Your average prospect hates paying income taxes and secretly wishes that he could get those juicy tax breaks available to businesses. Sounds like a perfect benefit to sponsor new prospects, right?
Well, tax savings is a great benefit of owning your own business, but most networkers blow their opportunity to present this to prospects. Why?
Because they don’t create a big enough problem in the prospects’ minds. They weakly say things like:
“And our business gives you great tax deductions.”
Instead, help the prospect to stop, think, and ponder his situation of having no tax breaks. Try saying:
“Yes, tax time is coming again. The government has a sophisticated strategy to make you pay the maximum taxes allowed by law. They are going to collect as many tax dollars as they can from… you! So what is your counter-strategy?”
Then shut up. Wait. Listen.
Allow your prospect to sell himself.