Here is what makes people want to buy your stuff...

30 replies
Let's see.

You have a product. And you love it.

Now, it's time to sell it.

What's your next step?

Well, it's time to step into your customer's shoes.

When you can see things from their point of view, you have the power
to persuade them. You can speak to them on a primal level. This makes
it easy for you to sell to them.

On the other hand, we often make a very common mistake. We focus
on telling them on what we think they should want.

For instance, people should want food because of health reasons.
However, most people judge food by how good it tastes.

So feeling good instantly(McDonalds) is more appealing than lean
meat with a salad.

Here is the turning point: Once you get through this hurdle, you will
find selling your product much easier.

It's not comfortable for us to sell based on our customer's wants.

As people, we often feel it's manipulative, or even scammy.

Yet, in reality, people respond much better when their hot
buttons are pushed.

If you don't do it, someone else will. And their product may not
be as good as yours.

If you go ahead, and discover what makes them tick,
they will love you for it.

You will lead them to the truth. You will make more money too.

Do this now: Your customers want something that's very unrealistic.
You know what it is.

Even if it's almost impossible, can you create something that gives it
to them?

At least, gets them close?

Give them what they want and win their trust.

Then, teach them what they you believe they should know.

That, my friend, is what makes people want to buy your stuff.

Post your thoughts below!
#buy #makes #people #stuff
  • Profile picture of the author Alex Cohen
    You have a product. And you love it.

    Now, it's time to sell it.

    What's your next step?

    DON'T start with the product. DO start with the marketplace.

    1. Determine what people are already spending money on to solve their problems.
    2. Identify a solution that will better solve their problem. Or a unique way that you can repackage an existing solution.
    3. Create the product.

    Being emotionally attached to a product is a big mistake. Many marketers have experienced financial ruin because they "loved" a product nobody wanted.

    Alex
    {{ DiscussionBoard.errors[3927755].message }}
    • Profile picture of the author micky9
      Originally Posted by Alex Cohen View Post

      DON'T start with the product. DO start with the marketplace.

      1. Determine what people are already spending money on to solve their problems.
      2. Identify a solution that will better solve their problem. Or a unique way that you can repackage an existing solution.
      3. Create the product.

      Being emotionally attached to a product is a big mistake. Many marketers have experienced financial ruin because they "loved" a product nobody wanted.

      Alex
      This statment here has just kicked me right in the butt!!! Boy did I need it! So So simple when you see it in black and white!

      I could feel myself getting way to attached with a product without really doing these simple steps first.

      Thankyou thankyou.

      mike
      {{ DiscussionBoard.errors[3986344].message }}
      • Profile picture of the author AdwordsMogul
        Originally Posted by micky9 View Post

        This statment here has just kicked me right in the butt!!! Boy did I need it! So So simple when you see it in black and white!

        I could feel myself getting way to attached with a product without really doing these simple steps first.

        Thankyou thankyou.

        mike
        Exactly.

        You see, this post starts with the market. People love their products.

        You can't tell them: "Well, I don't think you've done enough research!"

        They will hate you!

        But you CAN tell them the secret that makes products sell...

        That's when they realize their product "needs help". And then they listen to you.
        Signature
        "Those who can - DO IT. Those who can't, say it's impossible."
        Jean Paul a.k.a AdwordsMogul
        PHPDevelopers.net - Top of the range PHP developers

        Easy Link Saver - Are you tired of the pain of constantly searching for your affiliate links? ( Chrome extension - FREE )
        {{ DiscussionBoard.errors[3991914].message }}
    • Profile picture of the author darkonetoo
      Couldn't agree more.
      • Always care about what your (prospective) audience cares about.
      • Their needs often change, so being aware of the subtleties of the market give you a distinct advantage.
      • Products can easily be created if you find what it is that people really will pay for.

      The most difficult work is your personal decision of what aspect of a marketplace to market to.

      DarkOneToo

      Originally Posted by Alex Cohen View Post

      DON'T start with the product. DO start with the marketplace.

