Find Out What People Want 🤔 Show Them How To Get It 😎

Posted on August 1, 2021August 1, 2021 by brianjpombo

Thoughts on finding out why your clients, customers, subscribers really want and helping get it.

Transcription

Find out what people want and show them how to get it.

Hi I’m Brian Pombo, welcome back to Brian J. Pombo Live.

You know, I’m gonna do another night based on a conversation I had yesterday with Tom, which I was talking with you about yesterday that Tom’s a new friend. And we sat down and just had a chat about our lives and about where things are, where we saw things going for ourselves business-wise and everything else.

He was really interested in his latest business venture. And so he was really excited to share with me the details, and I had a great time with them.

It reminded me though, of a process that I learned in my first years in business on my own. And because I learned it so early, I always assume that people get this principle, I should know better by now, especially after working with business owner after business owner. Inside and outside of large and small businesses. You know, I’ve worked with corporations like, you know, doing social media campaigns for Shell and a whole lot of others and I’ve also worked for very small, locally based companies.

But it’s amazing how some of these principles elude people that we forget, we get all caught up with the details in the processes and we forget the main principles.

All business is based on a singular principle, which is, find out what people want and show them how to get it.

Now, some businesses work even more directly in this sense, especially if you’re helping people build incomes, build businesses do anything of that sort, then you’re automatically in that realm. But every business in some way, you’re going to have to find out what your customer, your potential customer, your potential client, your potential patient, your potential patron, whatever you call them, you’re going to have to find out what they want. And you’re going to have to make an easy way for them to get it.

And that sounds easy iff you’ve never done business before. It can be easy if you keep your focus on that, well, it’s simple, let’s not call it easy.

It’s a simple principle, that if you can stick to it, things will get easy in time. But in the short run, it’s very difficult to find out what people want because it’s not on the surface.

For example, if you’re selling really highly nutritious cat food, okay, no one else out there really wants highly nutritious cat food. What they want, initially is a healthy cat.

But that’s not even really what they want. They don’t really want a healthy cat.

What they want is a cat that functions but they don’t really want a cat that functions, they don’t even really want a cat.

Initially, if you go deeper and deeper and deeper enough, you find that people want a feeling that is achieved from having a cat as a companion or something of that sort.

And it depends on that, you know, there are different reasons for this, you know, someone may want to cat because they want to keep the mice away and they want to keep them healthy. So that continued, that process could use happening and they don’t interact with the cat much. And that’s very different from the person that has a cat and sleeps with it and walks around with it every second of the day.

You know, these are two completely different people, they want two different things.

And if you go deeper in either one of their lives, you’re going to find a deeper meaning which goes far beyond the cat. There’s a feeling in most cases that people want to get.

Most people do things based on feeling, which is a very animalistic way of thinking about things but it’s just the plain fact of the matter of most things that most of us do, is to get or to maintain a feeling underneath everything.

It may be a feeling of health, of a feeling of wellness, of a feeling of not being sick, a feeling of not being in pain, of feeling it’s we’re running away from something we’re running into pleasure running away from pain.

It’s all feelings. Feelings of importance, of feeling, you know, and these aren’t all necessarily good things that we should one otherwise people wouldn’t get caught up on drugs and fake religion and I don’t mean real religion, I mean, fake religion, because there’s stuff out there that we all know that we would this, everyone here can find something they disagree without there.

So there’s stuff out there that we agree, you know isn’t good for people, it whatever you can point to that you would say is not good for a person, they’re doing it to achieve a feeling.

But also a whole lot of things that we consider good, they’re also doing to achieve a feeling. But then there’s a deeper level than the feeling and that’s meaning there’s a deeper meaning that people are after, then that’s you’re getting into a lot deeper territory, and you’re getting into something that maybe has a little more weight to it a little more gravitas, right.

And if you’re able to find that, and tie that through a string of events, to the product or service that you provide, and you can zone in on that, now you’ve got a way to have a deeper connection the whole time with people, and to be able to help them to be able to see it themselves.

We all do it.

But we don’t think about it. It’s not that we’re consciously thinking I’m doing this to get this feeling I’m doing this to feel this meaning in my life or to reach this meaning that we don’t think about that we do things out of automation, who we do things because we’ve always done it that way or because we think it’s going to get us somewhere.

But there’s always a deeper story that says the goal is for you to find out what that deeper story is to find out how deep the rabbit hole goal goes. For each potential customer, not every single one.

I mean, if you can be great, but you need to find out aware enough of your customers go because if you can find out where that is. And you’re okay with helping them go the pathway to get there, you’ve made it you now all you do is you find people at each step of the pattern, and you catch them and you bring them into the fold.

That’s how it works. That’s business. And if you’re doing it on a regular basis, if you have a business that duplicates being you don’t just help a person once, but that you’re able to keep a relationship going over a long period of time, that’s even better for you.

It creates kind of an ongoing stream, which is hopefully what you’re after when you’re building a business, or you’re considering that you want to do eventually is have an ongoing stream of income. It makes life a lot easier.

Hopefully, this makes sense to you. Don’t forget the principal, find out what people want and show them how to get it.

That’s it if you could do that. The rest is easy.

But that part’s simple, but not necessarily easy to get to that point. But if you keep it as a focus, you’ll get there eventually. It’s one of those principles that we could talk about over and over and over again in a million different ways and dissect it.

But I’m hoping that hits a nerve with you and maybe helps you to simplify your own business and the journey that you’re on. So that’s all I’ve got for tonight. Yeah, if you want other ideas to help kind of dissect and give you a direction to go with your business.

I’ve got a book it’s called, 9 Ways to Amazon-Proof Your Business is all about how to stand out and make every competitor irrelevant. You get a free copy at AmazonProofBook.com.

