Five simple words in the marketing world can change your business forever. If you understand these five words, you can sell anything to anyone.
It’s almost like magic. I didn’t believe it myself until I tried it.
In this article, I’ll share the secret to closing any deal.
Picture this:
It’s 7 p.m., the sun is about to set, the shades darken outside your window, and you’re sitting at your laptop, staring at the last variation of the ad you’ve created for the 8th time already.
Ok, maybe not 8 times, but definitely like 5 times!
Finally, you click that “publish” button in your Ads Manager, palms sweaty, wondering…
“Will they finally contact me?”
You know you have a killer work ethic, and nobody will help out your clients like you will. You just want to let them know how you can help them.
So, you do what’s natural and start talking about your services, what’s included, how fast you can get things done, and you’re always willing to give a good deal for first-time clients.
Get the Customer to Pick Your Product
When you start talking about your service and all the amazing things you can do, it’s strange that nobody seems to listen or understand. I mean, you’re practically doing them a favor, right?
Well, the hard truth is that people mostly think in terms of “me”.
Specifically…
“What’s In It For Me?”
They want to know if this thing (whatever it may be) can benefit them in some shape or form.
Let’s do a little test: which headline sounds better to you?
“Our Blender has a 1000-watt motor, noise reduction technology, and all kinds of speed settings!”
OR
“Make every smoothie perfect within seconds, saving time with every use!”
Not to say that the first one is bad—those features are great! But that first headline doesn’t really talk about why someone should care. It’s just a list of things about the product that people only care about once they’re interested.
The tricky part is getting them interested enough to care about those features.
The Roosevelt Insight
Theodore Roosevelt, or Teddy Rose as I like to call him, said something like:
“Nobody cares how much you know until they know how much you care.”
Think about the last time you bought something, maybe your most recent purchase on Amazon. Even the smallest thing makes you think, “Why would I get that?” You then start to find reasons to care, and if it’s not clear, you’ll most likely go to the next person selling it.
The cycle will continue until you find someone who cares, someone who feels like, “Yeah, this person understands me, they know something about what I’m going through. Maybe they can help me.”
Show That You Care
So, the real question is, how can you show that you care about your clients?
The best thing to do is stop talking about your services.
It sounds a little counterintuitive because that’s what you're providing. When they give you their money, they are going to get your services.
Yes, this is true.
And another truth is that people buy the WHY before they buy the WHAT. So our first task as business owners is to sell the why.
Remember what we said before?
Most people think in terms like “What’s in it for me?”.
Make them care by showing how much you care, and you’ll see clients appear out of thin air, just like magic.
If you need help showing your clients how much you care about your ads, then feel free to contact us here for a free marketing consultation.