In case you haven’t figured it out yet, people are only interested in themselves. Even if you have something that can help make them money, make them more beautiful, or turn them into a rockstar, nobody cares. They are only interested in themselves and what they have to offer.
Once you understand that basic premise, it will make it much easier for you to sell them your products or services.
I’ve known this for some time, yet I forget about it too. You see, I put together a program that allows people who service a particular industry or niche to have their own proprietary AI software that they can sell or offer as a bonus to their clients. I will program the software and give it to them for FREE. Let’s say you are an accounting association – I will create an accounting specific AI program that you can offer to your members, which you can sell or include as a benefit for them joining your organization. This could be any profession or niche: lawyers, real estate agents, podcasters, public speakers, authors, business coaches, course creators – basically anyone who creates content that is very tailored to their members.
Like I said, I am willing to create this software at no charge, and give it to these businesses or organizations. This could be a huge bonus as an add-on to their memberships, or another entirely new revenue stream for them. I’ve got demo versions they can try. I’ve been in the AI business for years and writing software for decades, so this isn’t some rinky-dink application. Typically it would cost tens of thousands of dollars to have someone produce a program like this. Yet, I haven’t been able to get any traction with this offer. In fact, I can’t even get people to send me back a message saying “no thank you.”
Why? Because they do not care what I am offering them. They only want to sell me what they are offering: “Hey, I have this program I want you to sign up for and pay me $12,000. Can we set up a time to talk?” You may have noticed this when you accept new connection requests on social media. (Don’t be one of those people). Start by forming a relationship and seeing how you can support THEM.
Obviously, nothing is really free. What I hope to get out of the deal is collaboration. I want these organizations to cross-promote my program and drive people to my online course. And I’ll even pay them to do that. So they not only get the software for free, but I am going to pay them to send people to my online course. This is a really solid deal and an incredible offer. How can I get the attention of these potential partners and get them to take me up on my offer?
The answer of course lies in making it all about THEM!
If I can show them specifically how this will benefit them and their audience, then I stand a chance at getting their attention. For example, let’s assume you run a ski resort. Trying to sell a ski resort on a custom AI program could prove to be extremely challenging. But if I show them how if can give their users an opportunity to make extra revenue that they can use towards their ski vacations, I might stand a chance. And if it gets people to book those ski vacations directly with their resort, then I stand a chance.
Here is what you need to do
Think about what you are selling. How can you make it be about your customer rather than you or your company? Many websites still fall into the trap of making their home page be about the company rather than about the customer (that is what an About US page is for – your home page is supposed to be about the customer, not you).
When giving speeches or even introducing themselves, I often hear coaches and consultants say, “I do this“, “I can help you with that.” STOP! Get rid of the word “I” from your vocabulary. It isn’t about you, it is about how you can help your customer. Period. Nothing else matters.
Changing this behavior is hard (after all, just like your customers, you really only care about you).
But I challenge you to do this and see the difference it makes in your sales.