To Win Profitable Clients More Frequently, Find & HIT Your Prospect’s Exposed Felt-Needs Nerve! (1)
As I approached completion of the hotel project, I called the hospital accountant to inform him that I had since gone on to build an automated cash book for another client. This is a VERY powerful aspect of the “felt-needs” oriented marketing strategy because in doing it, you are using the CREDIBILITY factor of another paying client to MOVE a undecided prospect with a “Felt Need” closer to making the all important BUYING decision. Adoption of the “Felt-Needs” strategy can dramatically improve your ability to win profitable PAYING clients. I illustrate in this three(3) part article by narrating a true story.
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