Updated: Feb 18
Okay, obviously you are selling products… but then again, you’re not. You’re selling something way more valuable. Let me explain…
Think about it… You’ve never woken up wanting a 12-video course and neither have your customers. But plenty of people wake up wanting to finally solve their problem that day. They want a solution they can believe in. They want one that makes sense to them and isn’t pie-in-the-sky bullsh**.
And here’s the twist: The solution your customers want isn’t always what you think it is.
Do you think your overweight customer wants to lose weight?
Nope. What she wants is for her clothes to fit, to not get winded walking up the stairs and for her husband to look at her like he used to when they were dating.
Do you think your financially challenged customer wants to make money?
Nope. He wants to stop waking up in a cold sweat at 3am because he has no idea how he’s going to pay the mortgage or how he’s ever going to be able to retire.
Do you think your kid-client wants to learn martial arts?
Nope. He wants to be able to walk onto the schoolyard without fear of being bullied, and he wants his friends to look up to him, too.
Most marketers who think they’re in the business of selling products can’t figure out why their sales are lousy.
Quick Story: Ten marketers are all competing to sell their ‘Make Money FAST and EASY’ products.
9 of them talk about the money. Mansions. Fancy cars. Supermodel girlfriends or boyfriends. Living life on a beach with room service or owning a yacht. You know… the kind of stuff 99% of people can’t even relate to.
One of them talks about enjoying life – a normal life of owning a home, staying home with the kids and never going into the office again. He talks about working less and living life on your own terms.
9 of these marketers are doing churn and burn marketing because their products don’t turn people into millionaires overnight like they say they do.
1 of these marketers is making an awesome living without stress. He doesn’t have to worry about customers complaining that they didn’t get to buy the yacht after one week because he never makes promises like that. He gives them the solutions they seek, and he does it in a realistic way that they can believe will work for them.
Sell a solution that makes sense to your customers using their own reasons for buying it and your sales will go through the roof.