If you could buy fool proof secrets that would bring more clients or customers to need your product or service, would you buy them? Pause a moment and then give your answer.
If you know the secret, it is not surprising, the majority will answer, "Maybe." The reason the answer is "maybe" is because few people buy what they need. Yes, of course, everyone buys necessities such as: food, but does everyone buy the healthiest food--if we did, many fast food restaurants would be out of business.
The secrets are simple, albeit secrets most people seldom think about or understand. However, if you know and understand them, you will surely change your rate of business success with little effort. Now are you willing to change your answer to, "Yes, tell me more?" Even if you didn't answer 'Yes' or aren't willing to change your answer to "Yes." I invite you to read this.
The first secret: "Success and failure are the same. What? Yes, Success and failure are the same. Remember success isn't a one step process. Success is a series of completed tasks that have an end result. The completion of one task may lead you toward your goal. The next completed task might not. That is when many people say, "Failure," and stop dead in their tracks.
The success or failure of your goals—endeavors—is accepting this little known secret. Now that you accept this secret you can change the outcome. If a completed task doesn't lead you to your goal you need to determine what actions will and then execute that action(s).
The second secret: Understand your clients or customers wants. The bottom line is give your clients or customers what they want; not what they need.
For example, let's look at multi-millionaires. They love to make money. They have more money than they could ever possibly spend in their lifetime. They don't need more money, but they want more money. If you position your product or service to meet their wants, you will have a new client/customer.
If your service is related to holistic health care, how can you present your service to meeting a multi-millionaires wants?
For example: You are a Health Care Provider, who specializes in Stress Reduction. You could show him/her all the data on stress related illnesses for people in their age range, relevant data that proves beyond a shadow of a doubt she/he needs to reduce stress, it won't matter one iota. Why? It isn't what she/he wants.
However, if you present data on how stress affects the ability to be productive, think clearly, how she/he can maximize on making more money with less effort, you will have an interested person.
The bottom line: People don't necessarily buy what they need. They will buy the things they want before they will buy what they need. This fact applies to all walks of life—millionaire to pauper.
Next time a person approaches you to sell you something, they are convinced you need—observe how you react. Also, observe how you react when the person discovers what you want and includes what you want in the equation. Using the example of multi-millionaires, the key is showing them ways your product or service will help them make more money with less effort.
Dorothy M. Neddermeyer, PhD, Life Coach, Author, International Speaker, and Inspirational leader empowers people to view life's challenges as an opportunity for Personal/Professional Growth and Spiritual Awakening. http://www.drdorothy.net |
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