There are four, what I call essential questions that every prospect comes to your offer with. And I call them essential questions, because if you don’t answer these questions for your prospect, their brain won’t let them make the purchase. They will give up a red flag and they will say, but I don’t know this, and therefore I can’t buy.
If they’re really interested, maybe they’ll email you and ask you, but chances are they’re just going to go away, because their brain locks. So those four are all Ps. Because I like congruency. Product, presenter, problem, proposition.
So product is simply, what is it, and what will it do for me?
Presenter is, who is behind this product?
The problem is, what problem does it solve for me?
And the proposition is, what results can I expect and when? What I also call the timeline. Very important. Think about it, James. If we’re excited if we get the first three boxes ticked, we want to know, okay, but how long will this take? Are we talking about an hour, a week, six months, a year? Like, tell us what we’re getting into here. And that has to correlate with the price and the engagement and the, you know, involvement of the prospect on the offer.
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