One of the best lessons I’ve learned when it comes to making sales is to sell people what they WANT, not what they need.
For example…
Last week, there was a guy pitching me on coming to one of his events that’s all about how to grow coaching programs.
His promise?
He could double my business in the next year.
Which is tempting.
It’s a big promise.
And for most people it would probably strike a chord.
But for me it didn’t.
Why?
Cause doubling my business isn’t really a priority for me right now.
I’m pretty happy with where my business is at.
Sure, I would like to make 2x as much money as I am right now…
But it’s not a bleeding-neck issue for me.
I have other things on my mind.
So even though it was a good offer…
It’s not what I WANT.
And that’s really important to remember.
People want to buy what they WANT (and not what they need).
Etch that into your brain.
Cause even smart marketers fall into the trap of trying to sell people what they need.
That’s a fool’s errand.
Doesn’t matter how good the copy is…
Or how great the price is…
You have to start with selling people something that they WANT.
That always comes first.
So before you create another product…
Ask yourself…
“What is it that my prospect really WANTS?”
That question will turn up some gold for you.
Alright, that’s all I got for today.
Enjoy your Thursday.
– Justin
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