Do you know what will most likely chase your buyers away? You might have a couple of answers. I’ll share mine in a minute. Now, the next question is even more important: what will most likely attract a ton of buyers to your business? If you’re interested to know, read on. This article will teach you the ultimate sales machine secret!
Here’s your answer to the first question:
“You will attract way more buyers if you are offering to teach them something of value ‘to them’ than you will ever attract by simply trying to sell them your product or service” (read this quote by Chet Holmes at least twice!)
So, the keywords here are: “teaching your buyers something of value”.
Before we look into the how, let’s analyze the “why”.
Why is ‘teaching your buyers something of value’ the ultimate sales machine system?
The answer is straightforward:
the majority of your potential buyers is not ready to buy!
- about 30% of people you target are simply not interested,
- 30% don’t think they are interested,
- 30% are not thinking about it,
- 6 to 7 percent are open to it, and
- only 3% are ready to buy right now
(Source: Chet Holmes, The Ultimate Sales Machine)
Think about that for a minute!
Only 3% of your potential buyers are ready to buy from you right now!
You might reply: well, ok, but what if I show them the super product or tell them about our top service. We have a unique selling point. I can tell them about all our key benefits.
I’d say: great, but, is that what the majority of your buyers truly want?
You first need to figure out the answer to this key question:
how can you actually grab their attention?
You will earn their attention if you start to educate them. Teach them something of value! That will arouse buyers interest.
Just give them wisdom that will open up their eyes to either solve their problem or fulfill a screaming desire.
Here’s the thing: education builds rapport. It’s the glue for a close and harmonious relationship in which you show your buyer that you genuinely understand their feelings and ideas. You’ll arise hope that there is a better way.
So, offer your buyer the information that serves their needs. As Brian Tracy says: “help them make an intelligent buying decision”.
Just think about your business for a minute: what information will help set the buying criteria in your favor?
How can you help your buyer make an intelligent buying decision?
Let’s end this with an example. Let’s assume you offer relationship marketing services to other business owners. You are planning a webinar on relationship marketing. What sales approach would be more effective to get them to sign up for your webinar? I’ll give you two and let you be the judge:
First sales person:
“Hi, we are the best company to work with, we have extremely sharp prices and high quality customer service. So, if you want to know more about relationship marketing, just sign up for our webinar, and we’ll show you our new customer relationship management system.”
Second sales person:
“Hi, did you know that only 5% of all business survive after 5 years? And in the top 10 reasons for business failure are:
- bad customer relations
- failure to anticipate market trends
- poor and inconsistent marketing
“Now, you might have a certain way to generate your leads. But, what if you could learn a complete new type of marketing that would improve your survival rate, simply because you tackle the top 10 of business failure? Well, you can learn them now. We’re hosting a webinar next week, showing you a step by step approach to learn the most effective lead generating system.”
Which of these two sales persons will be the most successful one?
Let’s conclude this with the initial question: ‘what will most certainly chase your buyers away’?
My answer: ‘if you try to sell them something that they don’t want because they really don’t want it or they do not know that they need it!’
Takeaway: education based marketing is the most effective buyer generating system ever! Look at your own business and work on the information that will set the buyer criteria in your favor!
Let us know what you think about this. And come back next week as we continue to teach you more on how teaching sells. And make sure you download a free Chapter of Chet Holmes’ ‘The ultimate sales machine’. And Sign Up for our weekly information service to keep ahead of your competition!