This one goes out to the small business owners with an established product or service who are thinking about adding a new item to their sellable repertoire!

“We have two ears and one mouth, and they should be used in that ratio.”

Surprisingly, so many small business owners and solopreneurs in the sales mindset believe this traditional rule of thumb only applies to just the conversational component of the sales process.

And they are leaving a lot of money on the table because of it.

When this practice is followed throughout all facets of the business, it begins to flourish in a way that almost automates its own sales – largely due to the fact that it takes the guesswork out of what a ‘good idea’ is.

Is it smart business, or is just a good idea?

One of the major mistakes new business owners can make is simply assuming that their product or service will take off because they think it’s a good idea.

Understand: Countless good ideas have failed to take off due to one undeniable factor: It isn’t up to us as business owners whether or not our idea is a good one. Its up to the buyers – they are the ones parting with their hard-earned money, they are the final authority on the decision.

The greatest determinant in business of whether or not we have a good idea is whether or not it sold. Period.

If you are about to release a new product, be honest with yourself and ask:
Am I releasing this innovation just based on a positive feeling? Or have I got external evidence that my market truly wants it, and more importantly will pay for it?

The Tonal Persuasion Method Level 1 live training remained a lonesome product in a funnel all by itself until it’s market demanded more.

So I listened.

And the market told me exactly what they wanted more of.

Tonal Persuasion Method Level Two was then born, and it sold immediately – all because people were literally asking me to my face for more. Most importantly, it is a product based on what they told me they wanted, and so it practically sells itself in a way that continues to add value to its buyers.

Of course, there are the outliers that turn history on its head; The Zuckerbergs, the Jobs, the Fords (Henry himself is known to have said ‘if we asked people what they wanted they would have said faster horses’) but these miraculous creationists make up a modicum of businesspeople able to strike gold where no others dared to tread.

And although it is encouraged to dream big and take massive action, we need to understand that our rate of sustainable and long-term business success relies on filling the need that the buyers are telling us is there.

Find the gap in the marketplace – and take massive action on that.

It doesn’t need to be any more complicated, long-winded or sexier than that.

So how do we know the answer to what they want?

Its everywhere – you just need to know where to look and listen.

Check out Facebook – What are they posting about?
Hang out on Instagram – Which #hashtags are they using?
Send out an email campaign – Which keywords lead to more opens?
Scroll through Twitter – What are they sharing and re-tweeting?

And of course in the modern world we can’t forget about actual human-to-human interaction (its scary that I’m unsure of whether I’m being sarcastic there or not).

Take a previous buyer out for lunch and simply ask them: What do you want more of? What are you missing? What are your gaps?

Hand out feedback forms at events and implement their suggestions next time.

Would they refer you after on after the experience they just received? Find out why, or why not.

There is no substitute for simply going to your market and literally asking them what your next business idea or product creation should be.

If you do this, you’ll be surprised at how quickly you can take their ideas and adapt them into your own business model with your own unique touch.

Then watch as it sells itself – how could it not? It is the buyer’s own idea – you are simply the vessel through which it is delivered.


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