You are thinking about creating your first or next publication.
Two words are running in the background of your thoughts whether you realize it or not.
The same is true with your buyers, when they are considering investing in what you are offering.
It can be easy to forget about those two words in your enthusiasm once you have birthed that booklet or other information product.
Yet without focusing on those two simple yet powerful words, you can be losing out without ever realizing why.
The two all-important words that trigger your actions and that must be answered are "so that"______.
So that what? You have decided to create a tips booklet so that what happens? So that you become a published author with certain credibility? So that you market your business in a unique and lasting way? So that you generate new income? So that you have no-schedule-related revenue? So that you expand your product line? What do you want this venture to do for you, so that it makes sense to spend the time, effort, and money to bother doing it? Something is motivating you to even consider it, much less to bring it to fruition.
You might be very clear about why you are making it happen.
And that could be only one or more of several reasons that are the basis for your decision.
Other reasons may be hiding under the surface, presenting themselves as you proceed along the path of creating, marketing, and distributing what you've done.
The same two words are just as important to someone you approach as a potential buyer of what you've created.
You may see specific results that decision maker can experience by buying and using your tips booklet.
You may see those possibilities very clearly, results your buyer might not have considered.
Whether your prospective buyer identifies valuable results or not, that is what determines if a sale will happen.
That is where your focus must be, not on you or your goals.
Your buyer can use your tips booklet as a promotional tool so that their own product or service sales increase or so that their mailing list expands or so that their brand has greater name recognition or so that they attract and retain more members, customers, or patients.
The value completely depends on what is important to your decision maker, which only they know for sure, and could be something you had no reason to consider or to know.
That is the conversation you must have so that you can serve that client well and so that you can make a sale.
ACTION - Think back on the last time you spoke with someone about your booklet or other form of your bite size brilliance.
You approached the person by email, phone, or face to face so that you could discuss what you had so that they could consider buying it from you.
You might have had specific suggestions to offer about ways they could use it.
Did you think of what those uses would accomplish for them? Prepare yourself with 3-4 ideas so that your prospect starts thinking about just how valuable what you are offering actually is to them, so that you increase your likelihood of a sale now and repeatedly way into the future.
© 2015
Two words are running in the background of your thoughts whether you realize it or not.
The same is true with your buyers, when they are considering investing in what you are offering.
It can be easy to forget about those two words in your enthusiasm once you have birthed that booklet or other information product.
Yet without focusing on those two simple yet powerful words, you can be losing out without ever realizing why.
The two all-important words that trigger your actions and that must be answered are "so that"______.
So that what? You have decided to create a tips booklet so that what happens? So that you become a published author with certain credibility? So that you market your business in a unique and lasting way? So that you generate new income? So that you have no-schedule-related revenue? So that you expand your product line? What do you want this venture to do for you, so that it makes sense to spend the time, effort, and money to bother doing it? Something is motivating you to even consider it, much less to bring it to fruition.
You might be very clear about why you are making it happen.
And that could be only one or more of several reasons that are the basis for your decision.
Other reasons may be hiding under the surface, presenting themselves as you proceed along the path of creating, marketing, and distributing what you've done.
The same two words are just as important to someone you approach as a potential buyer of what you've created.
You may see specific results that decision maker can experience by buying and using your tips booklet.
You may see those possibilities very clearly, results your buyer might not have considered.
Whether your prospective buyer identifies valuable results or not, that is what determines if a sale will happen.
That is where your focus must be, not on you or your goals.
Your buyer can use your tips booklet as a promotional tool so that their own product or service sales increase or so that their mailing list expands or so that their brand has greater name recognition or so that they attract and retain more members, customers, or patients.
The value completely depends on what is important to your decision maker, which only they know for sure, and could be something you had no reason to consider or to know.
That is the conversation you must have so that you can serve that client well and so that you can make a sale.
ACTION - Think back on the last time you spoke with someone about your booklet or other form of your bite size brilliance.
You approached the person by email, phone, or face to face so that you could discuss what you had so that they could consider buying it from you.
You might have had specific suggestions to offer about ways they could use it.
Did you think of what those uses would accomplish for them? Prepare yourself with 3-4 ideas so that your prospect starts thinking about just how valuable what you are offering actually is to them, so that you increase your likelihood of a sale now and repeatedly way into the future.
© 2015
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