How To Get People To Buy Anything You Sell.

Last Update: January 20, 2014

Today we are flooded with information; the internet gives us information overload. The world and his wife want to sell you something online, we are bombarded daily, buy this, buy that, stop this and do that. Because of this phenomenon entire industries have been created to combat this with spam filter and pop up blocker software and a myriad of other products. Your prospects/customers have built barriers to stop you getting to their money.


So what do we do?


If you want to sell what John Brown Buys, you have to look through John Browns eyes.


When John Brown buys a ¼ inch drill does he want an all singing all dancing drill?


No, he wants a ¼ inch hole in his wall.


Who will sell him the drill, the in your face straight sale showing a super-duper all singing all dancing drill making 50 holes a second or someone who shows him how to drill correctly depending on the type of material he’s drilling and gives him all the information he’ll ever need FOR FREE to get the hole he wants and John Brown thinking, hey these guys don’t just want my money, they want to help me first.


People don’t like being sold to, but they like to buy and people buy people not products or services. If your customer can’t feel a connection with you then it doesn’t matter if it’s the best product or service on the planet John Brown will go elsewhere.


You need him to come to you,

when he seeks you out the barriers are down


John Brown has invited you into his world, and is asking you to sell him your product or service. You don’t have the defensive walls that others have to negotiate; you’re now the go to guy, the expert who has helped him with his problem. You have sold him the hole not the drill.


So how do we do this?


John Brown doesn’t want a Wealthy Affiliate Membership; he wants more money, more time with the family, put the kids through college and a host of other things. Let them sell themselves, if you say it, they doubt it, if they say it, it’s true.


John Brown types in to the search bar “quit smoking” and 100 sites come up. Do you think he closes his eyes and smashes his forehead in to the keyboard to find the right site? (If you do think that, I suggest you stop reading this and go and take a tablet or several maybe) no, he will look for the person who can help him with their expertise and who, in his mind, has created value.


So don’t think of the search engines or the hard sell, think of your customer, position yourself as the expert who gives good solid advice and guidance which in turn builds trust, trust =no barriers. If they see you as an expert who wants to help them instead of a salesman after their hard earned cash, they will invite you in.

Sell Them The Hole Not The Drill


This membership site has all the answers you just need to find them.

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Doxy Premium
Funny, insightful and helpful. A great combination (and one I like to think I use to become a trusted expert;)
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Fred Chong Premium
Hi Dave, Thanks for another entertaining lesson, this is brilliant!
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Thanks for commenting Fred :)
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hart48 Premium
Very nice post. Got some good points over in an entertaining way.
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Thanks Betty :)
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Hi Mahevash, thanks for the comment :)
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Mahevash Premium
No problem, Dave. You're most welcome:)
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Mahevash Premium
Well put! Especially the headline, very compelling indeed.
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Hit the wrong reply button, read above your comment sorry Mahevash.
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jespinola Premium
Interesting blog Dave. :)
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Thanks Jorge for commenting.
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jespinola Premium
Most welcome my friend. :D
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I'm smiling while typing these words, :). Buzzzz. Was that a connection. xD!
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Thanks Graig, you can't beat a good connection
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martaymore Premium
great blog :)
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Thanks for the reply Marta.
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forsthomas Premium
This is a good blog and I like good blogs ;)

Thomas
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Thanks Thomas, I appreciate your comment.
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flygirl Premium
You're so right! It's all about the benefits (end result) and not the features (bells and whistles). Thanks for the great reminder!
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Absolutely Flygirl, better said than me.
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Minaluver Premium
It's all about them perceiving you as someone who knows what you're talking about and really cares about their situation.
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bullet Premium
Spot on Reginald, it helps lower the selling barriers. Thanks for the comment.
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nosafk Premium
Thank grandpa for sharing, this is insightful!. Kelly.
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No probs Kelly lad!!
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msdj8163 Premium
Very well stated. Thanks for sharing. Debbie
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Thanks Debbie for commenting.
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Lamburg Premium
Love it! Thanks for sharing!
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Glad you liked it, thank you for commenting.
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edgie Premium
Great stuff.
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Thanks for that.
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edgie Premium
Just had to share that one on social media, cheers
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Social Media no probs.
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talimont1 Premium
Great Mark! Always a good reminder!

