Understand Your Buyer > How To Engage > The Scoring Effect
What is it?
The Scoring Effect is about providing your clients with a tangible way to measure their need for your offering.
Why does it work?
It works because not only are we human beings competitive, we’re also curious and seek outside measurement and approval to understand where we are in life, love and work. By providing a scoring mechanism to potential clients you not only tap into these competitive behaviours, but you display confidence, certainty and expertise as you are the expert grading the client and advising on improvement.
How can you use it?
Depending on your offering, can you provide your clients with a simple set of questions and a score out of 25/50/100 to measure their current position and advise on how it may be improved? LinkedIn use the SSI score as a means of grading your performance on Linkedin and understanding what to do to improve. How could you help your clients rate themselves and understand where they are now, whilst telling them how to improve and thus inspiring them with the confidence that you are the one to help them?
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