You Don't Have To Sell Live Preservers To Someone Drowning

You Don't Have To Sell Live Preservers To Someone Drowning

Dr. Kevin Jacobs Dr. Kevin Jacobs

Dr. Kevin Jacobs

Changing the world, one person at a time ??Fractional COO ??Business Owner ??Business Nerd ??Relationship Builder ??Happy Father of Three

发布日期: 2022年2月23日
+ 关注

My favorite line about sales and marketing is that you don't have to sell a life preserver to someone drowning.

Most of us feel that we have that great of a product (if you don't, you're in the wrong business).

And most of us aren't getting the response we would expect (take my money!)

Why not?

  • First answer is easy, many of the people you speak with are not drowning. You hope they aren't. You want people to be in a good spot. Your job is to find the people who desperately need you, and get past everyone else.
  • The second answer is they don't believe there's a solution. Either they don't know any better (everyone who starts a business works 12 hours a day), or they've been burned by someone promising the world.

领英推荐

The next step is breaking through the noise, finding the right people, and finding how to communicate with them. To do that:

  • Find the questions to quickly weed out those who are fine. Add value if you can, but at least don't bother them.
  • Build trust with everyone else. The easiest way to build trust is to not focus on what they can do for you (buy stuff), and focus on what you can do for them (add value). That means reaching out, treating them like people, honestly want to help, and giving the value you can (free advice, information, etc).

Don't be afraid to give your process away, as much as you can get away with. The DIYers aren't likely to hire you anyway, and they will be grateful for the help. The people who don't want to learn the process themselves that will be your best customers. Either way, when we give to the world, we start to build the trust we need.

As you work on your marketing and talk to people, think about where they are. Are they drowning, or are they so tired of having to buy lead weights they've given up and decided to just swim? Even if they're not ready to hire you, is there something small you can do to give them a hand in the meantime?

要查看或添加评论，请登录

Dr. Kevin Jacobs的更多文章

社区洞察

其他会员也浏览了