hey miles Becker here miles Becker calm
and in this video I'm gonna help you
answer an incredibly important question
or series of questions that you're going
to need to ask yourself and you're going
to need to answer in order to achieve
success selling whatever you're selling
that question is what is your product
product product once you understand the
answer to that question
everything becomes easy the knees goals
desires of your target market become
known how to message and how to position
your product or service in the
marketplace become known and what you'll
end up doing when you answer these
questions is you'll be able to meet your
prospects in their head with a
conversation that they're having with
themselves in their mind and when you do
that and you enter that conversation
effectively they have a feeling of oh
this person gets me or this product gets
me or this brand gets me and at that
because you're you're speaking their
language if you will and their
likelihood of purchasing or becoming a
lead goes up by magnitudes okay so what
we're really doing is we're going one
level of meta beyond kind of an old
sales example and the old school sales
example you may have heard of before and
I've got some other examples after this
but I want to start here is that you
never sell a person a drill you're
selling them the hole right and the
concept is it's an old sales education
thing is when someone's in their
hardware store looking at the drills
they're not really they don't care about
the drills they don't care about how
many horsepower they don't care about
the bit size I don't care about it that
much
plug-in electric battery who cares all
they care about is can this device put
the hole that I need in the thing I need
a hole in because if the answer that is
yes then they have a much higher
likelihood of buying and that's the only
question they have in their mind but
we're taking this one step further right
so the product in this one is the drill
the products product is a hole but we
need to answer
what's the products products product and
that product product product is what is
that hole going to do for that guy right
so if we're talking about he's trying to
hang a new flat-screen television inside
of his mancave that is the conversation
he has in his head when he walked into
that hardware
store he's walking in like okay I got to
figure out how to hang my new 70 inch
ultra plasma whatever it is on the wall
and I need that bad boy to stink so
that's a 2000 dollar TV and man I need
to make sure this thing sticks when the
salesperson uncovers that that is the
true desire of this individual then
sales become easy because the
salesperson could say okay you're gonna
be drilling through sheetrock and a stud
so you need this one you might not have
a power cable so you need a battery
driven one you're also going to need
these wall anchors you're also going to
need this and when they're conversing
literally about how to hang that TV on
the wall in the man cave and that's the
story that's coming out and that's the
conversation between the salesperson and
the consumer the sales become easy and
all the upsells the anchors of this the
plates the backing blah blah blah all of
that is effortless and that average
sales going to go way way up at that
point so how do you figure out what your
is in let's say you do services let's
say you do local SEO services or local
social media marketing services
what is your products products product
right well first of all it's you know
you want to get their brand presented
effectively but they don't really care
about that right be the owner of that
business doesn't really care you're
going to drive more traffic to their
website that's the product product they
don't really care about that right what
do they care about their phone's going
to ring they're going to get more
customers coming in they're going to get
more lead request form whatever that end
result is that that consumer that that
business owner in this situation has
that's what they care about and you need
to speak to them in those terms so if
you're selling services whether they're
WordPress services or social media
marketing services they don't the
business owner you're talking to does
not care about your methodologies they
don't care about all the specifics if
I'm going to post three times a day for
you organically on Facebook and I'm
going to do this that we're going to
target your audience they don't care
what do they care about they care about
ROI return on investment and they care
about the number of either it's either
phone calls or lead generation there's
going to be some metrics to them that is
one step before ROI unless they're
selling digital products for me I'm all
about ROI but a lot of local businesses
like a dentist you're not going to make
a sale right from click on Facebook to
click on a website there
going to call and schedule an
appointment and oftentimes that is the
product product product that they care
about so let's go another step deeper
right
ever heard of Rolex watches you know any
watch that cost more than fifteen
dollars is jewelry let's be honest here
because a Rolex watch that cost five ten
twenty five thousand dollars or more
does the exact same thing that your 15
dollar Casio watch is going to do and
honestly we all got cell phones in our
pockets that all have watches on them so
why do people buy Rolex watches well the
product is a watch the products product
is that it tells time the product
product product is really powerful it's
status
it gives that individual of having that
specific type of bling and that puts
them in an elevated status around their
peers because they've got that one
weaving Bentley sells Bentley the
automotive manufacturer that sells coupe
A's and sedans that run 150 200 300 500
thousand dollars and more they're
selling an automobile automobile right
they're selling the ability to get from
point A to point B reliably that's not
really what they're selling they're
something Gatiss they're selling that
that level of I drive this one it ain't
keeping up with the Joneses that's
staying ahead of the Joneses and that's
one of those conversations and one of
those things inside of people's heads
that they're like how can I show to the
