Why They Love You But Don’t Buy From You: Tips To Sell Dream Products
Just Because They Love You, Doesn’t Mean They’ll Buy You
I heard those words at a recent conference for keynote speakers, and they changed my entire perspective on my business. I have been assuming that an audience who loves you will automatically buy from you.
Having them love you and having them buy from you are two very different things.
But first, you do have to get them to love you. They must like you, believe you, and trust you before you can ever hope to get them to buy from you. And after that, you have to get them to buy from you. That’s what I learned recently – that there are a certain set of skills, things you must say, things you can do, to prompt them to buy. I’ll keep you posted on those things later. But for now, let’s just focus on the broad strokes.
1. Understand that you have something they want. I’ve been very guilty of thinking that I’m forcing them to buy my products. That’s not true. People want to take a piece of what I do home with them. I’ve done shows without even bringing my books, and had people in the audience disappointed because they wanted to buy one. So if you’re like me, it’s time to change your thinking. We have something they want. They want to extend the magic you gave them in person. You are not pushing a product, you are offering them more value. So believe in what you are selling and the value it will bring to the buyer. (And if it’s crap, then create something better.)
2. Be excited about what you have to offer. Now that you know you have something of value – ACT LIKE IT! Get excited about your product. Make sure your language reflects your excitement.
3. Ask for the sale. Here’s the big part I’ve been missing. I’ve been assuming that if they want it, they’ll ask for it. And most of the time I never even told them there was anything to ask for! I know, I’m a slow learner. Do you have a call to action? Are you asking them to buy your book? Are you asking them to call and book you today? Are you asking them to sign up for your newsletter or like you on Facebook? Take a look at all the language you use and all the touch points you have with your market (on stage, in a blog, in a sales call, on the web, on Facebook) and see if you have incorporated a call to action. Sometimes it’s as simple as asking for it.
4. Just do it! Yeah, here’s the hard part. Doing it. I get it. This is my weakness. I have a stack of things I need to do to grow my business. The problem is finding the time and sitting down and doing it. So I’m moving this top of my list. This is top priority. This requires immediate action. So I’m making a commitment to you and to the universe, that I will start working on this now – as in this week.
So in the spirit of following my own advice, I’m going to ask if you’ve read my book – “Who Hijacked My Fairy Tale?” It will make you laugh and touch your heart. It’s filled with funny stories and tips to help you hang on to humor when life doesn’t go the way you planned. It’s particularly good for those going through cancer treatments, as it makes people laugh and for a moment forget their pain. You can order it on Amazon or on the Kindle. I think you can now even rent books on Kindle. How cool is that?
So if you’re looking for a funny light read, or perhaps something that would make a great gift, hop on Amazon today and get your copy while supplies last. And if you’ve already read it, I would LOVE for you to go to this link and review it for me.
KELLY SWANSON is an award-winning storyteller, comedian, author, motivational speaker. She has been described by Our State Magazine as one of North Carolina’s funniest women. She uses hilarious comedy, powerful stories, and a wacky cast of southern characters to make people laugh, remind them of their value, and show them how to stand up and stick out in their lives, businesses, and communities. Her shows have delighted audiences from coast to coast, from board rooms to cruise ships. To invite Kelly to your 2014 event, contact Sue Falcone at firstname.lastname@example.org or call 1-888-766-3155.