People make decisions for a reason…fear of loss, hope of gain, prestige and so many other factors drive them. I call these their “Why Drivers,” and to understand them you have to go far deeper than demographic choices like income, education, marital status, where they live and all the other profile selections.
Most of these are simply the results of the decisions they’ve made in the past, just like KPIs. Whytology actually goes dee[er/// to BEFORE they made their decisions, to understand Why they make the choices they make in the first place (and why they will choose you over anyone else).
This is the methodology behind our Embrace Your Market System™ that allows you to reach deep down inside your ideal markets’ heads and do a literal “mind meld,” so they feel you really get them and understand what makes them tick…and feel like you know them personally.
We can help you know your Ideal Clients better than they do themselves – their fears, frustrations, stomach knots and deep-seated needs – so you can speak directly to those inner forces with the solutions they feel they need most. Knowing their Why reveals…
What do they want more of?
What do they want less of?
What do they want that’s better than what they have now?
And the other results and transformations you can deliver… that they’re waiting to hear about.
The ones who respond to your message are the Ideal Prospects you want most… and you will find yourself dealing with a lot less of the others (you know: the whiners, complainers, nothing-is-ever-good-enough, tire-kickers and deadbeats!). Not only that, most of their key questions (and objections) have already been satisfactorily addressed up front.
“When marketing answers their objections first. you will always close more sales.”
–Emerson Brantley
