Blake Beus: I mean, uh, w w what kicked this whole part of this office earlier when we were first chatting before we hit the record button, was your headline. So we have to create all these incentives and reasons to act now, or else they're going to prolong. Greg Marshall: That's basically what we're trying to do is, and their pain, but we have to help them get out of their own ways. Give people solutions that they can solve the problem immediately and end the pain. ![]() Well, our job as marketers and salespeople. Greg Marshall: Or prolong it right where it's like, they feel a certain level of pain and they've been feeling it for eight years or seven months or whatever. And I noticed I missed this on my own, but, um, The, the reality is, is that for the right kind of customer and you know, what industry you're in or whatever, what you're selling literally is kind of not really life and death situation, but it does help them avoid a very painful situation yes. That's like my default time, which is one of the reasons I've struggled. And we all want to use very soft, very friendly, very kind, sure language. Blake Beus: Not only does it work, but it kind of lacks Lex the confidence in our products. We all know that, you know, we're laughing cause it's like, we know that doesn't work Well, I'll eventually get to a and most people's like, uh, language when they're selling stuff is like, Hey, we'll, we'll be around at any time. Greg Marshall: Versus they see a product. And so with that being said, you have to focus more on, well, how do I create incentives to make people act now? What they're actually saying is I need sales today and I want sales yesterday. Greg Marshall: What they're not saying is I want a hundred thousand, 200, $300,000 in sales spread out over the next 20. Greg Marshall: I think to what, what, you know, I was talking to a bunch of clients earlier this morning about, um, something specific when people reach out and they want more sales. You know, all these things you want, but I want a little bit of a stick in there to, well, Blake Beus: Of that kind of the, uh, the, the stick and the carrot. And I'm definitely, I need to think more about that with my current sales page, because I don't think I have. ![]() Or use to manipulate, but there's legitimate ways to, to use, use that fear. So I feel like it can definitely be overdone. We have so much fear hitting us people with like all these sensational headlines and stuff. Blake Beus: Now I do feel like sometimes we're in. And I was just thinking that through when we were talking about the fear is I don't, I don't have a whole lot of language that gets them to start thinking about those fears. It, um, while I just barely relaunched a sales pitch for, for one of my products. Greg Marshall: Cause you're fearful of what's going to happen if you don't Well, that that causes you to act faster. But if a doctor says, Hey, if you don't lose 30 pounds in the next 30 days, you're going to die. Greg Marshall: If I say, Hey, I can help you lose X amount of pounds because you're going to feel more excited and more energy, blah, blah, blah. Right? So if you look at like some of the things that we want to accomplish, we'll use like weight loss, right? To benefits as much as we will responsive fear, particularly if we want fast action. I thought, you know, it's, it's tough because you want to use fear as a way as human beings, we tend to not respond. You've been using that with some of your clients and stuff, but I thought it was interesting. I think fear is probably the biggest thing to make people make a decision today. We started talking about fear, which is I made the observation. Blake Beus: Um, but we were, one of the things we were talking about was different angles and marketing. Greg Marshall: yeah, we probably should just record our entire conversation all the time. ![]() So we were, we were talking about a bunch of different things here before this call. Blake Beus: Yeah, let's just, let's just dive in. In this episode we go over ways to reach the right customer using fear.īut how do you use fear to sell and still be able to sleep at night?
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