in your sales calls, on your
webinars. Whatever you're doing right now, this will help you get better
These phrases are specifically designed to get people's defenses down, and sort of
like going around the brain, if you will, because the brain, the way the brain
works, and I've spent a great deal of time trying to study at least in a very
surface level way how the brain works when it comes to sales defense, the brain is
biased. Just like it's biased towards deciding not to buy, it's also biased
towards deciding to buy if you trigger it in a certain way. When I was doing a lot
of these sales on the phone, I used many of these tricks in order to elicit
people's mind decisions. Now, I don't want to make it sound as if I manipulate
people, that I want you to manipulate people into a buying decision. That's not
really what this is about. These phrases are actually going to help you ... Oh,
damn it, I crashed bad. I suck. Yeah, so these phrases are going to help you push
people off the fence. That's what they're designed to do.
Like if you're talking to somebody right now and they have no desire whatsoever to
invest with you or to get you to solve their problem, right, if that's where you
are, these phrases are not going to help you, but if you're in a position where
you're talking to a prospect or you got a list of people who are hot to join or
even they joined your opportunity but they refused to fund it, when people are
sort of like lukewarm, right? They're not fully out, not fully in, sort of like in
between, these phrases will help you get them to move forward. The first one is,
"I'm not sure if this is for you, but ... " This phrase can be game-changing for
you, because people hate being pressured into a decision. That's the last thing
people want to be. They don't want to be pressured. They want to feel like they're
making a decision versus when they're being sold.
When you say, "I'm not sure if this is for you, but," you're sort of allowing the
brain to relax, because the brain immediately gets permission from you to say no.
Then the pressure is relieved instantly, allowing it, again, the brain, so we're
not going to be talking about prospects these days on this episode, but ... Oh,
damn it, I crashed again. Damn it. The brain is what's important here, and
everyone's brain, with a few exceptions, usually works the same way when it comes
to these biases and triggers. When you say, "I'm not sure if this is for you,
but," you allow the brain to feel relaxed, and you basically bypass this one
particular sales defense.
You can say things like, "I'm not sure if this is for you, but this opportunity
really helped me to improve my income. Out of all the opportunities I've ever
tried, it was the one that truly clicked for me, and even if it's not for you, I
still recommend you take a look." Right? Again, you're relieving the prospect of
the pressure, and you're making it super easy for them to say yes by simply
saying, "Look, there is no pressure for you to decide. I'm not saying you should
join. All you have to do is just go ahead and take a look." That's it. Right? No
pressure. By relieving pressure, the prospect is more likely to say yes, because
their brain doesn't get into that sort of defense mode, if you will.
Now, the next phrase is the one that I've been personally using for years, and
I've been using it both in written sales copy, on webinars, in via sales, emails,
any media. Doesn't matter. You can use this word in, and the word is "imagine."
When you say the word "imagine," the brain immediately goes into a mode where it
quite literally imagines either an outcome, or a problem, or something, something
in the future that gets you to get the prospect to commit to a decision. For
example, like let's just say you're selling cars, and you've got a person who
walked into the lot, and you know, you see that they liked the car, but they're
refusing to make a buying decision for some reason.
They try to come up with an excuse, like that they need to think about it, that
they need to talk to their spouse, that they need to save up some more money, and
on and on and on, and all of that stuff. Right? What if you told them something
like, "Imagine if you walk out of this lot right now, and you take so long to make
a buying decision that a person who looked at this car yesterday has enough time
to come in, commit, and get the car." What you're doing here is, you're future
pacing them into a scenario where their procrastination costs them the car that
they want so much. By doing so, you're allowing them to feel that for them it's
time to make a buying decision without them feeling that you've manipulated them
into doing so. Now, this is a big thing, because the moment the prospect feels
manipulated into a buying decision, that's when it's over. That's when they just
walk out of the dealership and ...