world how powerful and successful I am
grab a roll II spend 120 hundred fifty
thousand dollars on a on a youth Bentley
and you look like you've got your stuff
together even though they're probably
just chasing the cash flow so let's back
scale this back you might not be selling
Rolexes or Bentley's don't even know
where that came from but let's scale
this back let's say you're doing
nutrition you're a local fitness center
or your local kind of a health coach per
se or a fitness coach what are you
selling right well you're selling
fitness services right you're selling
the ability for them to lose some weight
and have some accountability great
that's the products product but what's
the product product product it's being
able to put on that bikini in two and a
half three months when summer hits and
feeling great about how good you look
it's about being able to go to that pool
party in Vegas this spring and turning
heads when you're walking by in your
suit
versus feeling like you need to keep a
t-shirt on at all times right that is
ultimately what you're selling in that
situation for the meditation stuff
yeah we're selling meditation yeah we're
selling them the ability to feel good
we're selling them the ability to
connect with a feeling of love and
energy that flows throughout from within
them and when they realize that and they
connect to I'm loved
I have connection to something greater
in this world and that's the feeling
that they get boom that's the powerful
point they want to get to very few
people are going around buying
meditations because they feel like they
want meditation they're thinking about
what will this do for me
how will this help me feel more joy and
more love and more fulfillment or how
will this help me release fear in my
life now I unfortunately can't kind of
do this for everyone oh there's one more
example somebody commented and it was
like I run a ready quick concrete
business and I thought this was a great
example they were looking on Facebook
trying to figure out how do i target
people who want ready-mix i can't find
anybody who wants quick-set concrete i
can't find any interest on Facebook
about quick-set concrete of course you
can't no one cares about concrete ever
the only time we start to care about
concrete is when it'll do something for
us what would someone want concrete for
maybe they're doing a DIY backyard
landscaping project okay that's the
products product why are they doing that
because they have a nephews wedding
coming up in their backyard next year or
they're getting a whole new grill and
they're going to have the softball team
over for barbecues this year there's
always one level deeper about what is
not just a product going to do but what
does that products going to create for
the end consumer then you got to go one
step beyond why do they want what that
product will create what is the end
emotional result they want to impress
their softball team with how cool their
homemade DIY backyard barbecue kitchen
set up they built themselves they want
to impress their friends and that is why
they want your concrete very abstract
thinking
but if
you go through that series of questions
of what is the product product product
and you get to that third level down at
that point you're able to tune into the
actual emotional either and it's either
a push or a pull right it's either fear
driven I'm escaping something or to push
I'm going towards something else in my
life and when you know what that is for
your customer and you get in that
conversation in their head of they're
really trying to build out the dope
backyard barbecue set up so they can
impress all their friends then you can
sell them the right ready mix that's not
going to crack it's going to look
flawless its self leveling so everything
shows up level and it'll make you look
like a pro Mason versus the other guys
stuff that's going to crack it's going
to fall apart it's not going to be level
everything's gonna be Katy office and
it's not going to look great when you're
able to communicate what your product
will do to your end user in that clear
of terms about what it will do for them
emotionally and how it'll emotionally
solve their needs
ding-ding-ding-ding-ding you have just
won my friend and at that point you make
a sale or you generate the lead or
whatever that step is for your users so
if you haven't thought about this it's
definitely worth taking some time to
journal it out or think about on a walk
because you really got to get understand
of what is your products product product
if you're curious mouths what's this
make money online stuff what's the
product product product for making money
online or internet marketing freedom
I'm helping you achieve freedom in your
life I'm not helping you make money
online I'm not helping you fire I'm
helping you achieve freedom full time
freedom full location freedom full
financial freedom it's freedom it's not
the marketing tactics it's not the
Facebook course it's not the go click
here it's not click funnels it's not
thrive themes freedom and the fact that
I get that means that I'm able to speak
to you in these terms to help you
achieve the freedom you desire and when
I do that you know like and trust me
that much more it puts me leaps and
bounds above everyone else in this space
trying to teach internet marketing
trying to teach how to make money online
it's because I get that and it's because
I position things in this way is why
that works so do yourself a favor
dig deep what is your product products
products we can't figure that out are
you one
or something leave me a comment I'm
starting to get bombarded and an
overwhelming number of comments but I
will answer everyone I possibly can so
feel free to leave a comment or if you
figured out what yours is you have an
aha moment leave me a comment I want to
read it I want to see it I love hearing
about your aha moments that's the fuel
that kind of fires me up to keep me
going because that puts you one step
closer to the true freedom you desire
and that you deserve all right miles
Decker here give me a thumbs up in
YouTube click Subscribe thank you very
much for your time I do appreciate it
and I will see you on the next video
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