Let me ask you a question.
WHY do your customers buy from you?
What exactly is it that they want?
And I’m not talking about the features or shiny gadgets that your business offers — I’m talking about the internal DESIRE that drives them to buy from you.
Because if you don’t understand where that DESIRE comes from, you won’t be able to sell to them as well as you could! Once I realized this, it made a huge difference in my business and how I marketed to my audience.
Aristotle once said… “Where perception is, there also are pain and pleasure, and where these are, there, of necessity, is desire.”
All human desire is driven by one of two things: pain or pleasure. People are either trying to escape current pain. Or they’re trying to acquire some sort of pleasure.
For example, here are things people might say if they’re trying to AVOID PAIN…
Conversely, here’s what people might say if they’re trying to SEEK PLEASURE…
Why is this important to understand?
If you know which direction your target market is moving, your sales pages, your ads, your emails… it’ll all be more effective at helping them get where they want to go — and you’ll be able to sell more!
Adjust your marketing assets to attract the right people to your offers; whether they’re seeking pleasure or avoiding pain… and your conversion rate will skyrocket. 🙂
- Russell Brunson
P.S. If you want to learn more about this concept, snag my book Traffic Secrets (just pay S&H), where I dive into this in much more detail!