Strategies for Boosting Sales: The Three Essential Questions
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Understanding Customer Concerns
When attempting to sell a product or service, even if it's offered for free, you must address three crucial inquiries that every potential customer, or reader, is likely to have.
The first video discusses the pivotal question every new customer should consider. Understanding their perspective can help tailor your pitch for better engagement.
Section 1.1 Why Should I Care?
It’s essential to identify the primary concern or threat that captures your audience's attention.
In today’s fast-paced world, people need a compelling reason to engage with your offer. The average attention span has diminished, making it crucial to quickly deliver a strong message.
A powerful way to grab attention? Present a potential pain point or threat that resonates with them.
Subsection 1.1.1 Engaging Quickly
Section 1.2 What’s in It for Me?
Customers are always looking for a value that outweighs the price they pay.
This means your product or service must offer significantly more value than what they currently possess.
Consider the humorous example from "Something About Mary" where a hitchhiker pitches the concept of “7 Minute Abs” instead of “8 Minute Abs.” The appeal lies in saving just a minute, which translates to about 2.5 hours a year. But would that small benefit be enough to entice someone to switch? Not really. Your offering needs to be demonstrably superior.
Chapter 2 Trust and Credibility
The second video reveals how to establish trust with potential customers by answering the vital question: "Why you?"
Section 2.1 Why You?
How can you assure your audience that you’re the right choice?
Demonstrating your commitment and reliability is key.
Social proof is an effective tool here—many startups initially provide free trials to friends and family, generating reviews that build credibility.
If social proof isn’t available, you must find alternative ways to showcase your dedication. Offering guarantees, such as “If you don’t get ___, you’ll receive your money back,” can significantly enhance trustworthiness.
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