The fine line…

The fine line…

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The fine line…
“Teach don’t sell.” This is one of the most abused catch phrases of the day. While there is some truth to it, often it can become a mortal trap for lots of professionals. Let me explain. A couple of days ago I was talking with a friend of mine. He’s a smart, experienced guy with […]
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“Teach don’t sell.”

This is one of the most abused catch phrases of the day.

While there is some truth to it, often it can become a mortal trap for lots of professionals.

Let me explain.

A couple of days ago I was talking with a friend of mine. He’s a smart, experienced guy with a great reputation in his field. Overall he’s doing ok as a consultant, but he was complaining to me about his online sales. “I wrote a 48 page e-book that is cram packed with value. I get all sorts of thank yous and compliments from people on my list, but they never buy!”

My response? “Why should they? You’re giving it all away for free.”

“But I want to build the relationship by giving value up front. Everyone knows that’s a great strategy.”

My response? “It’s a great strategy for not making sales – that’s for sure!”

You see, I totally agree with the idea of creating reciprocity by offering value. However, that doesn’t mean that you forfeit your first-born daughter!

My philosophy is that you share “the what” and sell “the how”.

Give your prospects a great outline, but don’t give away the complete recipe. After all, if they need it they should be more than happy to pay for it!

My friend looked at me with a puzzled expression, “you know, you’re right.”

Want to create a lead generation engine for your business that doesn’t give throw out the baby with the bath water?

Click here http://clickmeter2.com/27mm and check out our services.

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