“It doesn’t have to be just sales and discounts. I think that this is the power of copywriting: that a good copy can convince you that the state of your life, right now, you just can’t bear it any longer. However you’re living your life right now, you need to stop and you need to buy the service or you need to buy this product so that your life becomes better in whatever way, whatever benefit that your product or service offers.”
Vanessa Kynes is back on the podcast and we’re chatting about the two elements necessary for booking services or selling products: building trust and increasing demand.
As we mentioned back in episode 100, we’re going to start answering your questions at the end of each episode. So, if you have a question to submit, send us a DM on Instagram. And who knows, maybe your question will become the topic of an entire episode.
Find it Quickly
- 10:33 – Trust and demand
- 12:32 – Are you really able to do that for someone like me?
- 15:45 – How to build trust and demand around a product or service
- 16:26 – Trust
- 22:50 – Make it easy for clients to share about what you do and how well you do it
- 25:25 – Show up consistently and share what you do for others
- 33:30 – Increasing demand for a product: focus on the benefits
- 37:58 – Building demand for a new product or service that people don’t even know they need
- 41:28 – Creating urgency for demand
- 44:42 – Showing off the transformation your product or service offers
There is really only one question you need to answer when selling your product or service:
Are you really able to do that for someone like me? [that = whatever benefit your product or service promises]
Sales and bookings come down to two things: trust and demand.
People book us when they trust that we or our products can get the best results for them. It’s more than whether we can get results—they want to know if it will work for them. I know that works for some people, but I’m just not sure it will work for me.
And, of course, we need to get a prospect to the point where they feel like they need our service or product to begin with. We need to build demand with our audience. And not just demand for a solution, but demand for our solution.
Fortunately, we can directly influence each of these elements.
Resources
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