This is something that a lot of sellers and marketers just don’t understand. Ultimately it is to their detriment as they end up missing out on the opportunity to sell. Read on to see exactly what this means and why it is so important…
The best way to explain this is with an analogy, or two. Imagine for a moment that you see an attractive lady or man at a bar. You want to get to know them a little better. So what you do, is you go up and you ask if they’re come home with you tonight.
What do you think happens next? Most likely you get a firm slap in the face – and this is more than fair enough!
The problem with this approach is that the person doesn’t know you yet. They don’t know what you’re like. If they’re likely to have a good time with you. More importantly – they don’t know if they can trust you! You might be dangerous as far as they’re concerned!
Another scenario is someone trying to sell a watch. Imagine they come up to you in the street holding a watch. Ask if you want to buy it for ₱2,000. What do you say? Again, you’ll probably turn and run. No one would spend that much money on something without knowing anything about it! Without having any form of ‘come back’ in case the deal turns sour, right?
How Businesses Make This Mistake All the Time
Both these examples probably seem absurd to you but this is essentially what many businesses are doing all the time. Let’s say you have a website. It tries to sell a product as soon as anyone lands on it. Then, you’re going to drive people away before they have even had a chance to read your site.
They may well be interested in what you’re selling. But if they don’t know your brand or product, then they won’t want to buy right away. If all you’re doing is selling to them with tons of pop-up ads, then you’re going to drive them off. It will look like spam!
Now consider the alternative approach. They land on your website and they find tons of great content that’s well written, free and informative. This allows the visitor to form a positive opinion of your business. Hopefully to become interested in the products you’re mentioning.
And as a result, they’re much more likely to want to buy from you in future. So instead of focussing on making a sale, focus on making a fan. Push them toward a mailing list instead and invite them to come back. That way, the sales will come to you!
JV is the Founder of Digital Entrepinoy. He is a dreamchaser who has gained a wealth of knowledge in entrepreneurship, personal development & internet marketing over the past eight years through self-education. His mission is to inspire millions of people to become online entrepreneurs by awakening their minds to their greatness that resides within them.