You Can't Sell A THING!
I remember a great sales mentor telling me a quote by J.Gitomer
"People don't like to be sold-but they love to buy"
This alone changed my life. I have never tried to sell a thing, However, I can sell ice to an Eskimo! I was lucky to hear that quote early on. Offer people help, offer them the opportunity to buy something of value that they need and they will buy it
Convincing someone they need something is much harder than offering someone something they need. Quote me... on that! One of the most important parts of being an entrepreneur of any kind is the step one part!
"And what pray tell is the step one part Lady Rayne?" I hear you ask.
STEP ONE PART!!!! HERE >> 1. Find a group of people with a problem!
Once you have done that, do the step 2 part.
2. Find a solution to their problem!
Once you have really done this you are done selling, You have began to offer! Here is 2 great examples.
When I found Wealthy affiliate I had already spent thousands trying to enter into the "Make Money Online" market. But I'm smart I asked and got MOST of my money back pretty quickly, every time! I got sold somethings that really were not worth buying! So I was not a customer they could keep. Why? Let's outline that.....
A. The people that sold me, didn't really consider my problems when they created their product or service.
What were my problems?
1. Obviously I NEEDED more income. So I didn't have money to begin with!
So I watched a bunch of inspiring videos that gave me hope and made me feel my life might change. I needed that to happen. ( Offer people to buy things they need and want!) However when I spent my money to "Buy the program" THAT WAS GOING TO TURN MY LAST $100 into a new line of income. I only found out I didn't even buy the program! Once "in" I was asked to buy each part of this information piece by piece. BUT I CAME BECAUSE I DON'T HAVE ANY MONEY! LOL
Problem #2 I needed more time.
I was a single mom who needed more money AND more time! Now I was being sold a product that costed me more money AND LOTS MORE TIME!
Garbage.
The big issue now was that, I was a scared and disgusted customer. I lost faith in every single stupid video and I was NOT going to swipe MY CARD AGAIN! This created the third PROBLEM
The POINT HERE>> This Last Problem is the problem you as a salesman SHOULD KNOW AND SOLVE FIRST!
So lets look at what happened.....
I found a site that said come on in for FREE, on a site that also appealed to all my other problems. I was being assisted and OFFERED help for all the above problems. The site built the right KIND of trust because it understood a group of people and the problems which they have. But not just this. It also built trust by understanding the problems I had with finding any product or service that could SOLVE THE PROBLEMS.
Once here I was expecting them to sell me something. Ok 50 bucks and? Premium offers what? Then what? But no! I was offered a bottom line solution with no gimmicks when I got here. I didn't buy a membership I was offered an opportunity to learn what I had been trying to learn at a flat rate per month.
ALL THREE PROBLEMS SOLVED! Plus I never had to actually FEEL "the pitch."
Oh! The pitch? Yes there was a sales pitch! However the sales pitch consisted of telling me my problem and offering me a solution to every single one! Plus the service solved problems I didn't even know I had or would run into!
With all that said how about a B and a C in this little out line.
B. The people that sold me prior destroyed my trust in not only them, but in an entire INDUSTRY!
1.Building trust takes the work out of sales.
I have a service for musicians that cost $200 bucks a year. I had a website and right now its down. However I have spent so much time supporting, networking and aiding the efforts of others that I don't even have to put my service on a proverbial shelf anymore! I can choose 3 artists offer them to become a member and 2 of the 3 will say yes at any given time. Not only that.... they have to apply and be accepted just to be offered the opportunity to buy my service.
Why?
I offer solutions to an issue that can not be found elsewhere in the WORLD! I understand my customer, I have used my own service and therefore have provided it consistently for years! I created a brand and a company culture before I ever started charging a dime. Now I have a service that is special and one must be offered the opportunity to even buy it.
C. The people who tried to sell me prior to WA where NOT unique and they did not offer me anything special!
Site after site, program after program "Are you sure you want to leave this page?" "Now let's haggle!" WHY? If your product is worth $100.00 how can it now be only $20.00? ( More about that in my next blog!) Site after site sold me another sales pitch and THEN ANOTHER!
So when I see transparency I am taken aback! When I see real community I am impressed. When I have access to ALL the information the service provider has created PLUS ALL the information that the COMMUNITY HAS CREATED, along with customer service, support for websites, even RECOGNITION for supporting others and creating content ( Which I have been doing on people's forums for years for no thanks and sometimes being re-paid with a suspension!) I am SOLD!
I am sold without being sold ANYTHING! THAT IS THE KEY AND THE MESSAGE OF THIS BLOG!
OFFER A GROUP OF PEOPLE THE OPPURTUNITY TO BUY, A SOLUTION TO A COMMON PROBLEM!
Then you will have found a very profitable, wonderful and ( might I add) FULFILLING Niche! #Love2U - Lady Rayne McCloud #TNM CEO www.linkedin.com/in/thenewmovement
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A million Likes, Lady Rayne!! Hear, hear! So well said I WILL HAVE TO QUOTE YOU!