Attention is at a premium. It doesn’t matter how good your product is, if your prospects are unaware of it. All of your sweat, blood and tears have come down to this: how effectively can you paint a picture of a better world in your prospect’s mind’s eye?

1. 16 Steps to an Irresistible
By @VladBlagi
ScaleMyBusiness.com

2. It doesn’t matter how good
your product is
if your prospects are unaware of it

3. HOOK
them in
Tap into prospect’s deepest emotion

4. Push where it
HURTS
Use the customer’s own words
to describe their problems and frustrations

5. Add salt to the
WOUND
Describe the impact the problem has
on your prospect

6. SET
Them up
Analytics tools will not tell you why your
visitors aren’t buying, subscribing,
calling… this is where most businesses get
stuck, and stay stuck. --CrazyEgg
Point out the problems with rival solutions

7. There’s got to be a
BETTER WAY!
“UVP is a single, clear and compelling message that states
why you are different and worth buying.” –Steve Blank

8.  Hot fresh pizza delivered to your door in 30
minutes or it’s free (Domino’s).
 Not More Numbers, But Actionable Metrics
(USERcycle).
Try this: End result your prospect desires
+ specific period of time
+ remove objections

9. Deliver on Your
PROMISE
In plain language, as simply as you can, explain exactly how
your service works. No buzzwords. No jargon.

10. Grab our FREE workbook
Generate irresistible content for sales presentations, landing
pages, explainer videos... Yours free at j.mp/SalesCanvas

11. Dazzle them with
YOUR GENIUS
Give your prospect a glimpse of your secret sauce
What makes you unique?

12. Show them the
VALUE
Make the value as explicit,
concrete and as quantified as you can

13. Bring out your
EVANGELISTS
If pictures are worth a thousand words, then credible customer
testimonials are worth even more

14. Unearth your prospect’s
FEARS
Every single prospect is anxious
about making a purchase.

15. Turn objections into
REASONS TO BUY
Objection
Counter argument
Financial: will I get my ROI (return on
investment)? How fast this will happen?
Facebook gives companies a 22% lift in
ROI.
Product-needs risk. yes your product may
work for xyz, but will it work for me?
Competitor risk: fear of choosing the wrong
option.
Outline the features of your product in
detail. Give them a free trial
Virgin has no problem detailing how
their service is better than that of Sky, to
great effect.
Compatibility risk: how does your solution Emphasize a minimal, if any, impact on
fit into the way your prospect works today? your prospect’s business.

16. Show value for
MONEY

17. Set up an
ANCHOR
Headspace app anchors their price
by comparing it to 2 daily lattes.

18. Ask for
BUSINESS
How clear is it for your prospects what they should do next?

19. Don’t celebrate
TOO EARLY
How can you ensure
your customer
doesn’t bail out?

20. Experiment. Iterate.
REPEAT

21. Build a
GROWTH TURBINE
for your company
A series of free 5 five-minute
videos for busy entrepreneurs:
5 hard learned lessons on
building a growth engine for
your company. Yours free at
j.mp/GrowthTurbine