In any kind of market, there are two types of prospects...
Visible and invisible prospects.
The easiest ones to sell to are, of course, visible prospects. You know who they are, you know where to find them, and you know what they are looking for. That’s why they’re called “visible”.
However, there’s a much bigger pool of people out there who need and want what you sell… but you have no way of knowing who they are or how to reach them.
Unfortunately, the only thing that makes somebody an invisible prospect for your business is what’s going on in their mind.
So, what do you do? How do you reach them?
Sure, there are ways to get in front of a lot of people by using Facebook or Google ads…
But, unless you understand what your potential prospect is thinking, your ads won’t be compelling. And your lead generation will be low.
Which means if you want to increase the pulling power of your ads… and make your invisible prospects raise their hand...
Which means if you want to increase the pulling power of your ads… and make your invisible prospects raise their hand...
You need to start thinking like them.
In other words, you need to do what Robert Collier describes as, “entering the conversation in your prospect’s mind."
And the best way to enter the conversation in somebody’s mind is to use the same words they use. In fact, that’s the most important thing I am always looking for in any niche…
What’s the language people are using in your market? How do they describe themselves and their problem? What terms are they searching for?
So now, when you know how your prospects think and what language they use, you can be very specific in your ads. That, in turn, will make your ads extremely compelling...
Think about it. When you use the exact words your prospects use... and you present your solution to them in their own terms… everyone in your target market will see you as one of them. They'll feel like you’re reading their minds…
And they’ll start raising their hands to make themselves visible to you.