EP 44 | Stop justifying your product. Reasons aren’t reasons for buying.

Usable Marketing

Today I want to talk about why you need to STOP justifying your product. Because reasons are not the reasons they are buying. If people have to be convinced to buy your product. There is no amount of reason is going to be the reason they are going to buy. You need to talk to their inner fear. When your thinking of buying something there is a little voice that is in your head and they are about rejections. Either they are telling you that you don't have the ability to do it, or the fear that someone else or something else is going to be the thing between me and my success.

1) The single biggest thing is to tell stories. Tell a more believable/success story. Give examples of success. Tell a story about a client that had an outcome because of what you did with them or sold them. The story in their head is fictional. You need to tell them a factual story with credibility. Replace your story with their story.

2) Think in advance what their external and internal objections are. Emotions sell and logic justifies. You're catching their attention emotionally. Once you catch them emotionally you have the client hooked. Find a story to squash their objectives.

3) One thing to think about is Future Pace. What this means is to ask your, clients, what it would look like if they did succeed? You want to get them into the realm of what it looks like to succeed. What does the outcome really mean to them?

My assignment to you is, Go and think of the top 5 stories you can tell who has succeeded from your products or services.

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