Here’s a question I’ve heard at least a thousand times from students…and it frustrates me every time.

“I have this product or service. How do I sell it?”

It’s the wrong question. It’s product focused. You have this product. Who can you find to buy it?

Here’s a better question, “I found this audience, what do they want to buy?”

The first question is product/service focused. The second one is client focused.

You identify a hungry buying audience. You research the market to find out what they’re already buying and what frustrates them about current solutions.

You can survey them to find out what they want. Or even better, you speak to them in person or over the phone to find out what’s most important to them. Then you design a product or service tailored to solve their problems.

When you’re audience focused, you think about other problems they need to solve.

What else do they want to buy? You don’t build your business on just one offer, but with multiple streams of income all sold to the same audience.

Your greatest assets are your connections. This includes your buyers, your joint venture partners, your vendors, your team, and anyone else in your business.

Most products and services can easily be duplicated. It’s the Client Connections that matter.

Here’s another question that illustrates the difference in perspective. You have an audience and a product idea.

You’re tempted to ask, “What do I have to say to get someone to buy?”

That’s a fair question. You want to use persuasive copy to convince people to choose your solution over all the other options. But we’re looking at things in the wrong order again.

Let’s ask a different question before you get to that one, “What should you offer to solve their problems and achieve their goals?

The correct order is always Audience, Offer, and then Copy.

Your business is about Identifying, Attracting, and Serving Your Ideal Client.

Is this the best offer for them and where they are right now?

Is there anything we can add to the offer to improve it…to deliver results quicker or easier for our buyers?

Let’s serve our clients instead of just selling them.

My goal is to improve the life of everyone I come in contact with…whether they ever buy from me or not. Every point of contact should help people come closer to reaching their goals.

What if you stopped thinking of your audience as just customers and clients, and started thinking of them more as family?

How would that influence your business? It’s not about getting as much money out of them as possible.

It’s about serving them and helping them reach their goals.

How would this change in perspective change your emails, your offers, you upsells, your backend, and everything in between?

The goal isn’t just to maximize their value today. It’s to create a lifetime relationship which includes goodwill, long-term purchases, and even referrals to others.

Play the long game.

Make a difference in the lives of your clients by actually treating them like they have value instead of just being another number on a screen.

And yes, that means giving them the opportunity to buy when it’s the right choice for them.

The December issue of the Monthly Mentor Club is all about the ‘Client Connection Code.’

Create long-term connections instead of just one-time conversions.

That’s what turns prospects into customers…customers into clients…and clients in evangelists for you and your brand.

Try out the Club today to Earn More By Serving Instead of Selling…

Terry Dean
Terry Dean

Terry Dean has been in full-time internet business since 1996 and has helped thousands of entrepreneurs get started online through his articles and products. He lives in Ocala, Florida with his wife and 2 dogs. Find out more about how his step-by-step courses can help you today.