Yesterday, I mentioned about going to get the report from marketingforOwners.com/71. A lot of you did, so I’m going to say it again so that everyone else can go and get it as well.
What we do there is we use the perpetual sales cycle — the system we teach. It doesn’t cost anything. Nothing is for sale, and that is the start of it. So if you get that report, it will show you how the whole thing works.
Today’s subject is one of my favorite. It’s the three reasons people won’t buy from you, and there’s a way to fix everything, so are you ready?
Reason number 1 is they don’t want your product. Now, I know you’re going to go “duh!”. However, there is a way to fix that. Again, we discuss this in the Perpetual Sale Cycle. It’s the second P. It’s called Potential.
The way to fix that is to only advertise, or to only mention your products, or to only try to sell your products to people that are a potential buyer. It is as simple as that. Know your audience. Know who your buyers will be.
Work out the demographic, aka their persona. Create an avatar or a persona based on everything you know about your typical top customer: Their age, their likes, their problems that need solving, their job, their lifestyle, their sex, their gender – better word – of course we’re not interested in their sex life, then what product are you selling.
Not the ones I sell — I sell fire extinguishers. But things like that. Know who your audience is and only try and attempt to sell anything or to market anything to your ideal potential customer. That way, you will find a lot less problems with people not wanting your product.
The second one is people not being ready to buy your product. So, you’ve got your potential audience. You got your potential customer. You know this is in their sights but maybe not now. Selling has changed people. It is now a long-term game, and the long-term players will win.
So what I mean by that, again with our sales system is you ask for permission to market to them. You don’t hit them with a one-pitch sale. You don’t hit them with a single advert and say, “buy my stuff, I’ll give you a discount.”
It does not work. It might work with some, but you’re going to put off so many more. You need them to know, like, and trust you. Once you’ve got that, you can sell them anything. But also, some people just are not ready.
So you need to be there when they are ready, and by the time they are ready, they need to have to know you, to like you, and to trust you and what you do with that is with the second part of the six Ps. Permission.
So you have them opt into some report of some costs or something you give them for free in exchange for their details. And then, in the next one, number four, what is purchase?
That is where, when you’ve got that lead, you then nurture. You contact them in all manner of ways and you explain your expertise, you help them out, you give them things so that when they are ready, you are the girl for them, okay? That’s how it works.
Then, number three, simple as this, they don’t believe you. Yeah, you can understand that, so tell them things, but you’ve not backed it up. You say, “This is great, this works,” but you’ve given them nothing to back it up.
Now in that process of permission to purchase, that is where, remember I said, “know, like, trust” That is where you work on them to get them to believe you. So, if you just hit them with “Hi, you want our stuff. We’ve got it for sale. 10% off. Buy it today.” That’s it.
You’re going to put them off, but if you build them up, and you say, “Hello. I know you’re interested in this kind of thing. Let me give you this free report on it so that when you need to know anything, here’s all the information. Give them articles, explain why or how they should buy when they are ready to buy.
Don’t mention yourself. It’s implied by being on their side. Build your expertise. Explain. Be very, very transparent with your pricing. Again, you might not be trying to sell them anything, but tell them how much everything is going to cost. And you think, “Oh, but my competitors will find out.”
If your competitors don’t know how much you sell stuff for, they’re not a very good competitors. What do you have to be scared of? You’re going to tell the customer eventually. Why are you scared of telling them the price? Everyone knows how much everything costs.
All the car manufacturers know how much the other cars cost. Does it affect their pricing? No. It’s all published. It doesn’t make any difference, okay? It’s all down to benefits, not the price. Be transparent.
Give them this information and then, they start to trust you, and when they trust you, they believe what you tell them because you’re not going to lie. You’re going to be honest, and you’re going to be transparent and pretty much, that’s how it works.
Three reasons, and there’s a way to work around everyone.
His headlines are irresistible. He will have an article on information on how to write great headlines. He is a perfect example of getting around those three excuses, especially the last couple of getting people to believe. He is brilliant.
He practices what he preaches, and he preaches it brilliantly. So, Jon Morrow, boostblogtraffic.com. Follow him. You can’t go wrong. See you tomorrow.
Which of the three above do you need to work on?