I’m slowly becoming more comfortable making the statement that it’s someone’s loss when they don’t buy into an opportunity I’m offering. Don’t get me wrong, I’m not blaming them. Their choice to pass on my offer is my fault, not theirs. But it is their loss. It is.
The more I read, write, and sell, the more I notice people are persuaded by what they will lose if they don’t “buy into” whatever it is you’re offering. People recognize what they can gain, but this recognition does not cause confirmation. What causes people to buy is showing them what they will lose if they don’t.
With whatever product or service you’re offering, you have to figure out what is unique, what is uncommon, what is it that your customer, friend, client can’t get anywhere else. What is it that if they pass up your offer, it really will be their loss?
Remarkability is often built off the foundation of scarcity.
Stay Positive & What Do I Have To Lose
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Opportunity cost! The concept changes your life once you learn it. Oh yeah. Show the prospect the opportunity cost of inaction, or of selecting “the other,” and you are speaking to their position and perhaps even educating them on it.