Success & Prosperity Blog

How to Increase Your Sales

By Randy Gage in Critical Thinking, Success, Prosperity.

One of the mastermind groups I belong to was having a discussion about a certain business model a member had. It really wasn’t congruent with his business plan any longer and it was actually hurting his core business. So he was debating the merits of shutting it down. Everyone was sharing his or her suggestions for the best way to do that.

 

I interrupted the discussion with an alternative: give the venture to me, I would invest in it, and send him twenty percent of any profits I made in perpetuity.

 

Several other members had a similar business model and they immediately wrote in to say why this was a bad idea and wouldn’t work. (People are cheap, they expect everything for free on the Internet, etc.) I refused to believe this and offered to prove what I was suggesting could increase profits on their own websites.

 

I’m a very good marketer and successful entrepreneur, and these people are aware of my success, so you probably think I was deluged with offers.

 

Nah.

 

Instead they doubled down, sending even more responses explaining to me why their markets are cheap, don’t spend money, won’t buy high-dollar products, expect everything for free, and/or won’t respond to marketing.

 

And my mastermind group isn’t alone…

 

Back when I still did consulting, I heard variations of this from almost every client I had. Everyone thinks they’re in the cheap market and the lucrative one is that one over there.

 

Right now you have certain beliefs about your business and your customer or prospect base. You believe there are certain price points or conditions they will accept and you have evidence to support your beliefs. But those beliefs are probably wrong. And they’re not serving you or your customers.

 

The “evidence” you’re relying on is the fact that most of the leads you get don’t convert into customers, or most of your customers purchase the lowest priced products, or that when you attempted to raise your price, you lost some customers. And based on that evidence, you’ve come to the belief that the people who are your prospects and customers are cheap and/or expect everything for free.

 

Here’s the truth…

 

Your customers are simply responding to the way you’ve trained them. Because we all train our lists/readers/customers/subscribers/prospects.

 

We teach them that we are here to give them shit for free, we train them that our stuff is worth minimal or negligible value, or we convince them that we offer a true value at any price point.

 

It’s true that not all your prospects are going to buy, and of the ones who do, many won’t big high price point items from you. But that’s not because your people are cheap; it’s because you aren’t doing your job well.

 

Other than the occasional ascetic and those living in Buddhist monasteries, the people you are labeling as cheap or non-responsive are still people with hopes and dreams, problems and aspirations, fears and wants, needs and desires.

 

They are buying cars, houses, video games, books, info products, iPhones, football jerseys, Beats headphones, HD TVs, elves on shelves, One Direction albums, wrench sets, $250 Nike sneakers, jewelry, washing machines, cameras, seminars, streaming movies, and millions of other items. And they were waiting in line at 4 am on Black Friday to max out their credit cards buying numerous products of nebulous value.  

 

Ninety nine percent of your prospects are spending 100 percent of their paycheck every week. (And then some, since the average person lives on about 115% of what they make.)

 

Let those last two sentences really sink in for a second…

 

Please don’t delude yourself that your prospects don’t have money or don’t purchase things.  Let’s just accept that they may not be purchasing things from us in the quantities or price points we want.  And that isn’t their fault.  The fault is completely and entirely our own.

 

It is not our prospects’ and customers’ job to know what products they want.  It is our job.

 

Any time our customers aren’t buying enough products or services from us, it’s because we either haven’t:

 

All prosperity is created by doing one or both of two things:

1) Solve problems

2) Add value

 

When you solve problems or add value, people will crawl naked over broken glass to throw money at you.

 

Please. Stop trying to convince me your customers don’t have money or don’t spend it. They do and they do. The better discussion is the one centered on how you can solve problems and add more value, so more customers and prospects spend more money with you.

 

Want to know how to massively increase your sales? Stop talking yourself out of it.

 

Last thoughts: before you post any comments below explaining why your business is different and what we’re talking about won’t work for you – please remember this:

 

Only argue for the limitations you want to keep!

 

-RG

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56 comments
ralfit
ralfit

Great post Randy! Thanks! Everything is in our mind in bringing more value and solving people's problems... so let's go out there and do it! :-) 

Talya Mitzafon
Talya Mitzafon

Lately I understood that I argue only  for the limitations my unconscious mind  want to keep!
 I am not arguing any more, I am just listening to my negative inner voices and to wise people and friends,
and learning the lessons.
Thank you Randy for this brilliant lesson.

Hans Cnops
Hans Cnops

Great post! Thanks for the reminder :-)

Jamie Loh
Jamie Loh

Superb post. Thanks rocksta!

AAzadi
AAzadi

ممنون رندی

فوق العاده مثل همیشه...

