Remember, first you need to sell what people want to buy.
1. Understand that what we want and what we say we want are not always the same thing.
2. Most of us like to buy, but we don’t usually like to be sold. An offer you can’t refuse may apply subtle pressure, but nobody likes a hard sell.
THE RIGHT AUDIENCE, THE RIGHT PROMISE, THE RIGHT TIME = OFFER YOU CAN’T REFUSE
BASICS What are you selling? ______ How much does it cost? ______ Who will take immediate action on this offer? ______
BENEFITS The primary benefit is ______ An important secondary benefit is ______
What are the main objections to the offer?
Why should someone buy this now? What can I add to make this offer even more compelling?
Provide a nudge. The very best offers create a “You must have this right now!” feeling among consumers, but many other offers can succeed by creating a less immediate sense of urgency.
Just as what we want and what we say we want aren’t always the same thing, the way we place a value on something isn’t always rational. You must learn to think about value the way your customers do, not necessarily the way you would like them to."
The $100 Startup: Reinvent the Way You Make a Living, Do What You Love, and Create a New Future by Chris Guillebeau