Understand Your Buyer: 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?
Like this kind of stuff? Want more?
84 ways to reach, engage and convert people to buy using psychology, science and common sense.
In the book we cover:
✅ How people work – 18 factors that affect client behaviour.
✅ Selling Communication Basics – 12 ways to communicate more clearly.
✅ How to get attention – 18 ways to stand out and be noticed.
✅ How to engage – 27 ways to engage potential buyers.
✅ How to convert – 10 ways to convert prospects to buyers.
Everything in the book works and is backed by psychology, science, common sense and my own testing.