4 of the Most Effective Ways to Sell Your Product or Service4 of the most effective ways to sell your product or service If you own a business you probably spend a lot of time thinking of different ways you can sell your product or service. Maybe you’ve investigated neuro-marketing or tried one of these sales approaches. A hard, persuasive sell is getting more difficult these days, isn’t it? 4 Approaches that Sell These techniques cut through the noise and get you noticed. The reason they work can be easily understood if you think of a sound. There are certain tones people can’t hear. Sometimes it’s due to nature (for instance men lose a lot of the upper frequencies as they age); sometimes it’s surroundings (like a noisy coffee shop may drown out lower frequencies). Either way, they can’t hear it. Fear Let’s get the dirty one out of the way. Fear is a huge motivator for most people. Fear of missing out, fear of dying, fear of loved ones dying, you get the idea. We do a lot of things in life because we’re afraid (or we’re afraid of what will happen if we don’t). Knowing what keeps your audience up at night and playing to those fears and insecurities, is a very strong motivator for action. Team Approach This approach takes what keeps people up at night (aka their fears) and instead of compounding them it builds empathy. This tool is about building bridges, showing your audience you get it. You’ve been there. You know their frustrations and this is how your business can help your customers solve them. You can do it together. Creating Freedoms All three of these approaches so far begin in fear but where they go after that is what makes each of them different. The first one begins and ends in fear. The second takes fear and creates a solution to that fear. The third builds on that solution and brings your customers to the next stage. This approach concentrates on talking about how once they work with you to solve their problems, their new life is going to be so wonderful – filled with many freedoms and no fear. John Lennon’s song Imagine conveys this idea (minus the business branding, of course). It’s all about imagining a better future because of the investment they make with you today. Appealing to Curiosity and Fascination There are some things we can’t help but be drawn to. It’s the old idea of rubbernecking at a car accident. Whether it’s morbid fascination or the type of fascination behind topics like Steve Jobs or a celebrity’s personal life, we all have these areas that we can’t get enough of. A Final Word on Selling Hard sells are out, so is trickery, in an obvious sense. In some ways, there are products that need a little “smoke and mirrors.” But for the most part, your audience wants to do business with people they know, like, and trust. Keep this in mind when creating content. Try to escalate the marketing beyond fear but don’t ignore it. You have to understand what your audience fears to understand your audience, but instead of stopping at scaring them, use their fears to formulate a more elevated approach to helping them make an informed decision and selecting a solution that will help them overcome those fears. | |
What's Up Wednesday - What's Up Wednesday News You Should Know Now! |