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A few years ago, a friend of mine had a wisdom tooth that was on the verge of exploding in his mouth. Needless to say, he needed a dentist – stat.
I began thumbing through the telephone book looking for a dentist in our area. Have you ever done this? Looked in the yellow pages for a dentist? If you’re in a big city, there are like a million of them in there.
However in my search I quickly discovered there were only a handful of dentists who specialized in emergency cases. And only 1 that had a location within a 20-minute drive.
So guess who got my friends business? The closest emergency dentist we could find. My friend didn’t care about the cost. There was no time to comparison shop. We just found the dentist, and jumped in the car.
The moral of the story… pain is one heck of a motivator.
And that brings me to the really big infoproduct creation secret for attracting intensely rabid customers, that’s not really a secret.
Desperate people – people with throbbing problems, pressing issues, and insane drives – buy on impulse. Desperate people buy on impulse because they’re in an emotionally charged state-of-mind or state-of-being and they want to get out of it.
So when you create information products for desperate people, you change the dynamics from being the person who’s doing the chasing – (as you have to do when selling a typical how-to product) – to becoming the person who’s constantly being chased.
That’s basically why I can sell 10-12 copies of six page report for $24.95 on a daily basis, with minimal marketing bells and whistles.
My customers are desperate. And I know how to push their buttons so they want to buy from me.
And if that logic sounds easy to follow, that’s because IT IS.
Have you ever had a sinus infection that kept
you up at night, and wouldn’t go away no
matter what you did?
People with chronic sinus infections are desperate buyers. (And I know this first hand.)
You can’t comfortably go on day-after-day with a nasal drip, a constant headache, achy gums, low grade fever, or that stuffed head feeling. You’d want to stick a vacuum up your nose and suck out everything except your brain and your eyeballs.
It’s not an illness that kills you. But it will make you extremely desperate to find a solution. Especially if you’ve gone through rounds and rounds of antibiotics, and nothing seems to be working.
People who are losing their hair are desperate buyers too. So are teens and adults suffering from acne. And most definitely people with smelly feet.
Selling information to buyers who live with these types of problems is easy because the problem is clear, obvious, bothersome and possibly embarrassing to the person who has the problem. It’s a no brainer.
And this theory doesn’t apply solely to people with health issues.
Desperate people come from all types of situations. And a good percentage of them have the same burning desire to clear up an issue in their lives.
That’s why when I write… when I sit down to develop an information product… I write for desperate people 90% of the time. I’m able to make more money with far less work, compared to a typical how-to author.
Would you like to learn how to fatten your bank account by targeting people who are sweatin’ bullets for your type of information?
Then check out…