The problem is that we're all newbies.
And we're all trying to sell. Which is why we can't um…CSS (See cartoon above).
And the reason why you can't sell?
You've got the wrong end of the stick, my friend.
You don't sell.
Customers buy.
If you're trying to flog your stuff, you end up in CSS territory.
And then you blame the economy.
And the house-crisis.
And the politicians.
When in fact, it's you to blame. It's you who's trying to find a quick, easy way.
In life, we take things slowly. In business we expect it to rush along.
We ignore life. We think it should be different from business.
And if we hurry things along, we'll always be newbies–always trying to sell, instead of getting the customer to buy.
And then CSS has a whole new meaning.
Sean –
Not only do I love the cartoon, but I love the simple truth in your your words.
I want to take this opportunity to let you know that only 2 days after finding your website through a link on the Before and After website I’ve bought your book and signed up for the July 31st class.
Excited!
I never thought I would ever find myself excited to start writing, but your system has given me that confidence in only a matter of days. My only wish is that I would have found you sooner, but as they say better late than never.
Referrals 🙂
Over the years I’ve found myself less and less likely to give them out, but after reading the Brain Audit I find myself acting like a child. Excited about the opportunities your system will bring. I can’t stop quoting you/your book and referring people to your site. Hopefully my customers wake up and see the real potential you are offering.
I look forward to working with you for many years to come.
Respectfully,
Alex Buelvas
President
Micro Printing, Inc.
Thanks Alex. I appreciate your comments. Looking forward to having you on the class. Looks like you’re on a buying spree, eh?
I hate selling – in fact I left my previous business because I hated searching for clients every month. Now I’m moving my blog from hobby to business and will focus on providing readers with the desire to buy instead of spending time selling to them.
Fine line and I still don’t know quite how to do it, but I’ll figure it out.
Cheers,
Alex
Excellent point! Thanks! 🙂
Jim.
Alex: The key is ‘education’. The more education you provide a customer, the more they begin to see you as the expert. There’s still the factor of selling…but it’s a gentle push, rather than a three-hour presentation.
So yeah, the more the other person knows you, the more they respect you. And if you’re providing really good information–not just the crap out there–it makes a massive difference in the way you’re perceived.
All our clients have come to us, because of our newsletter or our books. And the irony is the point when the customer gets to one of our courses. On average, over 65% of our customers do more than one course–some doing as many as four-five courses, even when the price point is in the thousands. So that should give you a good understanding of how real selling works.
Education. Amen.