The RAP sales approach
What matters to your business is getting customers so that you can make money, right? OK. There are some timeless attributes that customers come back for, and I don’t see this changing anytime soon.
These are timeless and inimitable attributes. Get this right and you’ve cracked it. Then, once you have established these things, you can upsell with byproducts.
Take a lesson from a drug dealer
Although I am not speaking from personal experience here, we all know that drug dealers give out sample drugs for free knowing that the existing or soon-to-be addicts will be compelled to come back for more and this time, they’ll pay for it.
Use this lesson for your business: giving a sample or a test drive for free will make people want to come back for more.
If you don’t think that marketing in this way, or managing the exchange of relationships in this way will work for your business, then your business offer simply isn’t good enough.