A question came in on this morning from Alana asking if I could give another example of selling people what they want vs what they need.
Let’s do it…
Probably my favorite example of what people “want” vs. what they “need” is in the fitness niche…
If you’re really into fitness…
And you know a lot about working out…
Then you’d know that there’s one “magic bullet” that is more of a performance enhancer than anything else out there.
No, I’m not talking about steroids…
Or a special pre-workout supplement…
Or even a specific exercise…
I’m talking about sleep.
Specifically getting deep sleep…
While also getting 7-8 hours of sleep on average.
If you do this multiple nights in a row (good deep sleep + 7-8 hours of sleep)…
You will feel like a superhero.
That’s a fact.
So if this is the case…
Why are people not constantly talking about this?
Why is this not the latest & greatest fitness hack that you see in every VSL?
Well, that answer is simple…
Sleep is not sexy.
Sleep is what people NEED…
It’s not what they WANT.
And people don’t care very much about the things that they need…
What they WANT is what matters to them…
And what they want is the rare berry found in the Himalayan mountains that can help ’em lose 20 lbs…
Or the newly discovered post-workout supplement from a German scientist (that worked with Arnold Schwarzenegger) that can help you add 10 lbs of muscle…
This is what people WANT…
It’s what they talk about…
And most importantly, it’s what they BUY…
That’s the key.
There’s a reason every VSL in the health niche is about a specific supplement and not about how to sleep better.
Cause that’s what people want.
So my advice?
You always want to sell people what they want.
Not what you think they need…
Or what they should need…
But what they really want.
I know I’ve said this before, but that’s a million dollar lesson if you take it to heart.
Most marketers (even smart ones) have brainfarts and forget this rule.
But if you put it into action…
And sell people what they want…
Making sales will be a whole lot easier…
Alright that’s all I got for today…
Hope this was helpful for ya…
And I hope you have a good Christmas Eve…
– Justin
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