If you have ever owned any type of business in your life, you may have experienced the initial pain and struggles of not making as many sales of your lucrative product or service like you may have imagined. This is something that you shouldn’t consider to be a failure, but only feedback on how you can frame what you are doing with your product or service to be more attractive. Today I want to introduce you to some concepts that you can do now to get more people to buy stuff from you all the time.
“My Product sells itself” except people really aren’t Buying it
Have you ever heard that before?
It doesn’t matter if you have THE MOST AWESOME PRODUCT in the world…
For instance, if it was a tangible product and all you had to do was sit out on your lawn and let the product sell itself then you wouldn’t be here on this post.
The truth is that if you want to learn to sell more products, you are going to have to start learning more concepts within the field of sales. It is important to know why people buy.
Did you know that people make buying decisions in very predictable ways?
Once you learn why someone will be motivated enough to buy something, you can then systematize a sales process based around these reasons and sell lots of stuff with ease.
Features vs Benefits
One of the things that I learned about selling products (mainly on the internet, but offline too) is that you must do it in a way that is attractive and appeals to their wants and desires.
One of the huge mistakes that I see is that most people talk about features. This means they talk about how many scientist have verified that their protein shake is healthy, they talk about how they have the fastest mobile service around, they talk about how they have only the best nutrients in their vitamins, they talk about how long the company has been around, and they talk about how the owners have their own patent on the product.
It’s boring, and honestly no one cares.
…maybe the super small percentages of analytical people do, and they usually don’t end up buying stuff anyways.
(Until years down the road, when ‘everyone' buys now)
It’s more efficient to sell benefits.
Your goal should be to let people know what your product or service will do for them in a way that relates to their wants and desires.
Do people care about how healthy the protein shake is?
…well no, that’s why most people will eat McDonalds the same day they take the shake. It’s contradicting, but it’s the truth.
So how do you sell weight loss shakes?
…You appeal to the sexy image that people want to have.
Have you ever seen a weight loss commercial that never talks about the product, but they show all of these super models on the beach and show the name of the product in the last few seconds. They are selling the benefits.
Most people in home business make this mistake with selling the dream in home business opportunities too. They preach about all of the boring stuff a company has to offer, and they prospect in unattractive ways.
For example, many people that I know in the home based business arena are people who sell products and attempt to build teams of people who sell products. Usually in their efforts to expand their teams, they will spend time in a suit wandering around in places like Wal-Mart or shopping malls asking if people keep their business options open.
Even though the opportunity being sold is hands down the best way for someone to stop trading time for money and to create more leverage in their life, it’s simply not attractive to the masses. It is more attractive at this point to go to school.
This is one of the reasons why I sell through systems and you’ll notice that I NEVER do any prospecting. My time is better spent marketing and that’s why a lot of people join me in home business.
You know what my team has learned how to do? We talk about nothing for 3 hours and just say, “ah come on… just get in.”
…and they do!
It’s the most hilarious thing, but because it works… we have the ability to change lives by showing others how they can share stories, talk about a few benefits, and give a really good strong call to action.
I know I’m being a little bit vague, but it’s because I know the value of what I have and usually don’t offer it up for free. Although, today I am giving you the option if you choose to move forward to get access to my 7 day VALUE series where I will help you understand the psychology behind what it takes to sell products and recruit on auto-pilot (here is a note, I wrote this blog post once and I am not physically in front of you while you are starting to feel like you know me).
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