Has someone ever talked to you about a problem they were having? And as you heard what they were saying, you knew that you could fix their problem! You knew that you had the perfect product, the perfect solution for them!
But...they didn't buy what you were selling.
Or maybe you've had this experience online. You knew you had a product that was in demand, you had the offer on your web site, and you were asking a reasonable price for it. But no one was buying.
How could that be?
Having the perfect solution is not enough. Knowing your product inside out is not enough. And sometimes, even being excited about your product is not enough.
So, how do you sell effectively?
First of all, you have to believe without any doubt in your mind that what you're selling is in fact going to help the customer, that it is going to improve and enrich the customer's life, that it's going to make the customer's life easier, richer or more enjoyable in some way, that it's going to have a positive impact on the customer.
You have to believe in your product so much that you can shamelessly plug it - to anyone! Without any guilt. Because what you'll be doing is not "selling." You will be genuinely trying to help the other person by offering him/her a solution that you really believed would make his/her life better in some way.
People like Jay Abraham and Allen Says are really phenomenal at this. I believe that the reason they're so brilliant at marketing is because 1) They truly believe that the product (or service) will help the customer, and 2) They genuinely want to help the customer. Their main focus is on the customer and how they can give. Making money is secondary. It's a bi-product of that process.
This is a very powerful way to look at your business, and product. Most people will dismiss it and never understand the true power behind it.
The most effective way to sell is to not sell at all. Instead, focus on how you can help and provide true value to others.
Your next step is to be able to communicate your passion/excitement about the product, and it's benefits, to the customer.
You see, it's not enough to want to help. And it's not enough to be excited and passionate about your product or how it will help the customer.
You have to be able to get the customer to see it the way you see it - to see those benefits and reasons that get you so excited. They need to be able to feel those emotions the way you feel, about the product. They need to be able to easily imagine how much better the future would be by using this product, just as you're able to visualize it. Show them the end result in perfect clarity and intensity, just as strongly as you're able to see it.
You're really putting a part of you into the sales letter.
Stop and ask yourself why you are so passionate and excited about your product? Many of us are able to see and feel those great benefits internally but are not able to put it to words or describe it to others with the same intensity and clarity.
One of the most powerful things you can do to really charge up your sales copy is to be able to transfer those mental pictures, emotions and excitement onto paper.
Each time you sit down to write your sales letters, start by getting in touch with those feelings and mental pictures that get you excited about the product. Feel how you would feel when you saw the customer reaping the benefits.
Then, put those thoughts and feelings onto paper. A great marketer is really a great story teller. A great marketer is a great communicator.
If your product doesn't get you excited, you may want to get to know your product better and really learn about all the benefits it provides, or think about finding another product that does get you excited.
If you don't believe in your product, you can't convince others to believe in it. If you don't feel that your product really provides a substantial benefit, you'll have a hard time trying to illustrate the benefit to the customer. If you're not excited about your product, it will be very difficult to get others excited about it.
Ask yourself why you're selling the product you're selling. Is it only because of the money?
Or is it a solution, a benefit, an end result that you want to share with your customers, to project your excitement about the product to them, and to add more value to their lives in some way?
Find out why you want to sell what you're selling, and you'll learn to sell it better.
Sincerely,
Av Kumar
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