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gentle and simple as you can. This can greatly help you in getting those teens flock your chic boutique. Title: Hot Prospects Turn Cold, Build Defenses When You Look Like A Salesperson: Here's A Checklist Of Do's And Don'ts Word Count: 1417 Summary: If you talk or act like a salesperson, you immediately trigger your prospect's sales defenses, which he uses to keep you at a distance. This puts you at a serious disadvantage because it causes your prospect not to trust you. And it may erase your opportunity to ever win that prospect as a new client. One fundamental difference between education-based marketing and selling-based marketing is the issue of control. Selling-based marketing tries to wrest control away from th... Keywords: Article Body: If you talk or act like a salesperson, you immediately trigger your prospect's sales defenses, which he uses to keep you at a distance. This puts you at a serious disadvantage because it causes your prospect not to trust you. And it may erase your opportunity to ever win that prospect as a new client. One fundamental difference between education-based marketing and selling-based marketing is the issue of control. Selling-based marketing tries to wrest control away from the prospect. Then, through key questions, the salesperson dominates and manipulates the prospect until the prospect makes the desired commitment. Education-based marketing does the opposite. It gives up any attempt to control the prospect. Instead, you help your prospect understand his problem through education and solve his problem through services. You always make sure your prospect knows that the decision to hire you is his -- and that he is always in control. Education-based marketing treats prospects the way you and I like to be treated, with dignity and respect. Follow this checklist of Do's and Don'ts so you won't be perceived as a salesperson. DON'T #1: Don't cold call prospects over the telephone. This is a dead giveaway that you are a salesperson. What do you think of people who solicit you over the phone? The fact that you're a lawyer doesn't make you any less of a telephone solicitor if you cold call prospects. DO: Design your marketing program so you clearly identify genuine prospects and get them to call you. You do this by creating an educational message that educates prospects about their problems and the solutions you can provide. You deliver your marketing information to prospects through any number of methods, including advertising,

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