Are You Making This Mistake When Trying To Sell Your Product?

Have you seen the Sell Me This Pen scene from The Wolf Of Wall Street?

It shows an important sales principle that all business owners should know and the power of cocaine.

The former is the difference between a master salesman and a complete amateur. 

When you ask someone to sell me this pen most people answer by Explaining the pen, they might say something like:

This is a full metal pen. It was used in space and you can write with it upside down. It is

green and it works underwater.

This is not the right way to sell something, to find the right way we are going to have to go to the hardware store.

Drills and holes.

This is a principle I learned when I first started studying marketing.

When someone goes to a hardware store and asks for a drill they are actually asking for a hole.

When someone is going to search for a product it is because they have a problem to solve. Maybe they are hungry, maybe they have back pain, or maybe their cat has ebola aids.

Whatever the problem may be, the product should be the solution. 

So let’s make that clear.

Instead of selling the product let’s sell the outcome/solution that this product will give. 

Let’s imagine we have a gas station and want to get people to buy our Evian water. We can put up a billboard to get people to buy. 

Should it say:

Evian: Naturally sourced water from the French Alps.

Or

Thirsty? Drink Evian.

The second one is better because it sells the result, are you thirsty? drink water.

Also, it is Pavlovian conditioning. I for one got thirsty and started salivating from writing that piece of copy.

We always want to sell the result rather than the outcome.

Do this and you will see the influx of clients that come from it.

Talk soon, 

Amos 

Ps. Do you want to know how we would sell your product?

Get in touch with our agency today. If we’re a good fit I will personally take a look at your company and your marketing, come up with a strategy of what I’d do differently and discuss it with you in depth on a call. No cost, no obligation. If you want to work together I’ll tell you exactly how that works, if you don’t want to work together that’s fine too. No hard selling, no pressure, no annoying sales tactics.

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