Product Launch Formula 3: My Review Part 5

That’s how you sell stuff. You take away all the objections and the only thing left for them to do is buy from you. How do you identify those objections? Once again, through surveys. Very often the surveys you took in addition to telling you what they want could also tell you what the objections are. You do it through dialogue like e-mail or social media sites. You do it through blogs. Once you start talking about what your product is then they’re going to start asking you questions.

Generally those questions really are rooted in objections. Once you do that, this is the key critical component that so many people miss in product launches. Launches really are conversations. It is not just you going out there and saying, “Buy my stuff; buy my stuff; buy my stuff,” for three weeks and then opening up the shopping cart and hoping they buy this stuff. You get into a conversation with your market and you identify the potential objections.

Product Launch Formula 3: My Review Part 5

Then as you go through your launch, your pre-launch content, the stuff you’re putting out during the pre-launch period is designed to answer those objections. It’s a beautiful thing. You find out what they want. You create what they want and then you find out how to sell it to them. First they tell you what they want. Then they tell you how to sell them. They’re telling you their objections and you just simply answer the objections and the heavy lifting is done. That’s why when they get your sales letter, when you’re doing these launches, you have people getting your sales letter and they’re making purchases within seconds or minutes.

They’re not reading sales letters; they’re not reading sales copy. They are just scrolling down to the bottom and ordering. That’s because you just spent the last week or two weeks or even three weeks answering their objections and making sure they knew that this was the right purchase for them. 13 The next critical piece is gathering testimonials. One of the sayings I like to use is, “No proof, no launch,” “No proof, no launch.”

In other words, if you don’t have any proof for your product, then it’s a lot tougher to do the launch. The reality is you can do a launch if you don’t have proof. You absolutely can. It tends to be a little more complicated. I’ll go through exactly how to do that later on in the course, but it’s always much easier if you can gather testimonials. The critical piece here is that you actually gather them ahead of the launch, during the launch, and after the launch. I’ll show you exactly how to do that.

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