Beliefs play a HUGE part of the buying cycle..
What your customers believe about you and themselves plays a major role in getting people from ‘I’m thinking about it’ to ‘I need this now!’
Specifically, there are 3 levels of belief encompassing you, your product/service and also internal beliefs a prospect has about themselves.
For example, if you’re selling a fitness and weight loss plan, then here’s how this might look:
- What does your prospect need to believe about YOU before they buy from you?
Prospects need to believe you have the experience, credentials and that you’re the only expert who can specifically help them with their weight loss goals.
- What does your prospect need to believe about themselves before they buy from you?
Prospects might have tried and failed at other plans before, therefore, they need to believe they have the will, the time and the determination to stick to the plan and get results. They don’t need special equipment or to follow complex plans which might derail them.
- What does your prospect need to believe about your product before they buy from you?
Prospects may have tried other products before, so they need to believe this is the only plan they need to succeed because it’s easy to follow and gets results quickly.
A good marketer can easily satisfy all levels of belief to help assist the sale and move people from no to yes.
If you’re using email marketing, then you can easily turn each of these beliefs into a separate email each or even as one email right before you ask people to buy from you.
My favourite place to use these emails is as a cart abandon sequence because clearly, they’re interested in your offers, but something is holding them back from buying…
And of course, you can also use this when closing high-ticket or selling anything in person too.
