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Guest post by: Cheryl A. Clausen Become an Author

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You have a burning desire inside you that leads you to act. This desire is so strong you seek out opportunities to fulfill it. It’s so strong you immediately act on opportunities to fulfill that desire even when you’ve never thought about that opportunity before.

Wouldn’t you like to trigger that burning desire in your prospects? Wouldn’t you like your prospects eagerly taking actions and taking those actions now? Could you make that happen?

Yes, you can. Humans have basic desires they’re driven to take action on. Some marketers refer to these almost irresistible desires as your hot buttons.

The key is recognizing those hot buttons and respecting that we aren’t all highly motivated by the same strong desires. That’s not a problem though. You simply focus on those hot buttons that your service fulfills.

Here’s a list of hot buttons that drive people to take action:

• Winning
  
• Getting ahead
  
• Comfort
  
• Making things easy
  
• Fitting in
  
• Making friends
  
• Good health
  
• Financial independence
  
• Love
  
• Authority and power
  
• Pride
  
• Making money
  
• Saving money
  
• Saving time
  
• Safety
  
• Self-improvement
  
• Admiration

Think about how you present and talk about what you’re selling now. If you’re like most producers you talk about your product, your product’s features, and yourself. You strike out on all three counts because none of those things trigger a hot button.

And because this is how you open the connection the other person immediately puts up a fence making it nearly impossible for you to get in. If you were in the ring with Mohammed Ali when he was in his prime you wouldn’t want to try and out dance him hoping to get in your knock-out blow before he had a chance to knock you out. No, you’d want to hit him with your best bunch as soon as possible.

You want to do the same with your prospects. Lead with the strongest hot button trigger associated with the outcome what you’re selling produces. That way you enter the conversation and hold that conversation without the prospect putting up that fence that keeps you out.

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