Service and Presentation Equals Millions

Writer’s get writers block. Baseball hitters have slumps. Markets have down days.

The idea behind “funks” is that we’ll eventually come out of them, yes? But what we can we say for those people who aren’t making excuses about lack of financial growth; who have a burning desire to get off the treadmill and take control of their financial life by deciding to start a business, but have no idea what they’d do?

We can start drawing parameters around the question by realizing that in business, you either have a product, a service or an idea that you’re selling. Some potential business people might think, “Great, I don’t have a product. I don’t have two thousand of something sitting on a shelf somewhere in a warehouse ready to be shipped out and sold.”

Or they might be saying to themselves, “I don’t have a product but, but I do have an idea for a service, but how they heck do I do that enough to make a lot of money?”

As a matter of fact, every year there are over 375,000 different patents submitted to the U.S. Patent and Trademark Office. A fraction of those patents turn into something lucrative. The vast majority don’t because they are lacking a crucial element: Presentation!

You can have the greatest product, service, or idea in the world, but if you can’t communicate it in a way that gets others to want what you have—or if you can’t create the need for what you have—then nothing’s going to happen.

Before we can truly understand how to effectively make our presentation, we have to first understand why people buy anything in the first place. If we understand that, then we’re in a much better position to come up with that product, service, or idea and present it.

There’s only one reason why people buy; whether it be from television, from across a desk, in a department store, or on the telephone. People buy based on emotion and they justify it with the facts later!

Not that the facts aren’t important. Facts are very, very important, but they provide the information while emotion provides the interpretation. When we’re buying a car, sure gas mileage matters, but there’re plenty of cars that have that covered. You’re gauging how you feel in that seat, the new car smell, and the compliments you’ll get. How those car payments will be made you figure out later. It’s primarily about how you feel about the purchase.

When you’re sending out your message about your product, service or idea on the informational level, you’re not doing anything wrong but you’re never going to make a real connection. You’re always going to miss making that strong, important, effective, emotional association.

We’re not talking about manipulation, either. I think it’s a basic instinct of all human beings to want to help other people. So when we’re thinking of what we’re going to do to make millions, whatever it is you have to be thinking, “How do I effectively help others with what I have?” Not just how you’re going to make your car payments or mortgage.

When you are selling something you are doing something to somebody, but when you’re helping you’re doing something for somebody. Service and presentation will keep you in business.