James: This one I think is great because anyone listening to this or watching it can implement this today, or will start trying to figure out how to implement it today. And when it works, it’s going to probably be the most powerful tip of all the things we’ve talked about. And it doesn’t cost anything at all to do. And it works instantly.
And this is what I would call developing a really powerful hook. It’s the word or phrase you would say to a perfect prospect that makes them want to buy what you’ve got to sell. And it sounds almost too amazing. In fact, I know a guy who teaches a class on this that goes over weeks or something, he tends to puff things up a bit. And I think he’s just found a way to charge a lot for this, but I’m just going to give it away on the podcast. And that is that you find that line or the word that you say to someone that when you say it, they instantly recognize they have a gap. And because you’re the person asking it, you’re already automatically deemed as the authority for asking that.
So I don’t know if you want to share your one that you would say to a corporation, because just for context, Nils, you are a business-to-business leadership trainer, that’s your bread and butter, and you’re the best at it. And you’ve got this fantastic membership. It’s hosted on 10XPRO, which is how we met and you came on board. And now you’re selling a lot of it. This is your line that you use.
Nils: Yeah, so happy to share and with the hook, before I share mine, there’s a slight twist. So sometimes when we think of a hook, we think of that headline that’s like, the eye-catching thing. And sometimes it’s a statement, but I think it’s much more powerful for it to be a question. And being a coach, like, questions are my lifeblood. So I naturally went to that. And so everybody that I come into contact with who I want to have a conversation about my program or about my leadership membership, I ask a simple question. I say, Well, when it comes to the people leaders in your organization, what do you do for leadership development? That’s it. Just what do you do for leadership development?
That simple, and the answer is, you know, I’ve asked this to a few 100 people by now, the vast majority of time at least 95% plus of the time, the answer is nothing.
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