The Desert of Arizona
Sunny 70 Degrees
For today’s issue, I’d like to start by entering a few things into evidence.
FACT: DEMONSTRATION is one of the most effective ways to sell just about anything. If they can see it in action, or even touch it, feel it, or use it, “closing the deal” is a whole lot easier.
FACT: DEMONSTRATING your service is sometimes difficult to do before you get hired by a client. When all you’re selling is your effort or smarts, “giving that away” as part of some sort of demonstration isn’t such a sustainable long term strategy.
FACT: Until you figure out how to DEMONSTRATE what you do in a leveraged way, you will not have optimal opportunity flow through your business.
These three facts are clues to why the Platform model works so well. The Platform allows large scale demonstration of your value. Ask anyone who DOESN’T have a Platform and they probably won’t believe it. But ask anyone who is a year or three into the Platform way of attraction and you probably won’t be able to shut them up… they’ll be pretty enthusiastic about what’s starting to happen.
But depending on what you’re offering to the world, sometimes the Platform thing might not even be enough all by itself.
Let’s say one of your offerings, for example, is a newsletter. Something “invisible” really that doesn’t exist until it’s created… AFTER the client or customer has said, “I want it.”
Kind of hard to talk about it before it’s written now isn’t it? There’s not a lot for your poor prospect to grab onto.
And that’s why you’ll see a wide range of strategies for how to sell something “invisible” like this.
“Try it before you buy it” isn’t really a scalable strategy if you’re offering free work.
But when you’ve developed leveraged tools (newsletters, information products etc.) that LEAD to your higher end services, then “try it before you buy it” becomes an option. And in some instances, it becomes the most effective one.
Getting that “leveraged demonstration” recipe working in your business takes some trial and error. Just know that going in. Maybe you’ll hit it right ont he first try, maybe it’ll take 20 tries… who knows?
I’ve just opened up a “try it before you buy it” experiment myself with the Rainmaker Letter.
The feedback to the Rainmaker Letter is pretty amazing, and now you have an opportunity to test drive it yourself, because I’ve put the risk on my shoulders.