Prospecting Techniques that Make People Feel Stupid to Say NO! By David Feinstein

In this post, I will share the mindset and techniques I use as an expert to expand my prospect list and fill my pipeline continually.

Developing the “Customer” Mindset

The first key is adopting the right mindset. I prospect with the genuine intention to offer value.

My goal is to learn about someone’s needs and see if my business can help. If I don’t see them, I wouldn’t force or continue further.

I approach prospecting as making new connections, not “hitting up” people. Having an abundance mentality reduces desperation.

When prospecting feels hard, I remember my WHY to renew motivation. Prospecting becomes easier when you add value with no expectations.

Identifying Your Target Market

Trying to prospect everyone is inefficient.

Instead, I identified my ideal prospect avatar early on. Their key demographics, interests, needs, and values.

This clarity allowed me to customize my message and connect quickly.

Try to join Facebook groups your prospects are in. Look for where your audience congregates offline too. Get referrals by asking satisfied customers who else would benefit.

The more targeted your prospecting, the better your results will be.

Pique Curiosity

The first step is crafting an introduction that piques curiosity and interest. Generic pitches go in one ear and out the other.

I connect people by asking thought provoking questions or sharing fascinating facts related to their needs.

Posing a teaser question related to the problems my business solves grabs attention. Painting an appealing vision of life after solving their struggles intrigues people to learn more.

Offer Extreme Value

I provide an insane amount of value upfront, for free if possible. By over-delivering value, people can experience how I can help them before committing.

Free mini-courses, webinars, advice, and resources show my expertise. They get hooked on the value I provide.

This builds trust and tops their list of solutions when they’re ready to make a change. They’d feel stupid not to work with me after experiencing my immense value.

Use FOMO

FOMO, or fear of missing out, is a powerful motivator.

I create a sense of scarcity and exclusivity with statements like “I’m only accepting 5 new clients this month” or “This discount on products ends tomorrow”.

People hate the feeling of missing out on deals or opportunities. When they sense an expiry coming soon, they act faster. I ethically leverage FOMO by making my best offers for a limited time.

Make them “Raise their Hand.”

Instead of pitching people out of the blue, I use lead magnets to get them to “raise their hand”.

For example, I’ll run free challenge groups or webinars where they enter their name and email to register their interest.

Once someone expresses interest proactively, their warm leads are primed to say yes. People want what they ask for themselves, not what’s pushed on them.

Frame as an Exclusive Opportunity

I present my offer not as a sales pitch, but as an exclusive opportunity. “I don’t share this with everyone, but I think you’d be a great fit for my advanced coaching program.”

Framing it as them being specially picked makes people feel important. I use language like “inviting you to apply”, not selling. Exclusivity triggers a desire to take advantage of the limited chance.

Share Transformation Stories

Social proof is highly persuasive. I share inspiring stories of previous customers who transformed their lives and businesses after working with me.

People crave the same success and results.

They imagine themselves achieving those breakthroughs. By showing my program works for everyday people just like them, it feels low risk to say yes. They’d be stupid not to if others succeeded.

Use Contrast

I amplify the value of my offer using contrast. “Most coaches charge $5,000 for a weekend retreat. But I’m offering the same life-changing experience for just $197.”

Contrasting the big investment others make highlights what a steal my offer is.

People hate overpaying. By contrasting value, my offer feels like a no-brainer they’d be stupid to decline.

Share What They’ll Miss Out On

If people are on the fence, I ask questions to reveal what they’ll miss out on if they don’t work with me. “What would it cost you financially to delay this decision by one year?”

By quantifying the pain of missing out, saying no becomes unthinkable.

I remind them that results require action. “Refusal means staying stuck in their problems longer. The cost of inaction is too great.”

Use Risk Reversal

I use risk reversal to crush objections. “I’m so confident this will work that if you follow through on the training and don’t see results within 30 days, I’ll refund your investment, no questions asked.”

Removing risk eliminates reasons to say no. I also frame saying “yes” as the safer choice.

Staying the same is riskier than trying my proven solution. Most of the time, educated, intelligent people prefer the least risky path.

Share Others’ Regret

When people are undecided, I share stories of others who regretted not signing up when they had the chance.

Phrases like “I don’t want you to look back and regret not jumping on this.” make people reflect.

Imagining the regret of missing out motivates action. I remind them of the pain of inaction. Smart people learn from others’ mistakes.

Close with a Great Deal

Finally, I present a deal so irresistible, they’d be stupid not to take it.

I stack value by offering discounted pricing, free bonuses, payment plans, bonus services, my guarantee and more. I limit the extra value to create urgency.

The more overflowing value I provide, the harder saying no becomes. Sweetening the offer past the tipping point closes more sales.


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David Feinstein
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