Did you know that you can persuade someone to NOT buy your product, NOT join your program, or NOT invest in your solution… by telling them too much about it?
Recently, we uncovered the danger to your own marketing by making your prospect’s decisions for them without asking them first.
In a similar vein, by giving too many specifics about the features of your program, you just might remind them
They Don’t Have Time For What You’re Offering
Example: your awesome home study course comes with 64 DVDs, 86 CDs, and 328 workbooks, action sheets, and templates.
Or, your training program is 8 live calls in 8 weeks, with 3 additional Q&A calls, plus all the recordings, plus a 1:1 call with you thrown in as a bonus.
Your prospect may take one look and say “There’s no way I have time for that.”
They don’t invest.
While focusing on the volume of goods and all the features, bells, and whistles it contains to make it bigger, badder, and awesome-er than anything they’ve ever seen before, they may not receive the transmission of value, therefore
They Don’t See, For Themselves, The Benefit Of MAKING The Time
Have you noticed that you’re never “too busy” for someone you’re really into?
And conversely, that you don’t seem to have time for those you’re not so much into?
Vice-versa on Points A and B?
If they live 2 hours away, you’ll make the round trip 3 or 4 days per week, and/or revolve your schedule around the limited time they have available to come see you.
It’s Not So Much The Bells And Whistles, As What Makes Their Cash Registers Ring And Their Hearts Sing
People have time to binge-watch an entire season of their favorite show on Netflix in one day, so they certainly have time to power through 10 DVDs, 12 videos in a members’ area, or 8 group calls in 8 weeks.
Review your offer and ask yourself, “Would I set aside my Netflix for this, if I was them?”
Once you can make that case, it doesn’t matter much if you’re selling 25 hours of exclusive video for just $250, or one 45-minute DVD for $7,500, or one hour of coaching for $10,000.
This Is The First Of Several Reasons You May Not Close The Deal
Tomorrow, we will compare and contrast two ways of selling a car.