Building Interest In Your Products And Services

On a typical day, your potential customer is exposed to thousands and thousands of different advertisements and in some cases, they’re approached about a product or service or presented an offer for that product and/or service.

Now, we’re not here to talk about advertising or marketing. You hopefully already understand the massive importance of that. What we’re going to be talking about over the next several minutes is building interest so that you can sell more of your products or services.

This is an area that a lot of people struggle in. They’ve got a great product or service, they put in the time to make sure it’s worth purchasing, and they have a level of uniqueness that separates them from their direct and often times, fairly successful competition. With multiple people across multiple companies competing in the same space, it can get frustrating when your competition is selling products and services at a much higher or even faster rate.

Don’t let it get to you. Your competitors may be doing something right but that doesn’t always mean you can’t kick it up a notch and explode your effectiveness in selling your products or services. Let’s think for a minute what really is interest and what role does it play throughout the entire sales process: Is it the most important part or are there other key areas you should be focusing on as well?

Turns out, interest is only one small part of the equation. There are really four key areas you should be paying attention to and putting in most of your effort. In copywriting there a bunch of different formulas for crafting a superb sales page, offer, you name it. There are also many different formulas for advertising and marketing as well.

The one formula that rings true and can increase your chances of success throughout all three of those processes, even including sales, is called the AIDA principle. What AIDA stands for is attention, interest, desire, and action. If you’re missing one piece of the puzzle, you’ve just destroyed the entire process and potentially lost out on a customer.

As you can see here, interest is important but if you don’t first grab attention, your customer is not going to move onto the next step and will not be interested in your product or service. In understanding that we must first get attention before we can generate interest, let’s talk briefly about attention.

Attention is actually fairly simple to generate. Most people do it the wrong way and then they wonder why their competition is doing significantly better. You can’t just have a product or service and instead must have THE product or service that THEY (your customer) needs to purchase. I know, sounds simple right? Not always. There’s ways you position your product, service, offer, message, or presentation, above and beyond the rest and that’s by having something unique and different.

With your customer exposed to all different messages and offers every single day, something unique and potentially different, even though your direct competition has something similar, can break their concentration and grab attention to what you’re offering. You do that by crafting a compelling offer and having a unique and valuable product or service that’s something they particularly want and need (desire).

This gets us into building interest, what this article is all about. You must provide products or services that again, they want and need. You’ve probably heard the saying “Give your customers what they want” and that absolutely holds key in generating interest for what you have. Selling your products or services to un-targeted and undesirable people makes absolutely no sense at all.

Just like if you were to present to older people in retirement, you’re most likely not going to get too many new sign-ups at your gym. So you must give your customers what they want and not something that they have absolutely no use for. Once you give them what they want, you must then present a reason why they can’t go on without your product or service.

This all comes back to what we talked about above. Maybe you’re not able to craft a compelling offer, great sales page, email, letter, or any of the above, but maybe there is someone who can help you get better at it or even provide you the wonderful service of putting it all together, at a price you can afford. Also, if you’re someone who meets with your customer in a face-to-face environment, maybe you’re not the best communicator or the most effective with your words.

Your issues or problems can be solved fairly quickly with the right amount of help or training and effort you put into it. Once you have some better ways, start practicing and check your results. After that, continually make changes and improvements and you’ll be generating more interest in no time. Remember to always speak benefits rather than features.

Now, there’s some other ways that you can add into what you already do to get your customers more interested. A couple of them are things such as a limited time offer or implementing scarcity. These are some very powerful methods that are widely used in everyday business and you see it happening around you all the time.

Let’s say you want to boost your sales. You offer a special discount or a special deal if your customer orders within blank days or by blank date. This let’s your customer know that if they don’t purchase within the allotted time, they’ll have to pay full price later and to be honest, most of us dread paying full price. If we can get a deal, we’re typically on it as soon as possible.

Scarcity is a different story. It’s where you only have a limited supply of a product or service. It’s surprisingly effective and you see it widely used in product launches on the Internet. “Hurry! We only have 247 courses left!” “There are 52,000 people on this email list and only 2000 courses we’re selling. Get in while you can…”

There are quite a few other examples but you get a basic understanding of those two tactics.

Remember: In order to build interest, you must first grab attention with something that A) your customer wants and B) have a good enough reason why they should get it, speak with you, contact you about what to do next, etc.

Then, they will start to get interested and that’s where you come in to sell them your product or service. It’s a fairly simple process so increase your skills and you’ll increase your income.