How To Get The Most People to Buy Now AND Later

Good morning. Okay, we're back in cash copy. Every time I look in my journal and I see something that I've done that reminds me of the genesis of an idea, one of the ideas that I'm really embracing at this stage in my development is the idea of not all prospects are equal. Not everybody is going to buy right now.

Now, in marketing and in business, everybody is looking for that magic ad that they can run right now and get people to buy right away. That's what they want. And especially when I was helping the realtors, what they wanted is they wanted to run the ad, somebody to call to go out and look at houses this weekend and buy one. That was the thing.

And if they were, you know, even 90 days away, that's their super long-term uh follow-up. They were looking for the 9day program. Run the ad today, sell something this weekend. But I was reminded of in cash copy Jeffrey Lance egregious error number 13, which is you don't give the moderately interested prospect an invitation to stay in touch so you can do what it takes to sell him.

Now this is very interesting that when you really think about this isn't a a soft cell approach. This is more about a leadership approach. That's why we're balancing it. We want people to buy right now.

We want to identify the ones that are ready to buy right now. But when we look at it, Jeffrey, he has such a way of of saying things here, but in his thing, he says, "Every day, my mail is flooded with marketing offers from people. Most are single offers. Buy this," they say.

Now, I may have the problem the market marketer says he's able to solve. I may be interested in the product or service like all people, but I have an enormous number of days where I feel comfortable enough that I don't want to make any changes despite my need to do so. when I have lots of other things on my mind or when I don't really have the money for this worthy objective or want to spend it this way, but the offer doesn't allow for this sentiment. It doesn't allow for a maybe or not right now.

It's all about now. And when he says, "But the offer doesn't allow for this," it simply says by. And if I'm not in the mood or not able, there's nothing I can do but not buy. Now, that's a really interesting profound thing, right?

If you look at your marketing and if you're doing things like running people to a VSSL or a they have to buy your $7 offer or they have to attend a webinar or they have to book a call on your calendar. If you're running ads that are only appealing to the people that are right now, you are missing out. If you think about all the people that see your ad, all the people that are being exposed to your information, if you imagine them, they're going to fit on a spectrum from I need this right now. I've been waiting for somebody to offer it to me.

I can't wait to get going right now. That's the tippy top level of this all the way down to the bottom of there. I would never buy this in a million years, especially from you. That that's the polls that we're talking about.

But the reality is that most people fit in that middle. Now, a lot of times people have a softer offer and they might say something weak like join our mailing list to stay in touch or whatever it is. and he talks about being crystal clear. If you heard the video where I talked about at the end of my recorded messages instead of I just started asking people and tell me a little bit about the homes you're inter most interested in and I'll send you uh information that that is a uh that that are just like the ones you're looking for and available right now.

that made an immediate difference in the way that people uh responded to my recorded messages. And I think that what he's talked about here is he says, "Thus never say check here and return this coupon to stay on our mailing list or put in your name and email to to join our mailing list." Instead, after your hard offer, the offer where they buy now, add a box with words like these. Jeffrey, I'm not ready to take action now to start getting a 20% yearly return on my investments, but I would like to hear from you again when you've got the facts on another investment like this.

I know this is a good return. keep me in mind the next time you can get it for me. Now, it's very interesting like if you were to think about words because this is really what it is. The only message that's conveyed is conveyed by the words that you choose to deliver to the people while you have their attention.

And the easier you can make it that they find themselves, it's a uh it's going to pay off for you in that you're identifying people who are more likely to do something um in the future. They're willing to engage. they're willing to tell you uh what these uh what they're looking for or what their intention is if you just give them the chance to do it instead of being afraid that you don't want to scare people away. It's your job as a marketer to be a leader and to know that they have a problem.

And it's a great way to think about it is they have a problem and you know that they have this problem. You know the ramifications of this problem. You have evidence that you know how to solve this problem. And you have a solution to the problem.

And your job is to take people by the hand and lead them in the direction overtly that they should go to get the best solution for the situation that they are in right now. And that includes people who are everything that they would need to make a decision in the future. And I think if you just embrace that idea alone, not all leads are equal. Stop just focusing on the people who are ready to buy right now and identify the ones that are willing to tell you that they are interested, but they're a little bit later.

and have an orchestrated way to educate and motivate them. That'll make a big difference for you. I got a funny email the other day from Rick. It says, "Dean, question.

Are you saying you can teach me to make fat stacks by hanging out at a pub drinking coffee like you?" And I laughed to myself because I was thinking, you know, yes, I I can do that. That's what I do. is the funny thing.

What I really realized is that every idea that I've had, every dollar that I've made over the last 30 years has gone through my brain, through my pen onto a piece of paper in my journal before it went out into the real world. And if I can turn people on to that activity as a driver for what to do, what to think about, what to ask yourself to draw out, what the next most valuable action is for you, and how to find the most profitable things that you can install in your business. I'm all for it. So this Friday at 100 pm I'm going to do for the first time a 50inute profitfinder workshop and you're going to join me live on Zoom and we're going to go through a 50inute exercise.

Bring your pen. Bring a notebook or piece of paper. And I'm going to guide you through a thinking process that will help you identify where the lowest hanging fruit is in your business and maybe some fruit that you didn't even know was there. But I'm going to show you where to look for it.

So, it's free. It's for you. m. this Friday.

Just watch. Go to What did we call the website, Josh? >> 50inut profitfinder.