How To Stop Selling And Make More Money

One of the age old conversations in marketing is Wants vs Needs.  And certainly, both are important.  As marketers, we’ve been trained to “find a need, and fill it!”  Yes, your prospects have problems, and you need to solve those problems, but are they buying what you’re selling?

Human psychology has proven over and over that people buy based on emotions.  It’s not the actual result they’re looking for, it’s the way the result makes them FEEL.  As such, they are not really buying the features and benefits of your products and services.  

So, what’s the best thing you can do?

STOP SELLING!  

Yes.  There, I said it.

So, how will you make any money if you’re not selling?  Well, it’s easier than you think.  You obviously have to find out the FEELING that your customers are looking for.

How do you do that?

Simple.

ASK THEM.

OK, you can’t come right out and ask them how they want to feel, but you can get them to tell you.  Here are a few easy ways to do that:

Email

It’s often been said that “the money is in the list,” but that only depends on your relationship with that list.  If all of your emails are pitching something, that’s not exactly a healthy 2-way relationship.  So, every once in awhile, send an email asking for their opinion.  

The beauty of email is that it can be a CONVERSATION, and you can get your subscribers to define exactly what their issues are.  Moreover, you can see the language that they are using.  

Why is this important?

Because later, you can structure your offerings to give them exactly what they want, AND you can THEIR language patterns in your sales copy!  You do not even have to create new products. You can actually reframe your existing products in a way that is more congruent with your subscriber’s wants and needs.

Surveys

This is one of the easiest ways to gather information from your list.  Tools like Survey Monkey allow you to do this for free.  Simply put a few, easy, multiple choice questions in front of your audience, and see how much you can learn!  If it’s short and simple, you will be able to gain some important knowledge about your audience, and again use it to promote your existing products or develop new ones.

Retargeting

This is the ultimate stealth way of really finding out more about what your audience resonates with.  If you’re not sure about an angle or topic that your list will like, simply write an article about it.  Use some very specific topic…something that if they clicked on the article, you’d know right away if it was meaningful.  Then just retarget your list with that piece of content, and look at the metrics.  

Conclusion

So, the choice is yours…

You can either build out an entire sales funnel, with lots of different offers, or your can learn EXACTLY what your audience wants and simply put it in front of them.  Given the tools available today, it’s not to figure out which method will give you more results, and  gain you more happy and loyal customers!

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Jeff Schechter

With the soul of an entrepreneur, and many business ventures under his belt, Shecky is the Marketing Director at Black Box Social Media LLC, (BBSM) an online marketing company that uses the latest digital marketing strategies, such as video marketing and pay per click marketing, to allow businesses to get found and generate leads online. Shecky is passionate about training and coaching other entrepreneurs to achieve high levels of success in their own online marketing ventures.

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About The Author

Jeff Schechter

With the soul of an entrepreneur, and many business ventures under his belt, Shecky is the Marketing Director at Black Box Social Media LLC, (BBSM) an online marketing company that uses the latest digital marketing strategies, such as video marketing and pay per click marketing, to allow businesses to get found and generate leads online. Shecky is passionate about training and coaching other entrepreneurs to achieve high levels of success in their own online marketing ventures.

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