Sell people what they want, not what they need.
More than 15 years ago, I spoke at a seminar and did pretty well from the stage, but a guy (I forget his name) came up to me afterward and said,
“Hey man, I got a little piece of advice for you. You kept telling everybody, ‘You need to do this. You need to do that.’ But nobody will do what they need to do. People only do what they want to do.”
It kind of stunned me and my ego started getting in the way, and I was thinking, “Who is this cat? Who is he to tell me what to do?”
Luckily, something in the back of my mind said, “Jim, you need to shut the hell up and listen to what this guy has to say.”
Then he gave me a cool example I thought was so irreverent, it has always stuck with me. He said,
“People need to lose weight, but they want to eat a donut. So if you want to make money, open a doughnut shop. Don’t open a gym.”
So What?
That little piece of advice has made me tons and tons of money over the years because there are all kinds of things we need to do.
“I need to do some work around the house, but I want to go play on my new excavator.”
“I need to write an article, but I want to watch a movie.”
“I need to clean up my office, but I want to go play some video games.”
Am I more likely to do the thing I need to do or the thing I want to do?
Sell people what they want, not what they need.
And if you want to make big money and make a significant impact on someone’s life…
Include what they need WITH what they want.
That way, you’ve got all the bases covered.
The Big Moral
This is an example of picking things up by being at live events, participating in masterminds, and being with people who can:
- See what you’re doing,
- Can listen to what you’re saying,
- Give you some amazing tips,
- Give you some great advice.
THAT is how you take your business to the next level.
Bye Bye, everybody.
Jim
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1 Comment
Thomas Jones jr
January 12, 2020Thank You, Your article really made me think!
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