What Top Sellers Know

Ever wondered why some products seem to sell themselves? Today we’re cracking the code on creating the perfect customer avatar by analyzing successful sellers and products. Learn how to read between the lines of sales pages and promotional materials to uncover what really resonates with your target market. By the end of our discussion, you’ll know how to tailor your offerings to fit the desires and needs of your ideal customer. Prepare to discover the secrets of successful selling.

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I’m Igor Kheifets and this is the List Building Lifestyle, the podcast for anyone who wants to build a wildly profitable email list working from home. If you’d like to make six figures, travel the world and help people improve their lives in the process, this podcast is for you. I also invite you to claim a free copy of my best selling book, the List Building Lifestyle Confessions of an Email Millionaire at igorsbook.com. Get the free book plus $3,000 bonus package that includes my best capture page templates, email swipe files, and traffic blueprints, visit www.igorsbook.com for details. And now it’s time to claim your list building lifestyle.

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ChatGPT is actually pretty good at coming up with ideal customer avatars, as long as you provide a detailed enough description or for the product itself, like it has enough data to know. The other option would be to talk to somebody who sells similar products, and is good at it. Because if you find a person like that, and you ask them questions, they will quickly tell you what people buy and what people don’t buy. Now, what I want to encourage you to do, by the way, you basically go and review the sales pages, review the webinars, review the videos, pinpoint the most common things that come up over and over again, such as the concerns that they mention, or the benefits that they mention, the unique mechanisms that they mention, kind of have that, write that down, right. 

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And then really what you will get is the understanding of, like, what makes a best selling product sell really well. Because that will tie in to the ideal customer avatar that will actually tell you, Oh, if that product is talking about how this doesn’t require me going to the gym, and instead, I need to inject this substance into my left buttock every morning and build muscle, then it tells me that this market probably doesn’t like to go to the gym. So these would probably be the things that I can mention that my ideal customer would like to hear.

2:41  

This is actually a big thing, like a lot of people kind of get lost in trying to come up with avatars, trying to come up with like personas, and trying to come up with, you know, who am I going to sell this to, who am I going to market this to. But the shortcut really is going to a product or a person who’s just already selling really well. And they’ll just give you all the important bits and pieces, they’ll help you understand not only who that person is, but the psychology of their decision making and the way they review and critically think about the offers in that marketing space.

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But yeah, like you gotta be careful not to talk to people who are bad at selling though, like you have to be very picky about who you listen to, if you think that the market should adapt to what you’re selling, you’re in the Neverland, like, it’s just not true, the market doesn’t bend over to you, you bend over to the market in the sense that you have to give the market what it wants. It’s like if you don’t, the market won’t pay attention, period. 

3:51  

So the way you give it what it wants is by presenting products and making arguments for that product in a way that matters to those people in that market. Many years ago, I heard Dan Kennedy talk about a product where, it was a training that was created by somebody who was like an expert managing employees. And the training was such that they were talking to people who owned like midsize companies who had lots of employees. And they were trying to sell this training product where it’s like, you know, here’s the training material that you need to study as an employer and then go train your employees, and they’ll do better for you. Right, you’ll have less issues, they won’t take days off and they’ll be committed to the cause of your enterprise and they’ll be loyal to you and they’ll take on more responsibility and yada, yada which is what every employer really wants. They want people who are loyal or dedicated, who solve problems, who can think on their own two feet, who are not afraid of responsibility. You know, these are the qualities that are universally applicable to any business.

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Now, what’s interesting is that, that product did not sell, like at all. Now, what do you think is that I mean, they’re saying all the right things, are saying all the right benefits, like your team will be more dedicated, they’ll work overtime, they’ll like, they’ll be happy, they won’t quit. I mean why do you think it didn’t work? The challenge was, and they later realized this just by reviewing different sales calls and interactions with their customers, the challenge was the fact that they were offering a training to the employer that then the employer would have to go and train the employees, the mistake they we’re making is that the employer is already pretty overwhelmed with their day to day and the last thing they want is more responsibility having to train their people. What they really wanted was to basically hand over the employees to the training company, and for the training company, give him back the employees already trained. 

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So what this company did, they changed the format from selling training to employers to making an offer to the employer by saying we’re going to do a two or three day workshop in your offices, so everybody comes to work as usual. But we’ll get everyone in the room, and we will train them and you cannot get in the room, you’re not allowed to be in the room, you have to be out, because you’ll just interfere with our training. This completely revolutionized the business. The take rate went to like 80, or 85%, which means 8 out of every 10 people who got pitched for this offer took the offer, they had to increase the price because the cost of putting together a physical seminar for a couple of days was different than the hard cost of producing the training. 

But the offers simply work because they’ve eliminated a major thing within their ideal customer avatars, you know, psychology, which is basically they bent over to that sort of need that they had, where it’s like, oh, I don’t want to train my people, I need someone else to train my people, I just want my people to get good all of a sudden, and I don’t want to be the one to make them good. 

And so you see, this is something you can either get through experience of going and trying to market something, getting rejected, and then redefining the offer and kind of molding it or by talking to someone or studying someone who’s been, you know, in the market for a long, long time and has been doing well over the course of several years. 

Because then you know that everything they’re doing is pretty strategic, meaning that they are choosing to do, you know, webinars over long form sales letters, there’s a reason for that. They’re choosing to do, you know, physical seminars as a back end offer, there’s a reason for that. They’re choosing to do, you know, email marketing, there’s a reason for that, and so on and so forth.

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Thank you for listening to the list building lifestyle, get access to the previous episodes transcript of today’s show, as well as other exclusive content at listbuildinglifestyleshow.com. Also, remember to claim your free copy of my best selling book at www.igorsbook.com. It explains how I made millions with list building starting from scratch. Plus, I’ll give you $3,000 worth of free bonuses, including my best landing page templates, email swipe files, and traffic blueprints. Go to www.igorsbook.com now to claim your free package.