Sell as if you are helping a friend

The most successful businesses are formed around a passion to help or create value for other people. The owners would give away their products or help people out of the goodness of their heart. However the fact is that, by taking payment for their products or services, they are able to do the business full-time and make a difference to many more people.
 
Relationships are key. Without a good relationship with your clients or customers not only are they are unlikely to buy from you again, but you are also unlikely to get fulfilment from what you are doing. I see far too many businesses selling information products that have a scarcity mentality and hide what they are actually selling behind well crafted sales pages. They are neglecting the relationship. Sure giving away some of your secrets will lose you customers but it's unlikely they would be long-term customers anyway. Those that do become your customers are going to have less trust and will be less likely to buy from you in the future.
 
I recently saw a sales video that talks about how to use a $5 app to efficiently create, edit and post videos online to create training products. The video was compelling, however I knew that I already knew 90% of what they were going to teach me. It was clear that there was a lot more than just knowing which to use however they did not let on as to which app they recommend. I wanted to know what app they were using, I was almost half thinking about buying their product however the fact that they held back which app to use left me wondering: "If they hold back on that, what else are they going to hold back on? Am I going to have to buy an upgrade product to really get full benefit of what they are originally pitching?"
 
I could have been a customer of theirs, either now or in the future but they blew it!
 
I'm here to help you, I'm okay with charging for what I produce, I need to eat too and I can help more people by charging. But if you ask me anything, I'll answer you. If I can spend a minute and really help someone then great and I've just had a brilliant opportunity to reinforce my relationship with you. At the same time I can be proactive... I use ScreenFlow to record and edit my videos, Vimeo to host them and Drupal for my websites. It's no secret, anybody can tell you that. The value is in my ability to show you how to use these tools, to make the most of them and share your value with the world. It's all an exchange of value whether that's monetary or the value I gain by growing my relationship with you.

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