7 Things You Need To Know About Prospects7 Things You Need To Know About Prospects

If you're a business owner, you probably know by now that selling your product or service requires more than giving prospective customers a laundry list of features. These folks want the nitty-gritty: They want to know how your product is going to make their lives easier, how it will make them more likable (i.e., more popular), how it will make them more productive and happier.Notice the use of several "touchy-feely" words. You know what I'm getting at, right? OK, I'll say it outright. Emotions. People want to use products and services that make them feel good, and that's the bottom line.

Not so sure how to pull on a prospect's heartstrings? Never fear. Clate Mask, co-founder of Infusionsoft, offers small businesses some tips about "emotion selling"--focusing on the benefits of a product or service, instead of the features, when making a sale. "In order to sell to your prospect's emotions, you should know something about them," he writes. "[Here are] seven things you absolutely MUST know about your prospects."