Teach everything you know.
If you are familiar with Nathan Barry, then you will be familiar with this mantra. Seems counterintuitive doesn’t it? You have probably always been told to give away just enough information to peak the interest of your potential customers but leave out the key piece, the secret sauce if you will, so they have to come to you to get what they want. Well, you’ve been misled.
There are several reasons why I think that this is the wrong way to go about your business and your marketing and in this post I aim to convert you. Let’s get started…
Attracting the Right Customer
First off this approach is about getting the right customer. I hear a lot of push back to giving away all your knowledge and it usually goes something like this…
“But if I tell them everything I know then what do they need me for? They will just do it themselves!”
You don’t want the Do-It-Yourself type customer. You want the customer that is going to trust your knowledge to do for them what they can’t do for themselves. You didn’t get to where you are in your business by reading a few blog posts or watching a couple YouTube videos, you have knowledge and expertise that you worked hard and long to attain and you want a customer who respects and appreciates that.
Which brings us to my next point…
A customer buys from you for one reason, because they trust you to solve whatever problem it is that they are having right now.
Getting a sale is all about providing more value and lower risk to your customers. The more knowledge you give to that customer, the more trust they have in you and your risk factor goes down.
Once you’ve proven you know your stuff then your customers will start seeing you as an expert.
Positioning Yourself As An Expert
Any sale is a balancing act with value on one side of the scale and risk on the other. Once that scales tips with more value than risk, you make the sale.
One important piece of lowering risk for your customers is your expertise. Your customer needs to know that you are an expert, that you know what you are doing and can deliver on whatever solution you are proposing. When they see time and time again through blog posts, case studies, podcasts, interviews, etc. that you know what you are doing and can deliver results they start to see you as an expert in your field.
If you have a potential customer that comes to you with the mindset that you are an expert before you have even had a chance to talk with them then you are in a prime position to control the interaction. They will look to you for answers, they will trust what you say, and you will be a low-risk option for them because you have already proven yourself.
Be the expert and you will get better customers, make your sales process go smoother, and command higher rates.
Okay for all of you “secret ingredient” hoarders out there you can keep your keys to the kingdom. The biggest secret is that your customers don’t care how you do something just that you solve their problem. When I give away my knowledge about online marketing I don’t focus on how to write code – I focus on how to turn visitors into customers, I focus on how to build your email list, I focus on how to put dollars into your pocket using the web, which is what my customers want.
Find out what your customers want and focus on that, teach everything you know about how you provide value for your customers and give them actionable information, not just theory. You want to show them that not only do you know the concept of what you do but that you know the action steps to make it happen for them. This will not only bring you customers ready to hand you their hard earned money but will make them raving fans.
Now go make it happen!
Sign Up and Save 50%
Subscribe to our amazing email newsletter filled with tips on marketing, sales, productivity and more and we will give you 50% off your first month of service!