      1. Determine what people are already spending money on to solve their problems.
      2. Identify a solution that will better solve their problem. Or a unique way that you can repackage an existing solution.
      3. Create the product.

      Being emotionally attached to a product is a big mistake. Many marketers have experienced financial ruin because they "loved" a product nobody wanted.

      Alex
      {{ DiscussionBoard.errors[4285964].message }}
  • Falling "in love" with a product and not figuring out what people are buying is a great way to lose money.
    {{ DiscussionBoard.errors[3928312].message }}
  • Profile picture of the author copyassassin
    After reading your post, i think what you're talking about is: What emotional benefit does my product provide?

    The trick is solving a desperate problem with a unique solution. And embedded within the copy is language that speaks to the inner needs of the user.

    For example, status is something we all want. However, the copy needs to lead the user there.

    To get to the title of your post "Here is what makes people want to buy your stuff"...

    The answer is simple:

    Create a killer offer that solves a difficult problem in a unique manner.
    Signature

    The Most Bad-Ass Tax Reduction Strategist for Internet Marketers who HATE paying taxes. See my happy clients

    {{ DiscussionBoard.errors[3933517].message }}
  • As someone who has recently created a product, and is now in the process of learning how to sell it, I read writing like this and it makes me wonder...

    For example, my product is about motivation, now it's been many years since I've struggled with 'low motivation', and part of the difficulty that I am having is in getting into the mindset of my potential customers. I think I may be experiencing this because of a time dislocation; I can barely remember what it is like to be un-motivated!

    What I have found that helps me get into the customer mindset is this; I go back to the time(s) that I have experienced low motivation, I feel what I feel, then I take myself forward and start to allow natural feelings of motivation come through my body.

    I then notice what happens next.

    The first thing I feel is actually relief.
    Next, I have a sensation of energy in my body, energy that wants to be used, to get me to move and use my body.
    Next there is a weird feeling of sureness, or deliberateness, the type of feeling that means I know that nothing is going to stop me. Have you experienced that?

    Now, sitting here at my computer, I am channeling that energy into typing and getting my internet marketing life going, but I still want to get up and do some exercise.

    And I know that there is a sense of knowing the good feelings to come, those feelings that I get when I have used my body, it seems to be a mix of satisfaction, lithe'ness and use-ability.

    So now I guess my job is to use those feelings as my tags and get them to inspire my words? Making them more commonplace, or like those of my potential customers?

    Thanks for stimulating these thoughts in me, much appreciated.

    George
    Signature

    My first ever ebook, plenty of work to do to make it a big seller, but you have to start somewhere!

    Joint Venture Partners wanting to make money via my content are very welcome, especially for a newb...

    {{ DiscussionBoard.errors[3964611].message }}
  • Profile picture of the author briancassingena
    Originally Posted by AdwordsMogul View Post

    Let's see.

    You have a product. And you love it.

    Now, it's time to sell it.

    What's your next step?

    Agreed, the next step is to take the emotion out of it, if you have the product before finding out if there is a market for it. Decide that you can ditch the product immediately if you discover nobody wants to buy it.

    Then, find out! If your tests show a market is there, you win. If your tests show you that nobody wants to buy it, and you forget about the product and start looking for a new market, you win.
    {{ DiscussionBoard.errors[3966518].message }}
    • Profile picture of the author ecoverbox
      Originally Posted by briancassingena View Post

      Then, find out! If your tests show a market is there, you win. If your tests show you that nobody wants to buy it, and you forget about the product and start looking for a new market, you win.
      Yes, it's basically a trial-and-error process. Just be persistent and keen in studying the market and you should find a product that works for you.
      Signature

      {{ DiscussionBoard.errors[3966939].message }}
  • Profile picture of the author Hanaels
    Sometimes it takes rephrasing concepts to get different people to understand it.

    market research, seems a bit distant....maybe people works, maybe the market first works.

    But as always- A market need is the basis of the majority of successful companies. A company must find a solution to a problem and then individuals must feel that the solution costs are less than the problem. Emotionally, financially what have you.