I know, because I've just been through a similar experience in the local Audi
dealership where I wanted to get the A6, but I felt so manipulated by the sales
guy that even though he was offering me like $8,000 in discounts, it didn't help.
I just, I walked out, because I felt something was off. I didn't feel right. I
didn't feel like I was making a decision. I felt like I was pressured and
manipulated into a decision, and it was the end of it. I ended up buying from a
different seller, and it wasn't even an Audi. Anyway, "imagine" is a really
powerful phrase, and you should definitely use it when you market your products in
every possible media, again, whether written media, spoken media, visual media,
any media. It will work all the time.
Now, the next one is a phrase I use a lot when I write headlines, and it goes like
this. It goes, "If condition, then." For example, let's just say you're selling a
hair product, something to do with, I don't know, turning really bad hair into
really smooth and silky hair. An implementation of this technique can be as simple
as saying, "If you hate the way your hair looks and feels, then you'll love this
new shampoo." Whatever. It's if and then, so, "If you ever feel like you need to
put yourself out there, but you're afraid, ashamed, or embarrassed to do it
because you're not equipped to be a good public speaker, then this new public
speaking course is just what the doctor's ordered for you."
It really just, calling them out on a condition of some sort. Right? Or you can
say something like, if you're trying to close them, you can say something like,
"If you're anything like me, you're probably afraid of blah blah blah," and
whatever. You're quite literally aligning yourself with the prospect, on the same
side of the fence, by using this simple if-then phrase. Try it out, use it, and
you'll see how incredible effective it is.
Last but not least, the fourth phrase is, "There's two types of people." This is
the one I used a lot when I was selling on the phone, and it went something like
this. "Look, there's two types of people. One type that thinks that marketing is
all about, success in marketing is all about the systems they're using, like the
program they're promoting or something like that, and the other part, the other
type of people, are the people that are really proficient at writing copy because
they recognize that this industry is just about two things, traffic and offers. If
you know how to get traffic, which is quite simple, you can just buy it, and you
know how to create offers, which is what copywriting is all about, then you have
pretty much figured out the game." Right?
What I've done here is, I drew a really specific line between the people that I
felt were successful in this industry and the people who I felt were losers in
this industry, and the prospect would then have to make a choice to which group he
or she feels that he belongs to, or she belongs to. Obviously, most of the time
people don't want to belong to a losing group, so they will try and do anything to
show that they belong with the winners. That's how I used it, and again, the
applications are pretty much endless.
Let's recap. The first phrase is, "I'm not sure if this is for you, but," and it
relieves the prospect of the pressure of having to make a decision now, which
ultimately creates the opposite outcome, which pretty much allows them to make a
decision right away. Now, the other one is "imagine," which future paces the brain
into a scenario that then allows the prospect to visualize why they need to make a
decision right now. The third one is, "If then," which just calls out the prospect
on a condition of some kind, allowing them to qualify themselves. Last but not
least is, there's two types of people where you draw a clear line between the kind
of people you want to be your customers and the kind of people you don't want to
be your customers, and by doing so, you're forcing the client to take a stance, to
become a part of one of these groups. As a rule, the prospect will usually become
a part of the better group, the group of winners. That, of course, is the group of
With that said, thank you so much for tuning into this special episode of the List
Building Lifestyle. I have concluded that I, about myself two new things. First, I
can actually record an episode, a kick-ass episode, while playing video games, and
two, I really suck at Need for Speed. Until next time we chat, have a good one.
Thank you for listening to The List Building Lifestyle Show, make sure to
subscribe on iTunes or Google Play to never miss an episode because who knows just
one conversion tactic we share on the show might double your list and double your
business. Download the transcript of today’s episode and all future episodes at
listbuilderslifestyleshow.com and don’t forget to claim your complimentary copy
of “The Wealthy List Builder’s Survival Guide” at listbuildinglifestyleshow.com/survival .
This is Igor Kheifets until next time we talk, have a good one.