When everything is good, you could sell water to a man in a pool full of water but when times are tough you're hard pressed to be able to sell water to a man in the desert, right?
I was working with my master mind partner on our next project and we decided to include information that we don't often see folks talking about: Why people buy.
Most everyone knows that there's a mindset to selling and a mindset for buying, but few think about all of what actually goes into each process.
What & what, and what some more
On the one hand, there's all kinds of jargon to understand: hard topics, soft topics, auditory, visual and sensory people, Maslows theory and positive reinforcement just to name a few.
On the other hand you need to know what you're selling (what kind of experience) and become really clear about the value you're going to provide.
What's a newbie coach or entrepreneur to do?
Here are a few tips that will help you to figure out what gives, what sells, when and why:
1. Hard topics always sell
Hard topics will always sell because they meet our basic physiological needs: food, clothing, housing, how to help people and businesses make more money. Soft topics need the a robust economic environment to sell super well, yet they can be sold anytime.
2. Giving Sells
Giving alway sells always. Sounds weird but it's true. When you give freely of your knowledge and expertise you will end up having a core of people who want to buy from you. Everyone likes a freebie, but not all freebies are created equal.
3. Positive Reinforcement helps
Don't try to sell your customer everything at one time. For example, day 1 you offer them something priced low, Day 3 you offer them something priced at $200 and then on Day 5 you offer them a $1000 dollar product. You're probably laughing right now, but believe it or not there are people who are trying to sell with this formula! Outrageous isn't it.
What works for everyone, particularly on line, is for you to build a relationship with the person over time. You want to interact with them via your autorepsonders with more great support or information and asking them to respond back to you with feedback. After doing group coaching for some time, I got my first one on one client (even though I wasn't seeking one) after the person followed me on twitter for almost a year. She sent me an email asking me to coach her. Super cool huh! We'd interacted on twitter and I didn't even know she was sizing me up!
4. What's your Experience Value?
People pay you for our time they pay you for the consistency of the experience you help them to achieve. What kind of experience are you selling?
Hopefully these tips will help you to get specific about what gives, sells when and why. Share in the comments section below!
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