I have a theory about money and selling stuff – and it goes like this:
If you believe that money is hard to come by, you’re right. If you think it’s hard to sell a $1,000 products, you’re right.
Take the new Galaxy Note 8 for or the new iPhone. They both cost just under $1,000 and people are buying them the same day they came out, which is precisely the kind of person I never thought I would be. (for the fist time in my life, I got the new thingy the same day it came out. winning)
Because I always had yesterday’s model phones, I put myself in the same category as those who can’t afford $1,000 products.
Did I NEED a new phone? No. Did I WANT a new phone. Not really. Did I decided to do a little experiment to see if this would change the way I thought about how easy it is for people to $1,000 products. mmmmmyes (ahhh the things I do for science)
This is what I learned.
It’s as easy to walk in a phone store, tell the phone person that you would like to buy THEIR $1,000 phone as it is to sell someone YOUR $1,000 product.
Because of the common denominator here. They both have something that people want. VALUE.
For instance, the Galaxy Note 8 has this amazing camera feature called “Pro”
All I have to do is swipe to the right on my camera, choose “Pro” and I can instantly take professional photos. You know how VALUABLE that is for someone who isn’t really interested in having to invest in those expensive cameras and trying to learn all the different exposures and having carry everything in a bulky bag to hold all of the extra lenses and small pieces I might lose anyways?
Holy shit. Suddenly I don’t care what this thing costs! I want it more than anything in the world. Because now, it’s not just a phone. It’s a desire.
Worth every penny of that $1,000 price tag.
Same thing with your $1,000 high ticket product or high priced monthly services. When you know that all of the work you put into your stuff, it’s worth every penny.
But if they’re not buying from you, the problem isn’t the cost – the problem is that there’s no context for the cost. Because anyone can buy a phone for twelve bucks at Wal-Mart. So why spend $1,000 on a phone?
The answer: Because of context. Because when you’ve got context, you’ve got meaning. And where there’s meaning, there’s emotion. And where there’s emotion, there’s desire. And where there’s desire?
There are sales.
What you’re selling is never as important as the reason someone is buying it.
And an all-too common mistake?
Is simply forgetting to give them one.