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Knowing what people want and how you can persuade
them to buy is the #1 secret to business success.
You earn wealth by serving other people; finding the things they
want and giving it to them in the form of a product or service.
Entrepreneurs who understand this secret will never have to
worry about cash flow.
Nobody cares about the product or service you are selling... All
they care about is what the product or service will do for
them... Most business people don't realize this.
Most business people think they are in business to sell products
or services. It's not so. They are in business to sell
solutions.
Sell The End Result
People buy certain products and services because they want the
end result. That's all they care about. Smart marketers do not
sell the product -- They sell the end result. The solution --
The thing they know the customer really wants!
Selling a product or service is like riding a bike up-hill...
It's a struggle. Selling a solution to a problem -- or the end
result -- is like coasting that same bike downhill!
One method is the smart way -- and one is the stupid way...
Learning the bigger picture of what people really want and how
you can persuade them to buy it will put you in this first group
of winners!
The Secret Is Finding Out What People Want
What persuades people to buy? What causes any item to be
popular, so popular that orders come pouring into a website?
Online companies can't exert any power over people to buy. The
only thing known for certain is that people want to know what a
product or service will do for them. So make sure your sales
message is rich with benefits to the consumer. Tell a story with
words that allow readers to easily visualize themselves using
your product or service. 'Imagine you are sitting on a beach
with your XWY laptop balanced on your lap; the sun warming your
face and digging your toes into cool sand.'
Think in terms of how a particular benefit will stir their
emotions and desires. Words such as invigorating, comforting,
powerful or mouth-watering are all emotional trigger words.
Successful marketers know that buyers won't really care about
them, their company, or their product or service, until they
arouse a prospect's desire. Your success is guaranteed when you
gently persuade the customer, on an emotional level, of the
personal benefits of your product or service.
© 2006 Michelle Howe
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