Are YOU doing your duty?

13 replies
I was chatting with a friend earlier today and the following subject came up. I won't reveal what was said in confidence, but here is the "meat" of the conversation.

What was it?




My selling philosophy. It goes like this:
  1. If you are selling something that people need, and...
  2. They will be negatively impacted if they don't get it, then...
  3. It's your duty as a seller to help as many people as you can.
Because you are, in effect, hurting people by not doing what you can to connect them with a solution.

This philosophy came about years ago when I was coaching someone who was "afraid to sell". The problem was that they fully believed that not only was their information helpful, but that it could save lives.

Now, your product may not save lives, but it must solve some sort of problem, and if it solves a problem you have to do your duty as a seller.

Are you?

All the best,
Michael
#duty
  • Profile picture of the author LMC
    I think the IM industry forgets about Social Responsibility
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  • Profile picture of the author Michael Ten
    That is a great way to think about selling. I definitely try to present information to others that will genuinely help them. I suppose it then puzzles me why I have such a hard time promoting myself and my work. Lolololol.
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  • Profile picture of the author Simon Ashari
    I remember reading the science of getting rich by wallace d wattles.

    In it he talks about how by making money you are creating value for the consumer. Basically you deliver a value that is beyond the monetary value you provide to the buyer.

    Selling and making money is one of the most noble acts as you make the lives of others better in the process (exceptions being robbing a bank or doing something immoral or illegal).

    -Simon
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  • Profile picture of the author paul_1
    You can only do as much as show the customer that they really need your product, but first and foremost you have to establish the fact of their genuine need for your product... They will see you as an annoyance If you keep pushing...
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    • Profile picture of the author Michael Oksa
      Originally Posted by paul_1 View Post

      You can only do as much as show the customer that they really need your product, but first and foremost you have to establish the fact of their genuine need for your product... They will see you as an annoyance If you keep pushing...
      Some people are already well aware of their need for some products, others need to be reminded, and still others need to be made aware that there's a problem at all.

      Let's use a computer back-up service as an example, and see how it applies to each group.

      1. The well-aware here would be people who recently had a serious "scare" concerning their computers. They don't need to be reminded of anything, and they are actively seeking a back-up service.

      2. Those who need to be reminded include people who have read other's horror stories of lost data, or maybe they just "know" they should back things up...but just haven't gotten around to it yet.

      3. Then there's the group of people who aren't even aware of a need for such a service. I suppose we could call them the blissfully unaware.

      My selling philosophy works for all three groups. You can be confident selling to the first group because you already have a solution to their problem; you can feel good about reminding the second group of the hazards of not having backups and getting them to buy; you can feel awesome about letting the third group know about the problem and educating them in a way that averts disaster.

      Of course there is a whole subset of products that solve "created problems", but the selling philosophy still works.

      That being said, your point is a good one, because the goal is to help as many people as possible, and if you push them away, then you can't help them. However, the fear of pushing a few people away should never be an excuse to not try, because...

      If people need your product, it's your duty to do your best to get them to buy it. Not for your own gain, but for their own good.

      All the best,
      Michael
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      "Ich bin en fuego!"
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      • Profile picture of the author salegurus
        Originally Posted by Michael Oksa View Post


        If people need your product, it's your duty to do your best to get them to buy it. Not for your own gain, but for their own good.

        All the best,
        Michael
        Michael, how many people are going to spend hours creating a product without any thoughts of compensation?

        >Theo
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        Think of how stupid the average person is, and realize half of them are stupider than that.

        ― George Carlin
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        • Profile picture of the author Michael Oksa
          Originally Posted by salegurus View Post

          Michael, how many people are going to spend hours creating a product without any thoughts of compensation?

          >Theo
          Hi Theo,

          I never said anything about not getting paid. Even the part you quoted implies is. Note that I said, "it's your duty to do your best to get them to buy it." I refer to it as my "selling philosophy", not my "give everything away for free philosophy".

          When I say, "not for your own gain, but for their own good" it's referring to your prime motivation. If you really have a solution that will help people, it's okay to charge for it, assuming you're charging a fair price.

