January 3rd, 2008 Vitaly Grinblat
There’s an old saying that you should find a need, fill it, and you’ll get rich. It’s not really true.
To magnetically attract more business, you need to find a want and fill it. People don’t always want what they need. They need to eat right, but they don’t. They need to stop smoking, but they don’t. They want to be more healthy.
You want to sell them what they want, but give them what they need.
Your prospects and customers are people just like you and me and they’re going to respond to messages similar to ones we might respond to. They’ll get turned off by the same things and exaggerations that we do. Filling their needs and wants typically involve things like - convenience, long-lasting, time-saving, better-looking, more functional stronger guarantees, better service, etc.
We never know which hot button is their buying button. We need to test one feature or benefit against another until we discover what their hot buttons are.
Your objective is Read the rest of this entry »
