Selling Vs Showing Success

As a marketing consultant by trade I am often asked this question by my clients, “How do I get more people to buy what I am selling”. It never fails to baffle me as to why they care so much. I mean of course they are in business to sell a product or service for a profit. Hence, why they want to SELL someone but in reality look at the largest brands in the world. Do they actually spend often times millions of dollars to SELL you something? No, they spend that money to SHOW you something. Rather it is how the their product will make you feel, look, or think upon using it. ProActiv, the acne treatment cream began as an informercial using celebrities and common folk (like me and you) to SHOW how their acne cream would clear up your skin problems faster, easier, and better than the retail competitor. Although more expensive, the ProActiv brand won more customers. How? It was all in the presentation to the consumer. They built their marketing plan around three things people could relate to: A celebrity who had the same problem as they did. One who like the consumer had tried and failed. Finally, the before and after results of use of the product.

This is exactly how you a Home based business owner needs to SHOW your concept, product, service, or idea. You need to establish a SHOW mentality versus simply trying to SELL someone what you believe in. Because, frankly only you BELIEVE it. People are naturally going to be skeptical, adverse, and in some extreme cases insulted with the idea of you trying to SELL them something. No one will ever walk away from something you when you can SHOW a result (hopefully) positive one from the use of your product, service, or idea.

It’s the emotional connection that will engage the consumer to want to buy what you have to offer. This is basic Marketing 101, however so many companies and owners get it WRONG. Consider when was the last time you didn’t put your SALES hat on a networking meeting? Come on, it’s just you and me! I won’t tell. If you are being honest 97% of the readers who are in the business of selling something, wear that hat. They NEVER take it off!

How many potential partners have you dismissed because they wanted YOU to BUY from THEM versus THEM BUYING from YOU! Afterall, you are in business too. You want to make the SALE as well. I am always perplexed by these people as they rarely SHOW anyone anything. They are in for the kill, get the sale, and get out! It’s about the ME principle. Look at ME, Buy from Me, Refer Me, Me..Me..Me! How many relationships are positive when the focus is solely on one person?

Most Home business owners are apart of small franchises or MLM’s. These people are out everyday looking to sell someone on an idea of success versus showing the success. Spending time and money on lead generation for prospects, or networking services, or peer meetings all in the hope they SELL someone.

When you SHOW a man how to fish versus SELL a Man a fish, well we know how the story goes yet we largely ignore it because we focus on the fact we cen a few pennies on the fish, versus a few hundred on the EDUCATION. Look at the most successful corporations on earth. How many have an education first mentality? They SHOW people the value, use, and reason to purchase their product.

I challenge you to SHOW someone your business. Don’t sell it. Simply SHOW it! You can do it via an open house, or online demonstration, etc. Invest the time into getting someone to see value in who you are and what you do! Don’t focus on the how and why so much. People want to be educated and they want what they use to provide them with an emotional or physical comfort. Price is not a factor when a person feels they have VALUE for the money they spend. When a consumer is EDUCATED on a product or service, they make their decisions on that knowledge and feelings!

Show your prospect versus selling your prospect, I guarantee you will have more customers than you can count. If you don’t believe me..take a look at Facebook.