How do you figure out what people will buy from you? It's a question that I get over and over again from both new business owners and those who have been struggling to find the right way to package and price their produce or service. The biggest mistake I see is when a business owner looks at their offers from their own point of view rather than from the point of view of the prospective buyer. You can't know what people will buy from you if you haven't put yourself in their shoes. For the purposes of selling what you offer, forget about what YOU want and get good at discerning what BUYERS want.
I saw a great example of this about a year ago when I worked with a nutritionist who ate a raw food type of diet and wanted to coach clients about how to radically change their diet to eat like she did. She was a strong preacher for the raw food lifestyle, so much so that she didn't get in the least that she needed to engage in educational marketing (you'll hear more about educational marketing in the video below). She just didn't understand why anyone would NOT eat raw and actually looked down upon anyone who didn't get that it was the way we were all supposed to eat. She would say to me, “But Sue, why do I have to explain what is good about eating raw food? It's obviously better for them than hamburgers and cheesecake.” She had no ability whatsoever to think about her services from the standpoint of her potential buyers.
In the 6 minute video below I talk about how to know what people will buy from you and give you 3 tips that will help as you develop your products and services. Take a look:
Want more? You can click here to read a blog post about how to craft offers that work easily. And here's the link to a great book, The Micro-Script Rules, that will help you talk to prospects in the language they understand.
Can you think of one way you can tweak what you offer to make it more buyer-attractive? I'd love to see your comments below about how you know what people will buy from you.