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by
Sabri Suby
in having the best product or service but in your ability to market your products or services.
you for solving problems. A transaction takes places where, in the mind of the consumer, the value of the solution you’re selling outweighs the price you’re asking.
4% of activities that move the money needle. In reality, 20% of activities bring in 80% of your company’s revenue. The 4%
you how to become the trusted authority in your space against whom all your competitors are measured. Then I’m going to show you how to use that status to have customers practically throwing money at you.
ability to write ads and marketing messages that sell is by far the most lethal money-making skill you could ever hope to acquire.
message in front of huge numbers of people all at the same time. 24 hours a day, 7 days a week, 365 days a year.
who know how to craft a killer sales pitch that forces people to whip out their wallet and throw money at you will always be rare… incredibly valued… outrageously well paid… and sitting in the driver’s seat of their abundant future.
essentially created a money-printing machine.
secret selling system and
They’re not easy to sell to business owners and entrepreneurs.
One of the secrets to skyrocketing sales is by appealing to a larger market. The Larger Market Formula breaks down the entire audience of buyers in any market into four key categories:
In any given market at any given time, 3% of people are in ‘buying mode’.
They are either gathering information (17%) or ‘problem aware’ (20%).
those who don’t even know they’re thirsty to begin with – because this market is a whopping 60% of all people!
systems in place to capture and nurture the other 97%.
To reach the 97% who aren’t ready to buy now (but could be very soon), you have to educate them. When a prospect isn’t informed or knowledgeable on a subject, they’re in a state of uncertainty and people don’t buy in this state. But the more they know, the more likely they are to buy.
your message must be powerful, insightful, and education-based,
the dynamics and psychology of the relationship between your business and your potential customers.
install a system that: Attracts Educates Nurtures Gets prospects to act!
Educate your prospects so they know more about the process of solving their problem, and they’re empowered to make a better buying decision. (Do this using a High-Value Content Offer, i.e. free reports, videos, cheat sheets, or other value-based materials. You’ll learn how to do this in Phase 2.) Take your best sales pitch or frequently asked questions and turn them
into assets that nurture prospects on autopilot. At the same time as giving them information, you’re also moving them up the pyramid. (Do this using the Magic Lantern Technique, which you’ll learn in Phase 6.) Position your solution as the obvious choice. Make them an irresistible offer using ‘The Godfather Strategy’. (You’ll learn how to do this in Phase 4.)
of the 97% of prospects from ‘not buying right now’ or ‘not even thinking about it’ to becoming your customer right away.
The best way to do this is through what’s called a sales funnel.
a sales funnel is a controlled path an online user takes to become a website visitor, then a prospect, and finally a customer. It’s a way to convert prospects from uninterested, confused wanderers into your best customers.
You must know your customer intimately!
the most basic starting point is understanding who they are. When you understand this, you can tailor your marketing message directly for your audience.
For your message to stand out from the crowd and really win customers, you must go deeper. Much deeper. You need to uncover your customer’s deepest and most primal desires.
must delve into their fears, hopes, wishes, and dreams.
Your Power 4% I call these customers your Power 4%. Why? Because they have the power to make you filthy rich!
You need to read your prospect’s mind. You must be obsessed with their passions, dreams, fears, and desires.
need to get started is two or three major
keywords or search phrases around your products or services. Once you have those in place, it’s time to do some detective work. You can download the halo strategy worksheet at
Think about the one or two major keywords and search terms people use to search for your products or services.
Find the gaps or shortcomings in the products or services already out there.
the next Phase to attract your dream buyer.
AnswerThePublic.com. This tool is one of the best-kept secrets in the sales and marketing industry, and it will give you invaluable insight into what your customers are thinking.
Creating Your Dream Buyer Avatar
Knowing your dream buyer changes everything – your product and service offering, your marketing strategy, value proposition, pricing, tone of your copy, what channels you advertise on, and more.
going after a dream buyer is to focus your message and marketing budget on whichever market is
Focusing on your dream buyer brings clarity to your marketing message, and your copy becomes sharp and hard like the tip of a spear that cuts through the noise in your marketplace, which ultimately leads to a more profitable business.
Truly understanding and empathising with their biggest frustrations and challenges are the most important keys to defining your dream buyer avatar.
‘I wish someone would just write this sales copy for me’. ‘I need to lose ten kilos before my wedding’. ‘Ugh. I wish I could just have someone run my Facebook ads for me’. Your dream buyer’s frustrations and challenges are integral to the products and services you offer.
There are a number of emotions behind the challenges and frustrations your dream buyer is experiencing – they could be sadness, anger, fear, remorse, hope, a desire for something better. By speaking to exactly what
your dream buyer is feeling, you’ll be able to connect with them emotionally on more than just a rational level.
tell. The logic here is simple. When your dream buyer sees a testimonial from a customer who solved their biggest frustrations and challenges with your product or service, then they are more likely to buy from you. They can see this positive transformation take place in someone else. 4. What are their hopes, dreams, and desires? Knowing your dream buyer’s hopes, dreams and desires helps you paint a vivid picture of what life could be like after using your products and services. Think of it as selling the dream and painting a picture of the Promised Land.
5. What are their biggest fears? What are your dream buyer’s deepest fears? What keeps them up at night, tossing and turning, unable to sleep? What do they worry about in their mind but never tell anyone? Fully understanding your market’s deepest and most primal fears is an often overlooked
People are motivated more by pain than they are by pleasure. They are more motivated by fear of loss than they are by the desire to gain something.
‘Enter the conversation already taking place in the customer’s mind’.
