Yesterday I ranted about how selling from the platform is a different and more valuable skill than just learning how to speak.
Today, because I’m a prince amongst men (actually a KING – well at least of one to many selling) I’m going to open your eyes to a big mistake you might be making that is costing you sale. Here ’tis…
Giving content, content, content and then saying “Oh by the way, I’ve got this thing to sell you.” Huge error, mi amigo.
The belief is that if you give a ton of great content people will naturally want what you have to sell them. Sounds logical but it ain’t the fact, Jack. The “content” portion of your presentation needs to instill a deep desire in your audience for what you are selling. THAT is its purpose. Your content should make them crave more. It should create a powerful itch that only buying your product can scratch.
This is where “the move the free line” crowd miss the boat too. They tell you to give away your best stuff and that will make people to buy your product. The ONLY way that works is if the content you’re giving away is designed to create DESIRE in your audience and a powerful NEED, a PRESSURE to learn more. It’s NOT about simply giving away great information.
And by the way, it’s precisely the same when your marketing your product or service. Info that sells is good. Info that merely informs is not. If you want to learn more about creating killer direct marketing funnels, get this free book.
So how do you give content that moves the sale forward? I’ll tell you that tomorrow.
Kick butt, make mucho DEEnero!
Dave “The King Of One To Many Selling” Dee
