Do you want to make more money?
If so, you need to solve more desperate problems.
In the past week I’ve had several clients who had difficulties in one-on-one sales presentations.
When they told me what they did, they had clearly defined their unique competitive advantage and even backed it up with significant proof. But the buyer didn’t buy.
Because in their mind, they didn’t NEED what was being sold.
The mistake my clients made was in never interviewing and asking questions of the buyer to find out what their desperate problem was.
If they didn’t FEEL the pain of the problem, there was no reason to make a decision today.
This is true one-on-one and on your website.
What desperate problem are you solving for your customers?
Maybe their website isn’t selling well enough. Or customers aren’t coming through the door. Or their staff isn’t productive.
Or they can’t get their tomatoes to grow. Or their dog is peeing on the carpet. Or their wife just told them they were leaving and is on their way out the door.
People only buy for one of two reasons: pleasure or pain. Pain is the more powerful of these two reasons.
But it really comes down to a desperate problem they want to solve.
Even if it’s something simple like they want to beat their buddies at Madden Football on their Xbox 360. The problem is they’re losing all the time, and it’s affecting their ego. They want to win! They want to feel the pleasure of that winning feeling.
Even in a hobby market there is a problem they want to solve. It could be as simple as the problem is boredom. They’re bored…and looking for a way out of this pain into the pleasure of better production at their hobby.
When it really comes down to it, this is one of the main problems social networks go after…boredom. Take a look at just how many games are popping up all over Facebook.
If you want to increase your income…solve a bigger problem. Create more value for your audience.
This is also why the number one element in a winning website is not the sales copy…and it’s not even the offer. It’s the audience.
Does the audience acutely feel the problem already? Are they ready to do something about it?
Find that audience…agitate the problem just a little bit…and provide a solution to them.
What desperate problem can you solve?
If you’d like to discuss this, feel free to post in the comments below.
As a note, it seems the major project Glenn Livingston and I are working on is a little behind schedule because we’re trying to pack it with so much value to you. We will be showing anyone how to increase your website conversion step-by-step…making it possible to generate more sales, expand into more advertising, and basically dominate any indsutry you’re after.
You can expect to hear more about it later this month with a launch planned for early February now.