Willie Crawford says "you can charge thousands for things that others are charging hundreds for". His comment is based on 35 years experience in direct marketing and 12 years in marketing information products online.
As part of Dan Kennedy's Info Riches course, Rob Toth interviewed Wille Crawford as one of the top information marketers. The interview series is called the "Future Of Information Marketing".
Willie's advice is to "focus on selling a product that offers a solution to a really, really huge and painful problem...one that people would happily pay to solve". Many people try to sell things that the market really doesn't want. But in Willie's experience "people know what they want". Trying to sell something that they don't want or don't understand why they need it or should want it won't get you very far. You will face an uphill battle. Success is not likely.
Do your research. You need to "find something that is so incredibly painful that people would do almost anything to buy the solution". Once you know what they want so badly, sell them the best solution in the market.
It's not necessary for your product or service to be perfect. You just have to offer something that is noticeably better than what anyone else is offering.
For example, the baby boomers are getting old. Old people get sick. A lot of these people have a lot of money and are willing to do anything to alleviate the pain and get rid of the disease that comes with old age.
Many of these people are not invested in the right place so they are going to face serious financial difficulties. You can offer the package to rescue them from their dilemma.
Many baby boomers have money and the time to do some travelling. If you offer them a great travel package you'll have a winner.
The big problem is actually psychological. People are "not properly valuing their expertise, so they are underpriced".
You need to demonstrate and prove the value of your product or service with good copywriting skills. Just "take a deep breath and add another zero or two zeros" to your price. Willie says to "keep a straight face and people will pay those prices because it's not about the prices. It's about delivering experiences. It's about delivering value to people's lives."
Position yourself so you are at the high end of the price-quality spectrum. "Once you learn to position yourself as THE expert who has the information those people are looking for then it's really not that difficult to sell to those people", says Willie.
"People who are willing to pay more money are looking for a higher end product. They are looking for expertise that the average person can't afford. Just let them know that's you and they'll buy it. - 15246
As part of Dan Kennedy's Info Riches course, Rob Toth interviewed Wille Crawford as one of the top information marketers. The interview series is called the "Future Of Information Marketing".
Willie's advice is to "focus on selling a product that offers a solution to a really, really huge and painful problem...one that people would happily pay to solve". Many people try to sell things that the market really doesn't want. But in Willie's experience "people know what they want". Trying to sell something that they don't want or don't understand why they need it or should want it won't get you very far. You will face an uphill battle. Success is not likely.
Do your research. You need to "find something that is so incredibly painful that people would do almost anything to buy the solution". Once you know what they want so badly, sell them the best solution in the market.
It's not necessary for your product or service to be perfect. You just have to offer something that is noticeably better than what anyone else is offering.
For example, the baby boomers are getting old. Old people get sick. A lot of these people have a lot of money and are willing to do anything to alleviate the pain and get rid of the disease that comes with old age.
Many of these people are not invested in the right place so they are going to face serious financial difficulties. You can offer the package to rescue them from their dilemma.
Many baby boomers have money and the time to do some travelling. If you offer them a great travel package you'll have a winner.
The big problem is actually psychological. People are "not properly valuing their expertise, so they are underpriced".
You need to demonstrate and prove the value of your product or service with good copywriting skills. Just "take a deep breath and add another zero or two zeros" to your price. Willie says to "keep a straight face and people will pay those prices because it's not about the prices. It's about delivering experiences. It's about delivering value to people's lives."
Position yourself so you are at the high end of the price-quality spectrum. "Once you learn to position yourself as THE expert who has the information those people are looking for then it's really not that difficult to sell to those people", says Willie.
"People who are willing to pay more money are looking for a higher end product. They are looking for expertise that the average person can't afford. Just let them know that's you and they'll buy it. - 15246
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