Are you selling MEANS not ENDS? If your stuff isn’t flying off the shelf like hot cakes then I bet this is part of the problem.
People don’t want to know how to EAT RIGHT…
Or how to EXERCISE…
Or how to MARKET…
Or copywrite/build a website/make an ecourse/Declutter/save money/communicate better ETCETERA!They want their problems solved.
They want to FEEL something.
And KNOW they can reach their END.
So stop selling them the bloody tools and give them the end they want!
Like this -10. Start by asking.
What do your people REALLY want? No, they do not want a pretty website/to make more money/to get in shape/etc. That’s the surface stuff. The more skilled you are at getting BENEATH that and understanding what they REALLY want, the more you can tie your OFFER back to that true motivation. It takes time to get to know someone well enough for them to reveal their TRUE desires to you. Or, you can start by just asking. Like this:
“Can you tell me why that is important to you? What do you REALLY want, that (getting a pretty website/making more money/being in better shape) would bring you?”9. Ask again.
Of course some people like to play a little coy, and they’ll still keep it surface level. They might say “I want things to seem more professional”, or “I want to be able to pay my bills with ease”, or “I want to be able to travel”, or “I want to wear clothes I feel hot in”. When people say this sort of stuff to you, they’re lying. Okay, not lying but definitely not telling the truth. What they really want is to FEEL something.
Or a sense of control.
Don’t know what …