Dave Lorenzo - August 2019

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EDITION 3

ARE YOU A CONVERSION EXPERT?

I hate the term “motivational speaker.” Someone up on a stage cannot motivate you to do anything. Motivation is personal. You act when you WANT something. Note the verbiage. I wrote WANT, not NEED. Reflect upon your life — business and personal. When did you make your last major breakthrough? When you finally WANTED something different than your current situation.

to this as a CALLING. People tend to hear (or better put, experience) a calling when they are in a time of emotional receptivity, a time when they feel or anticipate pain in their lives. The same can be said about convincing a client to switch from a competitor’s product or service to one you offer. No logical case will facilitate a conversion. You must appeal to the emotional needs of the client at a time when they are receptive. Help them see a way out of the pain. Actually, there is no trick to it. You can take one of two approaches: You can hold regular educational events, similar to Sunday services, and open your doors to whomever would like to enter, or you can go door-to-door and try to convert anyone who answers (while avoiding barking dogs, protective farmers with shotguns, and lonely agoraphobes who will talk to anyone while they feed their dozen cats). The second method is extremely difficult. You wind up with lots of resistance because people always think their way is the RIGHT way. They are not open to change even though the pain they feel grows stronger by the day. That’s why I want you to open your doors periodically and educate people with stories, testimonials, and the miracles provided by your products and services. Those who are interested will seek you out, and those who are not won’t waste your time ... or shoot you. Everyone is feeling some kind of pain right The trick is finding that opportunity.

Motivation is about pain. People only change when the PAIN of the status quo is unbearable.

That pain can be real, or it can be anticipated.

I was raised a Catholic, complete with 12 years of immersion through daily religious education. While this undoubtedly helped shape my moral fiber, it also imparted a high degree of certitude that my religion was the “CORRECT” religion. Only after meeting people of other faiths did I learn that they were also raised to believe they were following the one true path. Religion is a touchy subject, and there is no logical argument to persuade someone to abandon their system of beliefs and convert to yours. That

now. Maybe it is the pain of not reaching a long sought-after goal, or maybe it is the pain of falling short of revenue expectations. If you want to discover easy ways to reach out to people and help them relieve their pain, give me a call today at 888-444-5150.

That’s why I want you to open your doors periodically and educate people with stories, testimonials, and the miracles provided by your products and services.

process, if it occurs at all, happens because of an emotional experience. We Catholics refer

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