getting them to believe

every marketer faces this challenge (and here's one way to overcome this issue):

your potential buyer thinks you're a liar. a fraud. a loser. a snake oil peddler. a used car salesman selling 1's and 0's.

its hard to sell to this type of person.

BUT, not impossible.

Just this weekend I was at Coachella, where people were buying and selling backstage passes. For as little as $1,500, and as much as $5000 for a bracelet. CASH.

With prices that high, fakes were on the market. A lot of them.

How can you tell the difference between between a "fake" and a "real one"?

You can't.

The fakes are THAT good. The only way to tell a fake vs the real thing is one when you scan the damn thing at the entrance.

IMer's too can't tell the difference between the two. Who's methods work? Who's method's don't?

Who's "real"? Who's a "fake".

In IM, only 1-5% actually follow your advice (about 10-25% will actually read your ebook or watch your videos) so most buyers will never even know.

So, how did I get people to buy my passes?

I showed pictures of me backstage.

I walked a couple of people inside the venue, personally.

I let a couple of people use paypal, instead of cash.

I didn't try to change their beliefs about me. I could care less what they thought of me.

But, I could nearly eliminate their risk of loss

The o'l risk reversal with elements of proof.

You overcome people who dont trust you by putting the risk on yourself.

And of course, charging a premium for that reduction in risk.

A majority of buyers will gladly pay a premium to reduce risk

Put your energy in overcoming the buyers risk of loss, not in convincing them you are the
"real deal".

Adam

p.s. this method works well when their is little trust between the buyer and seller
p.p.s. Paypal was invented to overcome this issue. It works Bitcon as well..
p.p.p.s When the buyer and seller don't trust each other at all, but still want to do business with each other, putting money inside an escrow account is a viable options