According to Willie Crawford "you can charge thousands for things that others are charging hundreds for". This is what he has learned in 35 years as a direct marketer and by selling information products online for the past 12 years.
Willie was interviewed by Rob Toth as part of Dan Kennedy's Info Riches course. Rob interviewed the top information marketers for a series called the "Future Of Information Marketing".
Willie says to "focus on selling a product that offers a solution to a really, really huge and painful problem...one that people would happily pay to solve", says Willie. A lot of people in information marketing start selling things that the market really doesn't want. Willie says that "people know what they want". If you try to sell them something that they don't want or they don't understand that they want or need it, you are facing an uphill battle. You are not likely to succeed.
Do your research. You need to "find something that is so incredibly painful that people would do almost anything to buy the solution". Once you know what they want so badly, sell them the best solution in the market.
It's not necessary for your product or service to be perfect. You just have to offer something that is noticeably better than what anyone else is offering.
For example, the baby boomers are getting old. Old people get sick. A lot of these people have a lot of money and are willing to do anything to alleviate the pain and get rid of the disease that comes with old age.
Many of these people are going to face financial difficulties in their old age if they don't have the right financial package. You can offer that package.
Similarly, a lot of these baby boomers have a lot of money and time to travel. Offer them the best travel packages and you will do well.
The biggest problem people have is "not properly valuing their expertise, so they are underpriced".
You need to demonstrate and prove the value of your product or service with good copywriting skills. Just "take a deep breath and add another zero or two zeros" to your price. Willie says to "keep a straight face and people will pay those prices because it's not about the prices. It's about delivering experiences. It's about delivering value to people's lives."
You need to positition yourself at the high end of the price-quality spectrum. "Once you learn to position yourself as THE expert who has the information those people are looking for then it's really not that difficult to sell to those people," says Willie.
"People who are willing to pay more money are looking for a higher end product. They are looking for expertise that the average person can't afford. Just let them know that's you and they'll buy it.
Willie was interviewed by Rob Toth as part of Dan Kennedy's Info Riches course. Rob interviewed the top information marketers for a series called the "Future Of Information Marketing".
Willie says to "focus on selling a product that offers a solution to a really, really huge and painful problem...one that people would happily pay to solve", says Willie. A lot of people in information marketing start selling things that the market really doesn't want. Willie says that "people know what they want". If you try to sell them something that they don't want or they don't understand that they want or need it, you are facing an uphill battle. You are not likely to succeed.
Do your research. You need to "find something that is so incredibly painful that people would do almost anything to buy the solution". Once you know what they want so badly, sell them the best solution in the market.
It's not necessary for your product or service to be perfect. You just have to offer something that is noticeably better than what anyone else is offering.
For example, the baby boomers are getting old. Old people get sick. A lot of these people have a lot of money and are willing to do anything to alleviate the pain and get rid of the disease that comes with old age.
Many of these people are going to face financial difficulties in their old age if they don't have the right financial package. You can offer that package.
Similarly, a lot of these baby boomers have a lot of money and time to travel. Offer them the best travel packages and you will do well.
The biggest problem people have is "not properly valuing their expertise, so they are underpriced".
You need to demonstrate and prove the value of your product or service with good copywriting skills. Just "take a deep breath and add another zero or two zeros" to your price. Willie says to "keep a straight face and people will pay those prices because it's not about the prices. It's about delivering experiences. It's about delivering value to people's lives."
You need to positition yourself at the high end of the price-quality spectrum. "Once you learn to position yourself as THE expert who has the information those people are looking for then it's really not that difficult to sell to those people," says Willie.
"People who are willing to pay more money are looking for a higher end product. They are looking for expertise that the average person can't afford. Just let them know that's you and they'll buy it.
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