Asghar7163
Asghar7163

سلام حالتون که عالیه 

شما ایرانی هستین   من اولین باره متن فارسی توی سایت رندی گیج میبینم این ایمیل منه      

با هم دزازتباط باشیم خیلی خوسحال میشم

خیلی خوشحالم ازآشنایی باهاتون

شاد وثروتمند باشید

asghar7163@chmail.ir

MnSue
MnSue

I agree, I totally agree. I believe that people will find the $ to do whatever they believe in. I get close to 95% sign up rates in my business. Why? I paint a picture of what they get for the price and they see the value. If we stop to give always for free, then they will expect "always for free". I also have started giving back to my team that make my paycheck, instead of to those I don't know and guess what? It continues to expand. When they see that I care, they know I am in it for the long haul...not to make a fast buck and run. Too many take the $ and leave people in the dust...so maybe that is why so many search for free, if they can get it, why not? Learn to earn it...no matter who you are and where you are, in life.

BroVic
BroVic

Thanks for a very insightful and thought-provoking post, Randy!

Reza1990
Reza1990

Another super awesome lesson about abundance...let me tell you something,even the way we talk to our customers can cause a huge change...our belief in our products and services can alter their attitude n they'll buy it no matter how expensive it is ! Massively worked for me...tnx for ur amazing article Randy.

Terry Brock
Terry Brock

Great ideas, Randy! The real limits are, and have always been, in our thinking. Thank you for sharing this. 

artjonak
artjonak

Great post Jedi Gage! Truly. The last hundred years of economics taught us that price drives demand. Now we're learning that convenience for the customer drives it even more.

Find a frustration. Solve it. Make it simple. Make it convenient. Put a price on it. Repeat. :)

ralfit
ralfit

Great post Randy! Thanks for this thought that will impulse us for Hollydays...  Wish ya all the BEST! and a Happy New Year! Cheers & Greetings from COlombia :-) 

Joel Magno
Joel Magno

Wow! your so right. Now i need to bring this to my team. Thank you Randy Look foreword to meeting you at Master mind 

ErikaHilliard
ErikaHilliard

Wow! You hit the nail on the head every time! Thanks Randy!

Rita
Rita

"Stop talking yourself out of it" and  "Only argue for the limitations you want to keep." THANK you for an awesome Christmas present!

BobNegen
BobNegen

Amen!  I especially love the line "only argue with the limitations you want to keep!"

ThomasMrak
ThomasMrak

This applies to creative types such as writers, musicians, artists and others as well. 

It's even WORSE in some ways if you are a creative type. Many people do not see writing, painting, acting, art, music, etc. as work. It takes immense amounts of work to master any craft.  

People believe that artists, writers, musicians others should do their work for free or discounted rates. 

Well, it takes a lot of work to become good at something, and you have to keep learning and practicing- just the way a business person does. 

Why should someone who is genuinely good at something work for peanuts?

People don't work a job for free, yet they believe that business people and creative types should work for free. 

There is an audience somewhere that will embrace your creative work or your product or service 


ChalkyWhite
ChalkyWhite

How true this article is.  It might be a little long for those who are not really interested in learning, but that clearly doesn't apply to you... Or does it?

TemTin Lyfe
TemTin Lyfe

Awesome article. 2015 looking bright already sales wise.

souravghosh
souravghosh

Awesome article Randy sir. And the last line reminded me of Richard Bach's line "Argue for your limitations and they are surely yours".

Vance Harvey
Vance Harvey

Bang on Randy... and I love your last comment.... "Only argue for the limitations you want to keep!"   I will use this when chatting to other people about various issues - and myself sometimes :)

Brad Petty
Brad Petty

You boiled it down to four words- Solve problems, Add value. Reminds me of the back of a shampoo bottle; lather, rinse, repeat... Keep it simple. Thanks for bringing it back to the forefront.

alenimatsas
alenimatsas

Great post Randy - really resonated with me and it truly makes sense. Thanks for sharing!

PeterGHorrill
PeterGHorrill

Unlearn what dis-empowers and learn what empowers.. it's on an ongoing process. Think like a marketer! ie: FROM a marketing mind.

OllieKennon
OllieKennon

A Great Year end perspective! Thanks Randy!

William
William

I think I have known this for a while in the back of my mine, but I'm glad you brought it to the front. I know people spend money when I'm not around, but it didn't make sense why they they didn't spend with me. Thanks again.

Janice Moranz
Janice Moranz

You can market my business , but I'd like 30%

CarlyAlyssaThorne
CarlyAlyssaThorne

Abundance is a mindset as well, so if you think everyone is cheap, and your thoughts are also thinking cheap thoughts it goes to stand that you won't step out of your comfort zone to create wealth and take the action steps necessary let alone have the mindset of success to draw clients. High End Clients want to know the person their hiring not only can deliver high content, high quality, however have the mindset and attitude to go with it at least that has been my experience.

Diego Guerrero
Diego Guerrero

¡Oh, my god! That`s exactly the words I was looking for. 

RFChristine
RFChristine

DAYUM. That hit me in the gut! Needed that. You rule, as always. Xoxo

 

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