Psychotactics

So how do you increase sales?
Do you do the crappy countdown like all those stupid, stupid Internet marketers only interested in making a quick buck? Do you do a pressure-sale like those snake-oil salesmen from the 19th century? Do you push and push, till the customer simply gives up and buckles in?

What do you really have to do to increase sales?

Well I wish it were one thing
But it’s not one thing. There are many things you need to do to increase sales. However, we do have a starting point. And that starting point is simply, ‘enthusiasm.’

How do you increase sales?
You increase enthusiasm.
Because sales is a transfer of enthusiasm from one person to another.

How do we know this to be true?
Imagine you’re a bit of a foodie. And you’ve found this great restaurant. And you want to tell all the rest of your foodie-friends. What do you do? Well, you tell them, don’t you? And how do you tell them? You show excitement in your voice, your eyes, your body language, your hand gestures. Probably your hair is doing the salsa as well

So what was your commission on selling this great restaurant?
Nothing. You don’t get a commission. You just loved the restaurant, and so you decided to spread the word. And you did so enthusiastically. But what if you ’sold’ the same restaurant without the excitement? Without the voice/eyes/ears/hair/face aglow? How many takers would you have?

Sales is a transfer of enthusiasm from one person to another
If you’re excited about a product, you show it. If you’re excited about a service, you show it. I’m excited about creating this material and recording it, so I show it. I draw cartoons, create a podcast, and  write a post. Takes me about two hours to do it all. And what am I selling? Are you buying anything?

Yes you are!

You’re buying enthusiasm.
First enthusiasm. Then content.
We can’t miss out the content part. But hey, believe me, I’ve seen hundreds of people with great content. The reason why they don’t sell is they don’t have enthusiasm. And enthusiasm can be demonstrated in various ways.

• In your writing.
• In your speaking.
• Even in your photos!
  

Sales is a transfer of enthusiam from one person to another. Write that down. Put it on your computer. Keep it in your wallet. And remind yourself. It ain’t the content. It’s the enthusiasm, that counts!

Just don’t overdo it, OK!

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This entry was posted on Saturday, September 27th, 2008 at 3:05 am and is filed under Podcasts, Why People Don't Buy. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.