BRX Pro Tip: Pre-Selling
Stone Payton: [00:00:00] Welcome back to BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, in the category of sales strategy, selling mechanics, we ought to be thinking about anything that we might be able to pre-sell.
Lee Kantor: [00:00:16] Absolutely, I think pre-selling is a great way to test the market to see if this idea you have is worth paying for. So, if you have an idea for something that you want to offer a “beta version” of to your network and see if anybody will buy it before you actually spend a lot of time on building it. And that’s a good way. I always feel that if you’re charging someone and you make them pay something, then you really have an idea of something is going to work.
Lee Kantor: [00:00:45] A lot of people will give you lip service and say, “Yeah, that’s a great idea.” And then, you go off and build it. And you go, “Okay, here, it cost $100 or $1000,” and they’re like, “I’m not going to pay for that.” And it’s like, “Well, then, why did you say it was a great idea?”
Lee Kantor: [00:00:57] People will tell you it’s a great idea, but when they pay for it, then they’re showing you it’s a great idea. And so, I find that if you go to your market, people you trust and go, “Hey, I’m thinking about doing this thing. Would you pay $500 dollars a month for this?” if they say, “Yeah, I’m in,” then do it, build it, serve them, get a good testimonial from them, and then roll it out to more people at a higher cost.
Stone Payton: [00:01:24] And what I love about that strategy is when you’re having those conversations, if you give some people in your existing network an opportunity to have a hand in authoring the service, and they had that pride of authorship, I mean, that’s a bond that just I don’t think you could break that if you wanted to. So, to get your best clients involved in helping you design or refine your idea, I mean, that is just good mojo.