    Find the market, find the problems, why haven't past companies succeeded and why will the product succeed.

    The basics. Some of the first few businesses I attempted, I did about 5 minutes of market research and then did 'testing'. When the testing failed I went back to market research...then realized I wasn't really solving anything and finally nailed a luke warm success the fourth time...all of them required research, testing and then either diving in or jumping out.

    I'll stop rambling now.
    {{ DiscussionBoard.errors[3992031].message }}
    • I remember Joe Sugarman saying he followed the advice to "build a better mousetrap" and you'll make a fortune...

      So he did - and built (or had somebody build) a super duper mousetrap and advertised it.

      And the Ad flopped.

      Nobody wanted it.

      Thankfully he did extremely well with dozens of other "well researched" products.
      {{ DiscussionBoard.errors[3992575].message }}
      • Profile picture of the author grlpub
        Originally Posted by Steve Copywriter View Post

        I remember Joe Sugarman saying he followed the advice to "build a better mousetrap" and you'll make a fortune...

        So he did - and built (or had somebody build) a super duper mousetrap and advertised it.

        And the Ad flopped.

        Nobody wanted it.
        Positioning a product as a "better mousetrap" is darn hard. Remember the grand fiasco of the New Coke? However, making a better mousetrap and then finding a way to position it in a completely different light might yield better results. The "new, never seen before" is always a lot more attractive and exciting than "a better version of".
        {{ DiscussionBoard.errors[4288568].message }}
  • Profile picture of the author LaunchBrain.com
    If you haven't get hold of EP's Guru Blueprint the stuff he covers about marketing, specifically copy when you first getting started is GOLD
    Signature
    Your Competition Called... “They” want to know if YOU found out about THIS...

    You see, they discovered why it only takes £3.50 for Google to LOVE your site, affiliate link or offer...

    --> CLICK HERE TO DISCOVER WHY <--
    {{ DiscussionBoard.errors[4027516].message }}
  • Profile picture of the author KAYEKINNEY
    This is interesting to me because of what I sell. I am in the process of looking to Adsense to replace my Ebay income and what I sell is 99.9% of the time an impulse buy. Thank you for the input. I need to get seen more to sell more, that's the bottom line I think!
    {{ DiscussionBoard.errors[4053914].message }}
  • Profile picture of the author ahew
    This was always a problem for me as a nutritionist. People always want the most unethical things -- like weight loss at all costs. It's been hard for me to walk that line between making a living and giving people what they want, but I'm finally finding my voice by pissing some people off at me! (It endears me to their enemies LOL)
    Signature


    {{ DiscussionBoard.errors[4057614].message }}
    • Profile picture of the author Goliath
      Originally Posted by ahew View Post

      This was always a problem for me as a nutritionist. People always want the most unethical things -- like weight loss at all costs. It's been hard for me to walk that line between making a living and giving people what they want, but I'm finally finding my voice by pissing some people off at me! (It endears me to their enemies LOL)
      Spot on!

      I've even seen weight loss niches which catches their audiences by introducing the method of losing weight while still being able to munch down your favorite hamburger! hahaha! What a way to bend the truth!

      Cheers!
      Signature
      "Perfectionism is just fear of failure in disguise..."

      {{ DiscussionBoard.errors[4057825].message }}
  • Profile picture of the author ahew
    Hey,

    I have no problems with hamburgers as long as their good ones made from real stuff. McDonalds and Wendy's however is a different story altogether. But you're right, the cookie diet, raw foods/vegan, ice cream diet and other sugar-filled diets only promote bad teeth, allergies, blindness, diabetes, cancer and worse. Before anyone jumps on me about the raw food/vegan comment, think about it -- remove the protein and fat and all you're left with is carbohydrate which is sugar. I've got nearly 20 years experience as a holistic practitioner and this is the absolute opposite of long term good health and balance.
    Signature


    {{ DiscussionBoard.errors[4057892].message }}
    • Profile picture of the author 36burrows
      I have a good friend who's been a raw foodist his entire life, owns a killer raw food restaurant, and is the healthiest person I've ever seen. You can literally see his good health just by looking at him.

