I had an idea for a blog. I bought the domain name, set the website and wrote two or three posts for starters.
And I expected the traffic to my blog to shoot through the roof.
ONLY that it didn’t happen.
Nobody really visited.
A few weeks later, I had just a few random visits to my blog. And even those who randomly dropped by didn’t even wait for more than three seconds before they went elsewhere.
What did I do wrong? Why didn’t people like my blog? Why wasn’t there traffic coming to my blog? I thought and thought. I became depressed. I gave up the blog. The blog was there, lifeless, on the internet until the registration for the domain name ran out.
I read about online businesses from a couple of books. I watched videos. I listened to podcasts. Then I discovered it.
I DISCOVERED that coming up with a business idea and implementing it doesn’t mean you are going to have customers. Coming up with a idea or product, setting up a website or spending huge money on adverts won’t guarantee that customers will come. No, those won’t do it.
The popular saying, “If you build it, they will come” is a big misconception. A LOT of people have this misconception about business.
It is a lie that has been the result of a failure of many businesses. They think up an idea, run ahead to execute it and when they hear crickets—when things don’t work out as planned, they wonder what happened and eventually get discouraged like I was.
UNLESS YOU BUILD YOUR BUSINESS THE RIGHT WAY, PEOPLE WON’T COME. And that’s the truth.
The golden question will then be: “How do I build my business such that people will come?”
YOU BUILD A PROFITABLE BUSINESS WHEN YOU SOLVE PEOPLE’S PROBLEMS. Notice, I didn’t say when you solve WHAT YOU THINK is people’s problem. That is where I got it wrong. That is where a lot of people get it wrong: THEY COME UP WITH AN IDEA THEY THINK WILL SOLVE WHAT THEY THINK IS PEOPLE’S PROBLEM.
No, don’t do that.
How do you find out what people’s problems are then?
PEOPLE HAVE TO TELL YOU WHAT THEIR PROBLEMS ARE
Yes, that’s right. You have to let people tell you what their problem(s) is/are, before you can come up with the solution to their problem that is spot on. And for that…
YOU HAVE TO ASK THE RIGHT QUESTIONS AND LISTEN FOR THE ANSWER.
According to Ryan Levesque, people don’t know what they want but they do know what THEY DON’T WANT. Hence, they can accurately answer when you frame your question around what they don’t want—what Ryan calls SINGLE MOST IMPORTANT QUESTION (SMIQ).
HOW DO YOU TO FRAME YOUR QUESTION TO GET THE RIGHT RESPONSES?
You can say something like: “When it comes to X, what is the biggest challenge, frustration, obstacle, or hurdle you run into?” In this example, “X” stands for the thing you intend to help people with. Ask your clients to be as detailed as possible in their responses. Detailed passionate responses are very important because they indicate the MAIN PAIN of the people. A casual answer lacking depth, detail or passion will usually mean the problem/challenge is not serious enough.
Then you listen closely to how they describe their problems or challenges. It is IMPORTANT you WRITE DOWN OR RECORD what you hear. That is because you will go over their responses in your contemplative period in order to find the patterns and commonalities in the problems and challenges they described.
WATCH OUT for depth of responses more than frequency.
When you know what the people’s problems are, you are then equipped to come up with the right solution to serve these people. Your solution will be spot on and people will be willing to PAY YOU FOR IT.
WHAT EXPERIENCES HAVE YOU HAD REGARDING FAILURE IN BUSINESS AND WHAT HAVE YOU LEARNED FROM THAT EXPERIENCE?
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For more, read: https://www.ianaltman.com/salespodcast/ryan-levesque/