Ken
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Thanks ken.
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mercyp Premium
I like this approach and relate to it, I don't like pushy sales people although can see their approach does work also. A good friend of mine has told me that persistence pays off, even if people don't really want the product, sometimes they buy it anyway to get the sales person off their back. =)
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bullet Premium
I like the sale of least resistance, they like and trust you and then buy from you. Thanks for the comment Mercyp.
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coolcity Premium
But isn't it true though, that a lot of buyers may be looking for a drill but might just buy an all singing, all dancing one if they happen to chance across them?

Your approach will depend on your niche of course but there are a huge amount of "impulse" buyers out there and if you don't cater for them as well you could be missing out on a whole bunch of sales.

There are many websites out there with an "in your face" more aggressive approach to selling that are hugely successful and this type of approach should not be labelled as the wrong approach, or be dismissed too easily. The reason we are bombarded with this type of approach is quite simply because it produces results.
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bullet Premium
Good arguement Coolcity each to his own
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Mark Tait Premium
Hi Dave - great article - got to see it from the customers point of view. Think how you feel yourself when you're looking for something on-line. Exactly what you've described above!

All the best, Mark
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Thanks Mark, you've got to look through their eyes
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Shmizer Premium
So true, thanks for this.
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Glad you liked it, thanks for the comment
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SidBawa Premium
Great article, something most people forget to focus on in their articles. People buy from people, not from a company as I have learnt while being in a sales position, and the same needs to apply to the content you are putting out on your online business.
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bullet Premium
Very true thanka
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Mrrandom Premium
So how do I write so that I am selling a hole instead of a drill?
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bullet Premium
Sell the benefits, look through their eyes. Find their problem (1/4 hole) SHOW them the problem of different drills for different jobs then SHOW them the solution of how to drill faster, cleaner and cheaper,
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Karyskis Premium
Great the writing.
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Thanks for commenting Karyskis.
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Rick Jantz Premium
Very well said. "Sell the hole not the drill". Needed to type that so I burn it on the backs of my eyelids. Going to take this way of thinking to my Boot Camp site. Thanks much (but a dancing drill would be fun:)
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bullet Premium
I sell those as well Rick lol.
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I'll pm you later with a price!!
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Rick Jantz Premium
I expect sultry background music with that :)
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Je T'aime...moi Non Plus perfect for the drill.
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malric Premium
well put thanks for that
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Glad you found it useful.
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Michelle12 Premium
Excellent article, Dave and really enjoyable to read. Thank you.
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Thanks Michelle from downunder.
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yessharon Premium
Excellent and advice and such sound wisdom.

How many people does it take to drill a hole? It takes two.

One excellent instructor and one attentive student.
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Thanks Sharon love it.
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raynahraye Premium
Good read bullet.. Thanx a bunch!
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Thanks Raynah, good luck with your new venture.
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Anele Premium
Great stuff thank you so much
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You're welcome Anele.
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rufat Premium
Very well said. Thank you
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Your welcome Rufat.
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No problem Tikafitz, glad you found it useful.
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Tikafitz Premium
This was very helpful to me, thanks for the training!
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Putting the reply under the right name helps eh!
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ladyluck2013 Premium
Great post--your message could not have been said any better!
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Thanks Deidre for commenting, glad you liked it.
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KD6PAO Premium
Good lesson!
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Thanks for your comment Joe.
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Thanks Joe,
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gregarious1 Premium
Yes I am going to remember this well . This is a great tip
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Thanks for the comment Gregory, at last I've helped someone!
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Jaweda2k Premium
Excellent advise! I have been in sales in the retail world for many years and this has been a staple of how I do business. Now like you I am learning how to carry that over to an online business!
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bullet Premium
In retail sales why don't they say "hi I'm James if you need any help just ask" instead of, can I help you? The barriers go straight up and you'll get no I'm just looking.
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BecL Premium
Great blog bullet.
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Thanks Rebecca.
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DIGGER12 Premium
Great blog bullet, great reminder and example. this is going in my bookmark folder ;-)
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Thanks Kerri, I believe attraction marketing is the way to go.
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