We’re going to be back here tomorrow night like we are every night wherever you’re watching this subscribe, follow connect what have you and come on back. I’d love to hear your comments, leave a comment wherever you’re watching or listening to this or go to BrianJPombo.com you have a great night.

In the meantime, get out there and let the magic happen.

Why UpSell? ⬆️💰 (Increasing Sales Conversion Rate)

Posted on July 12, 2021July 12, 2021 by brianjpombo

Podcast: Play in new window | Download

Oh those tricky, nasty, greedy salesmen and how they’ll have the nerve ask you to buy more. 😕

Brian talks about why we should be all those things and upsell on the regular. 😀

Transcription

Why upsell?

Hi I’m Brian Pombo, welcome back to Brian J. Pombo Live.

I want to talk about this concept of upselling. Alright, upselling, if you’re not familiar with it, it’s the term of the idea of when you sell something, somebody that you offer to sell them something else after they bought.

That’s in general, that’s how upsell upselling is referred to, and this happens a lot online.

I’ve known a lot of people that complain and complain and complain about this. There’s only one reason why upselling is done so often online. It’s very simple. It works, okay.

People don’t buy things that they just don’t want. If you don’t want it, you tend to not buy it, whether it’s being up-sold or not, that you’re not unless you’re just hemorrhaging money, and you’re just looking for a place to put it.

Even in that case, I mean, is there anything wrong that someone’s offering to take the money off your hands, they’re offering you something in exchange for it?

It’s not like they’re saying, hey, just give me some more money. You know, you want to, you know, they’re not saying that an upsell, is you’ve bought this.

Would you also like this?

How about this?

That’s all an upsell is, in, a lot of people can look at it as sleazy or tricky or whatever, there is a mentality that goes along with the process. A person and here’s how it’s described most of the time is that a person that has bought something has already broken down most resistance to parting with their money.

They’re in buying mode, there’s a difference between being in buying mode, and be out of buying mode and having to be convinced to go into buying mode, it’s like two different parts of the brain.

Once a person’s in buying mode, they’re more likely to buy the next thing where if you would have started with the, with the second thing first, they may not have gone for it, but because you started them off with one thing, and then said, Well, how about this also and sometimes they tie together.

Well, and sometimes that, you know, hey, you’ve bought the pool. Now, here’s a patio set to go with it, or what have you.

Sometimes they tie together.

Well, sometimes they don’t.

But the plain fact of the matter is, if somebody wants it, they’re going to buy it anyways.

If you can offer it to them great. Quite oftentimes what happens online, especially with information products, if you’re selling an information product online, or some type of digital product, the person isn’t necessarily getting everything that they want with that one product.

So why not try and sell them more, the worst thing they can say is no. And people do people turn down upsells all the time.

So often, you will hear if you go and listen to podcasts from some of the largest companies and marketers out there online today. And online is one of the most unique that it’s one of the most common places I meant to say common.

One of the most common places that you’ll see the upsell done in a very straightforward linear fashion. And one of the things that you hear over and over and over again, is that they don’t make money off that first purchase.

They make money on the back-end sales that come after and sometimes those back-in sales are up sales immediately offered after the initial purchase.

So they’ll offer a book, and they’re losing money on the book or some type of product right up front, that they’re losing money on.

They’re losing money because it costs too much to advertise it. Because it costs too much to produce, it costs too much to ship, whatever it is, they’re losing money on that first product, that whole concept of being a loss leader, that happens all the time.

If you have upsell available, it’s everyone doesn’t have to purchase. But the percentage of people that are able to purchase those upsells make up for the losses and so the whole campaign works in the long run.

Also you have a connection with that person, a person who has bought from you You have a connection with for a long period of time, especially if they love what it is that you sold to them. So you really have to consider upsells, especially when you’re talking con when you’re using content marketing to bring people in, you have to, it’s almost a mandatory thing, you have to offer them a little more than just the minimum.

That’s the way you have to think about the initial, the first initial sell is nothing more than a minimum purchase. After that, give them a couple of other options, give them more, no matter what you purchase out in the real world, especially to have high ticket level, if you’re going to buy a car, they’re going to have options that can bring the price up.

But you don’t see it as just them looking to raise your price there you’re looking at?

Well, yeah, I would like power windows, you know, I would like air conditioning, I would like, you know, these options that they tack on their extra, you don’t have to take any of them.

But if you want to you can and if you consider those things almost mandatory, then you you have to, you have to go with it, you have to purchase after the that when they’re offered an upsell.

So you have to see it from both sides.

But if you’re a business owner, or you are one of the people in charge, think about the things that you can add on not just to gain more, but to make their experience better.

If you can make their experience better by giving them more that they can purchase, that that’s a win-win. And so it doesn’t matter what industry you’re in, if you were dealing with any part of the sales process, find more things, you can sell them right away, the happier they are, the better off you are.

And you better be selling things that make people happy. Otherwise, you’re not going to stay in business for the long run. Hopefully, that makes sense to you.

If you’d like some more strategies, here’s an upsell you’ve already watched. If you’d like some more strategies, I’m going to give you something else that won’t cost you any money, 9 Ways to Amazon-Proof Your Business.

It’s absolutely free, you get a digital copy at AmazonProofBook.com.

Now when you go there, and you download this, I’ve got an upsell the upsells for a physical copy. And for the audiobook version, which we’re still not done with yet but we’re going to come out with that audiobook version.

We’ll be sending it out to everybody that purchased the physical book, and you get a couple of other freebies in there. And I’ll be offering more freebies in the future. I’ll tell you this stuff that isn’t even included right off the bat, you’re going to be receiving stuff that no one else receives.

So, 9 Ways to Amazon-Proof Your Business AmazonProofBook.com we’ll be back here tomorrow night. In the meantime, get out there and let the magic happen.