      Sorry but I have to disagree, you can get PLENTY of protein and fats from raw foods.

      Originally Posted by ahew View Post

      Hey,

      I have no problems with hamburgers as long as their good ones made from real stuff. McDonalds and Wendy's however is a different story altogether. But you're right, the cookie diet, raw foods/vegan, ice cream diet and other sugar-filled diets only promote bad teeth, allergies, blindness, diabetes, cancer and worse. Before anyone jumps on me about the raw food/vegan comment, think about it -- remove the protein and fat and all you're left with is carbohydrate which is sugar. I've got nearly 20 years experience as a holistic practitioner and this is the absolute opposite of long term good health and balance.
      {{ DiscussionBoard.errors[4062824].message }}
      • Profile picture of the author ahew
        Originally Posted by 36burrows View Post

        I have a good friend who's been a raw foodist his entire life, owns a killer raw food restaurant, and is the healthiest person I've ever seen. You can literally see his good health just by looking at him.

        Sorry but I have to disagree, you can get PLENTY of protein and fats from raw foods.
        If the raw food is meat and milk, then yes. You can. Coconut is an excellent fat that can be eaten on a raw diet. Unfortunately, most raw foodists don't incorporate these foods. I wish I could be politically correct and say that I agree with you, but I only have the benefit of 20 years of experience in holistic health. Many people think they or their friends are healthy on such a diet, but that depends on how you define health. When I (and other holistic practitioners) look at the rates of autism in this community it is far higher than even the vaccinated group. Perhaps if your friend lives like a monk he can pull it off, but in 20 years in the profession, I have NEVER seen it work. This week we are burying another "healthy" raw foodist in our community. His immune system was too weak to respond to his illness until it was too late. Shame. He was a nice guy too.
        Signature


        {{ DiscussionBoard.errors[4063916].message }}
      • Profile picture of the author ahew
        Originally Posted by 36burrows View Post

        I have a good friend who's been a raw foodist his entire life, owns a killer raw food restaurant, and is the healthiest person I've ever seen. You can literally see his good health just by looking at him.

        Sorry but I have to disagree, you can get PLENTY of protein and fats from raw foods.
        If the raw food is meat and milk, then yes. You can. Coconut is an excellent fat that can be eaten on a raw diet. Unfortunately, most raw foodists don't incorporate these foods. Protein is a complex of amino acids that is only complete in animal foods (not necessarily meat). The combining of beans and grains does not work for humans. In traditional societies, it is always accompanied by some kind of animal product (lard, fish, beef, dairy, eggs, etc).

        I wish I could be politically correct and say that I agree with you, but I only have the benefit of 20 years of experience in holistic health. Many people think they or their friends are healthy on such a diet, but that depends on how you define health. When I (and other holistic practitioners) look at the rates of autism in this community it is far higher than even the vaccinated group. Perhaps if your friend lives like a monk he can pull it off, but in 20 years in the profession, I have NEVER seen it work -- and trust me, I tried. This week we are burying another "healthy" raw foodist in our community. His immune system was too weak to respond to his illness until it was too late. Shame. He was a nice guy too.

        Anyway, I don't think we should hijack this thread with a discussion about this. So if you want discuss more, please PM me.
        Signature


