Want more business?
Solve your
customer's problems.
I'm not talking about the superficial problems you think you're solving, I'm talking about the real stuff.
The gritty, anxiety-inducing stuff at the core of each and every customer you work with.
- Builders and real estate agents don't have to just sell houses—they should sell the vision of moving from one phase of
life to the next; a signifier of progression and achievement
- Cafes don't have to just sell coffee and cake—they should sell an experience; one which makes a customer comfortable, provide a sense of belonging, of being part of the "in-crowd", because everyone wants to both fit in and be 'unique'
- Consultants and advisers don't have to just sell a service—they should sell certainty and clarity over what
to do next; to combat gnawing self-doubt and fear over making the wrong decision and looking dumb
If you can show someone that what you've got solves what they're struggling with, you've got their undivided attention.
And that's often the hardest part of the sale...
Now you've got their attention, they're looking at you with hope, so don't let them
down.
Answer the questions going through their "too good to be true", "once bitten, twice shy", ultra-skeptical mind before they ask them and you'll gain their trust.
It's here you need a liberal pinch of risk-reversal.
Why should they choose action over inaction? You over a competitor? Right now versus later?
Give them a guarantee that removes
risk completely and punishes you for failing.
What you're left with is the framework to success in all marketing and sales, in any industry, in any country, over any medium.
Just remember, the hardest part is discovering your customer's real underlying problems.
So get to it. Re-evaluate your offers and
ads.
Ask: "have I used the right framework for success here?"
And if you're having trouble with any of this, I'm always here to help you.
Just hit the link below to learn more about my marketing critique services.
They help others, so likely you too.