          In a way, you are thinking about compensation while creating the product and sales materials, because the better your product sells, the more people you help. It also makes you create the best product possible, because your goal isn't to see what you can get away with, but rather to provide something that will really help people.

          All the best,
          Michael
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          "Ich bin en fuego!"
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          • Profile picture of the author salegurus
            Originally Posted by Michael Oksa View Post

            Hi Theo,

            I never said anything about not getting paid. Even the part you quoted implies is. Note that I said, "it's your duty to do your best to get them to buy it." I refer to it as my "selling philosophy", not my "give everything away for free philosophy".

            When I say, "not for your own gain, but for their own good" it's referring to your prime motivation. If you really have a solution that will help people, it's okay to charge for it, assuming you're charging a fair price.

            In a way, you are thinking about compensation while creating the product and sales materials, because the better your product sells, the more people you help. It also makes you create the best product possible, because your goal isn't to see what you can get away with, but rather to provide something that will really help people.

            All the best,
            Michael
            OK, i think we are on the same page now...
            Thanks for clearing that up.
            Cheers
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            Think of how stupid the average person is, and realize half of them are stupider than that.

            ― George Carlin
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  • Profile picture of the author Austin357
    I have found that if you really go out of your way to provide an exceptional product then most people feel they are getting a great value. I've had customers email me and say that I should be charging more for some of my products. The old motto" Under promise and over deliver" goes a long way.

    The second thing that has helped me gain so many new referrals is setting up a direct number to my assistant. Having a phone number to call validates your product/offering so some people feel more comfortable. I only get about 10% of the people who order from me actually call about something. Most of the times, its about can they send a check or something like that.
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  • Profile picture of the author Tsnyder
    I've built a significant business in a market segment that most
    Warriors find objectionable based on that simple philosophy.

    Many people need both my product as well as my opportunity
    and I strongly believe it would be selfish of me to withhold the
    information from them.

    That said, you have to keep yourself in check and apply a little
    introspection now and then to make certain that you are staying
    true to your motives and not simply rationalizing your personal desire
    to earn more money.

    The truth is you will earn more money when your motive is to help
    others than when your motive is simply to make money. I see it as
    my solemn obligation to not only provide them the information but
    to guide them down the path until they have realized whatever success
    they seek.

    Excellent topic, Michael!
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    If you knew what I know you'd be doing what I do...
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    • Profile picture of the author Michael Oksa
      Originally Posted by Tsnyder View Post

      I've built a significant business in a market segment that most
      Warriors find objectionable based on that simple philosophy.
      I have no idea to what you are referring.
      .


      Many people need both my product as well as my opportunity
      and I strongly believe it would be selfish of me to withhold the
      information from them.
      I see your product as the kind that can fit into any of the categories I mentioned earlier (the well-aware, needs-to-be-reminded, and the unaware).

      .

      That said, you have to keep yourself in check and apply a little
      introspection now and then to make certain that you are staying
      true to your motives and not simply rationalizing your personal desire
      to earn more money.
      That is a perfect addendum to the philosophy. Awesome!

      .

      The truth is you will earn more money when your motive is to help
      others than when your motive is simply to make money. I see it as
      my solemn obligation to not only provide them the information but
      to guide them down the path until they have realized whatever success
      they seek.
      It's reassuring to know that others "get it".

      .

      Excellent topic, Michael!
      Excellent comments, T!

      All the best,
      Michael
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      "Ich bin en fuego!"
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  • Originally Posted by Michael Oksa View Post


    My selling philosophy. It goes like this:
    1. If you are selling something that people need, and...
    2. They will be negatively impacted if they don't get it, then...
    3. It's your duty as a seller to help as many people as you can.
    Because you are, in effect, hurting people by not doing what you can to connect them with a solution.
    Absolutely. A great attitude and goal to have. I also try to aim to actually help people. Sure I'm making money, but I believe people are better off after buying something I am marketing.
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  • Profile picture of the author Cataclysm1987
    I like it!

    Best of all, it's reinforcing my current goals and project as well.
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    No signature here today!

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