What almost all business owners get wrong about selling.

Few local business owners are actually capable of gaining more clients and growing their businesses through their marketing.

But why is that?

Let me show you the common misconception most local business owners have when marketing and selling their product.

Few business owners prioritise this one thing in their sales/marketing.

I was watching The Wolf of Wall Street the other night which, if you haven't watched it, you might need to re-evaluate your schedule this weekend to watch it.

But there’s a scene about 27 mins into the movie where Jordan Belfort, Dicaprio’s character, is recruiting his hometown friends into his brokerage to get rich selling penny stocks.

As they’re talking in this diner, he decides to test out his friends selling abilities by pulling out a pen from his pocket and asking this one thing:

"Sell me this pen."

These guys were all supposed to be salesmen back in their hometown right? Yet only 1 of the 8 people there could actually sell this pen; the rest of them simply couldn't hack it.

But the best thing about that scene isn’t just the brilliant acting, or the comedy, but it reminded me that the majority of people just don't understand this one simple thing about human persuasion:

If somebody needs it, they will buy it!

See, If you ask most people to “sell me this pen”, they will actually try to sell you the pen, and pitch things like “It's blue”, “You can write stuff down with it”, “It's a great pen”, “you can go to mars with it” etc., etc., which doesn't move the needle to the sale even a little bit.

What people don’t get, is it's not the product that gets people to buy, but it's what they need it for that gets them to hand over their credit card details.

Let me give you a good example:

Here is the formula for out-competing all other local businesses.

I’ve never owned a coffee shop, and I probably never will in my life. But, if I did own one, and I HAD to make it work, I wouldn’t do what most coffee shops do, which is start talking about the beans being used to make the coffee, or trying to have the nicest furniture.

Because, as nice as those are, that’s not going to hook people into the cafe as much as having a MASSIVE sign outside saying “Tired? Nice Warm Coffee.”

For the reason that you’re not selling the actual coffee, which no-one cares about, but the need to be less tired, and through the pleasant appeal of nice warm coffee.

Sometimes people will buy things they want, but they will ALWAYS buy things that they need.

Now, I’ve shown you one way of applying this idea of selling needs through a cafe, but how do you implement this in marketing your own business to get more clients?

Let me show you:

How to get more clients using this simple selling trick.

When you next create a Facebook ad, a flyer, or any other marketing endeavour; I want to do this one thing.

Before you open up your mouth, even press the first key on your keyboard, quickly think to yourself: “Why would somebody need my product?” and you’ll find that your brain will tell you ALL the stuff you need to sell your customer on.

This exercise is not a recommendation for getting more clients; this is a prescription.

You’ll catch yourself not selling the need at times, but you must SELL THE NEED as much as you can and you might just see another zero in your profits this month.

If you’d like us to show you what you'd need to sell in your marketing, click the link here to book a marketing consultation. It's free, and I’m not going to shove some high pressure sales pitch down your throat.