Listen on:

Apple Podcasts

Google Podcasts

Podbean App

Spotify

Amazon Music

Tunein + Alexa

iHeartRadio

Player FM

Listen Notes

In this episode we go over ways to reach the right customer using fear. 

 

But how do you use fear to sell and still be able to sleep at night?

 

 

Transcript

 

 

[00:00:00] Blake Beus: Yeah, let's just, let's just dive in. So we were, we were talking about a bunch of different things here before this call. We should have hit record just,

[00:00:06] Greg Marshall: yeah, we probably should just record our entire conversation all the time.

[00:00:10] Blake Beus: All the time, body cams.

[00:00:15] Blake Beus: Um, but we were, one of the things we were talking about was different angles and marketing. We started talking about fear, which is I made the observation. I think fear is probably the biggest thing to make people make a decision today. You've been using that with some of your clients and stuff, but I thought it was interesting.

[00:00:32] Blake Beus: I love, you know,

[00:00:34] Greg Marshall: tell about that. I thought, you know, it's, it's tough because you want to use fear as a way as human beings, we tend to not respond. To benefits as much as we will responsive fear, particularly if we want fast action. Right? So if you look at like some of the things that we want to accomplish, we'll use like weight loss, right?

[00:00:56] Greg Marshall: If I say, Hey, I can help you lose X amount of pounds because you're going to feel more excited and more energy, blah, blah, blah. Right. That might get you excited. But if a doctor says, Hey, if you don't lose 30 pounds in the next 30 days, you're going to die. Well, that that causes you to act faster. Right?

[00:01:15] Greg Marshall: Cause you're fearful of what's going to happen if you don't

[00:01:18] Blake Beus: act. Oh yeah. Oh yeah. It, um, while I just barely relaunched a sales pitch for, for one of my products. And I was just thinking that through when we were talking about the fear is I don't, I don't have a whole lot of language that gets them to start thinking about those fears.

[00:01:37] Blake Beus: Now I do feel like sometimes we're in. We have so much fear hitting us people with like all these sensational headlines and stuff. So I feel like it can definitely be overdone. Yes. But there's legitimate or abuse right. Or use to manipulate, but there's legitimate ways to, to use, use that fear. And I'm definitely, I need to think more about that with my current sales page, because I don't think I have.

[00:01:58] Blake Beus: Of that kind of the, uh, the, the stick and the carrot. I have mostly carrot. Yeah. You know, all these things you want, but I want a little bit of a stick in there to, well,

[00:02:06] Greg Marshall: I think to what, what, you know, I was talking to a bunch of clients earlier this morning about, um, something specific when people reach out and they want more sales.

[00:02:16] Greg Marshall: What they're not saying is I want a hundred thousand, 200, $300,000 in sales spread out over the next 20. What they're actually saying is I need sales today and I want sales yesterday. Right. And so with that being said, you have to focus more on, well, how do I create incentives to make people act now?

[00:02:38] Greg Marshall: Versus they see a product. They like it. Well, I'll eventually get to a and most people's like, uh, language when they're selling stuff is like, Hey, we'll, we'll be around at any time. So. Buy from me for many times. Right. We all know that, you know, we're laughing cause it's like, we know that doesn't work

[00:02:57] Blake Beus: like that.

[00:02:57] Blake Beus: Not only does it work, but it kind of lacks Lex the confidence in our products. And we all want to use very soft, very friendly, very kind, sure language. And I get that. That's like my default time, which is one of the reasons I've struggled. And I noticed I missed this on my own, but, um, The, the reality is, is that for the right kind of c