Mr Roger.
Few weeks ago I read a biography of the great Mr Roger’s, he was one of my favorites as a kid. I’d watch him every day after school.
In my (correct) opinion, Mr. Rogers did something that made him one of the best salesmen of all times.
He wasn’t selling products, it was neighborly wisdom (and cardigan sweaters). But he sold it brilliantly.
See if you pay attention, you’ll notice he never actually tried to solve anything. Not even once. He picked a problem and spent the entire time just sort of talking about it.
He didn’t preach. He let you draw your own conclusions. Whatever lesson you learned was your own.
It’s the same with selling.
Most people don’t sell. They pitch.
This is a huge problem, especially online. Most businesses only tease the problem their customers have. The rest of the time they spend blabbering about all the fancy features their product has. Then they answer some questions nobody asked and wonder why their sales are flat.
But here’s the real deal…
People don’t buy because you gave them all the answers. They buy because you understand their problems and because you can fix them.
So, if you want excited customers who trust that you have the best products and are begging to buy from you… then you need to fix that first. Show them you understand their problem. Explore it with them. Let them sit with it and come to their own conclusions.
That’s what Mr Roger’s did. That’s what great selling does.
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