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I hope you’ve been enjoying these “7 Laws of why people buy”. I’ve packed as much useful, actionable information into them as I could (be sure to leave a comment, I’d love to hear what you think about them).
Here’s how far we’ve got…
The Law of Emotion and The Law of Value next we have The Law of Expectation…
Herein lies a tremendous motivator for purchases. We buy based on what we expect to achieve from use of the purchase. In other words, we buy based on what we perceive will be the end result of that purchase.
For example…
We buy exercise equipment because we EXPECT TO SEE THE RESULTS of weight loss, muscle tone and overall better health.
We buy grass seed because we EXPECT TO SEE THE RESULTS of a nicer lawn.
We buy cookbooks because we EXPECT TO SEE THE RESULTS of nice meals and desserts. Yum. Yum.
We buy movie tickets because we EXPECT TO BE entertained.
The list could go on and on. We make a great many purchases because we expect to see some kind of desirable outcome as a result of that purchase.
Learn one thing and you’ll do well in your offer: Don’t attempt to sell the prospect your product, but rather the end result of using your product.
You aren’t selling products or services, you are selling results.
You are selling weight loss, not weigh loss pills. You are selling an education, not tuition. You are selling a romantic evening for two, not a candlelit dinner.
We buy because we want results. Want to sell more? Start approaching your offer from the end and not the beginning.
Ask yourself a simple question…
…”What does the prospect want to achieve with my product?”
Focus on the results.
Increase your website sales by 275% or more...
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