Episode Details

Is it really possible to get a surge in sales with products? And are product sales similar or different from services? In this episode, we go exclusively into the sale of products. But more importantly, you get to see where you need to dig to create the power of your headline and how the consequences that follow make a massive difference. Listen and read this episode. You'll enjoy it.

To read online: How To Increase Sales Using The Brain Audit: Episode 179

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You've probably never heard of Ben Curtis

Ben's a client and a self-described fan. In an e-mail addressed to both Renuka and me, here's what he wrote: "I am a massive fan! I listen to all your podcasts and reread sections and chapters of the Brain Audit over and over.

I am constantly applying your tools in every way possible. I am using your advice and information in exactly the way you hoped people would from your book. I also purchased the "Applications for the Brain Audit" too. I am constantly using those tools for headlines, marketing material, and websites."

But it's not all hunky-dory, rah-rah

Ben also has a bit of a bone to pick with me, in particular.

And here's how he puts it:

"I'd like to make a suggestion, recommendation, or at least make you aware of something when you're writing content."

"It's not that anything is wrong (I love it), I just wish there was more relatable or direct content for people who have products. That's what I do, and many other people have products too. I have products to sell either online or in retail stores, or both.

In the Brain Audit, there were two examples– Website Strategy Workshop and Allergy Clinic. Both are service-based businesses. It was difficult for me to try and write with a product in mind when there were only two examples, and both were services.

I'm was very happy to stumble upon the Applications to the Brain Audit because I was dying for more examples. I just started it, and already love it. However, I noticed the same thing here. The 15 case studies in Chapter 2 are all still service businesses and not directly relatable or useful for myself. It's difficult to model after the examples when none of them are products. I know that what you write can apply to many industries, but I am talking specifically about examples for products.

There are 15 examples, and there wasn't a product based business."

Ben's got a point, don't you think?

Well then, it's time to correct this grievous mistake, because it gives us a chance to dive deeper into The Brain Audit. Well, here we go. Let's look around the room for some products and play a game of "I spy". What do I spy? It starts with the letter M. It's a product, and it's a microphone. Except that I already have six microphones, so why bother with another one? Let's find out, shall we?

In this series, we'll go through the stages of how to get—and keep the attention of the client.

Stage 1: We'll list all the benefits—and narrow down on our problem. Stage 2: This stage calls for us to drive home not just the problem, but also the consequences of ignoring that problem. Stage 3: We'll do an instant check after we've gone through the first two stages.

We didn't start off needing or even wanting the products because the products have been randomly chosen. Has that desired level gone up just a little bit? Let's find out.

Let's start off with three different products. And as you'd expect, I spy something with my eye, and we know, it starts with the letter m. M as in "microphone".

Stage 1: We'll list all the benefits—and narrow down on our problem.

Microphone? Let's look at the microphone that I recent