        {{ DiscussionBoard.errors[4063936].message }}
  • Profile picture of the author tk226
    Sometimes customer don't know what they want or on what they may have an improvement product. example, inventions lead to removal of abacus with calculator and like many other. Here, although, inventors and marketers solved the problem of customer but in a different way. In my opinion, there's not much you can do if you step into customer's shoes' but by addressing their problems in different convenient and cost handy ways you may turn them toward you. Another concept is of lateral thinking - in which, you think creatively, one example I heard it on audio is of flowers. It says, that, flowers are perishable and doesn't last long and you think creatively and come up with an idea flowers that last long - then, you ask, how we can make flowers to last long, and as an answer, you may say by creating flowers made of clothes or plastic. And, today, it has a big market. Here, I see, the inventors and marketers combined together to address the same need of having flowers but in a different way.
    {{ DiscussionBoard.errors[4058299].message }}
  • Profile picture of the author kmmr12
    Thanks for this post. With all the things A IM must do to run a business t is possible to go astray from this ideal.
    {{ DiscussionBoard.errors[4063869].message }}
  • Profile picture of the author JerrickYeoh
    Why not you wrote a blog to convince them to buy after get information that believe in?
    Write a blog that what your product benefit, feature, what solution your product able to provide, what news and latest about your product and services, what add on you provide.
    Sometime you may think those information maybe bull**** which they already known but it large different that you do show out all or not.
    Conversion will influence by your contents.
    {{ DiscussionBoard.errors[4071612].message }}
  • Profile picture of the author focused
    Sometimes a person can get too caught up in the tiniest detail of what he eats,
    and that can easily lead to fanaticism.
    Just as exercise can be overdone to an extreme.
    {{ DiscussionBoard.errors[4281985].message }}
    • Originally Posted by beep beep View Post

      Sometimes a person can get too caught up in the tiniest detail of what he eats,
      and that can easily lead to fanaticism.
      Just as exercise can be overdone to an extreme.
      Too true, and this is a big reason why lots of people fail when it comes to diet and exercise; it kinda creates an 'all or nothing' approach, which is always going to be destined to failure, given that we are not capable of being perfect!

      One of my favourite writers on fat loss and training wrote a good piece about just this thing:
      Fundamental Principles vs. Minor Details | BodyRecomposition - The Home of Lyle McDonald

      Happy reading!
      George Super Boot Camps
      Signature

      My first ever ebook, plenty of work to do to make it a big seller, but you have to start somewhere!

      Joint Venture Partners wanting to make money via my content are very welcome, especially for a newb...

      {{ DiscussionBoard.errors[4284178].message }}
  • Profile picture of the author Seleyna
    I think both ways work, either you start by addressing the existing market needs or you can create a need

    different strokes for different folks
    Signature
    Join! Successful Online PMP Exam Prep Coaching Program ~ Popular Demand Due to High Passing Rate
    PMP Exam Prep
    Free and Paid PMP resources. Free Mock Exam Questions.
    {{ DiscussionBoard.errors[4282879].message }}
  • Profile picture of the author grlpub
    The bi-line to "sell customers what they want" is "... but deliver what they need".

    When it comes to selling what they want it's not always obvious. When it is, it's not often easy to deliver it at the price they are willing to pay. But looking hard enough, there is always a need/value/price proposition combo that could yield a good product and a strong sales offer matching it.
    {{ DiscussionBoard.errors[4288542].message }}
  • Profile picture of the author neeraga
    Having been in the product business for last 3 years. I thought people buy because of the features. If my product had this and that and so on, people would buy it.
    But over time my this perception is changed entirely, people buy product because they feel they get connected with the product and it will make their life simple. Thats It......
    {{ DiscussionBoard.errors[4297112].message }}
  • Profile picture of the author Lyanna
    DON'T start with the product. DO start with the marketplace.
    That is so true. I'm stupid when it comes to products. Seriously, I cannot spot a winning product at all. I tend to fall in love with losers.
    {{ DiscussionBoard.errors[4297264].message }}
  • Profile picture of the author dealers
    I find that people will be compelled to buy when there is an
    emotional connection to your solution and their wants. Their
    wants is the key factor.

    Wants spring from needs and carry with them emotions. It's the
    wants that get justified or rationalized with "logic".

    So, if you want people to buy, focus on their wants and you will
    have the advantage from the start.

    - Rick
    Signature

    Friends and acquaintances are the surest passport to fortune. ~ Arthur Schopenhauer
    {{ DiscussionBoard.errors[4321662].message }}

Trending Topics