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Chapter 6: Building Your Own Product Awareness
© Cashing in Big on the Health and Wellness Industry. 31
Focus on solving their problems, not selling your product
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The fastest way to kill a new market is to hard sell a new idea to an untapped market that is not ready to accept your new ideas. In other words, the prospects should ‘raise their hands first’. Otherwise, you will be perceived as a sleazy salesman trying to get into their pockets.
No matter what market you are in, whether you are in retail, distribution, network marketing or even door-to-door sales, you must remember the principle that people will only open their minds if you have a solution to their problem. You must focus on the itch, not the scratch.
For example, if you are promoting a wellness product, say an energy booster, you must talk to your prospect about him (assuming he likes) having more energy to go to the gym and build up his body so he can talk to women with more confidence.
If the customer is focused on preventing high-blood pressure, provide him with information on how to reduce blood pressure.
Focus on THEIR needs and not why you THINK the product is the best for them or their family.
The key is to market information first. Not ramming the product down their throats.
