August 12, 2021 • 13 mins
Love The Podcast? Click Here To Send Us A Text! I Would Love Your Feedback.
Do you want to sell more products and services online? Then you MUST understand how to "Presell" your prospects. In this episode, I share with you some of the most important concepts to understand how you can get people to buy by preconditioning them to want your product before you even open the cart. This could literally make you millions.
For more tips, tricks, and strategies go to https://markharbert.com/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Well, part of the reason that top online marketers
seem to sell a lot of productsand services, is that they
understand the concept ofpre-selling and pre-selling is
something I learned many, manyyears ago.
And, um, it works incrediblywell.
(00:21):
And, uh, it's really, you know,such a concept, but let me
explain to you a little bitabout what pre-selling is and
why you want to do it.
Now, you've seen this exampleall throughout, um, you know,
all throughout, not just onlinemarketing, but it works in the
regular world as well.
(00:42):
Um, movie studios use it, um,you know, uh, products use it,
uh, big corporations use thistype of marketing strategy, uh,
to really create a lot of buzzabout their products and
services, and they create ananticipation with pre-selling.
(01:04):
And part of the reason, manypeople don't make money online
is that they're in this pitchmode a lot of times.
And so like, for instance, I'mreal big on talking about
building an email list and howimportant it is to build an
email list.
Well, too many people that buildan email list, send out emails
(01:24):
continually that are really justnothing but pitch pitches.
And it's like, you know, they,they there's, I, I can, I can
tell you too.
There's so many gurus onlinethat I, you know, that I follow.
There's a lot of great marketersout there.
I call them gurus, not in thebad sense, but the fact that
they are, you know, very wellversed in what they do, but
(01:46):
there are some that I followthat I never hear from, like I
never hear from them, uh, youknow, at all.
And then all of a sudden I get alink one day and it's like, Hey,
go buy this product.
It's really good.
And it's kind of like, it reallydid nothing for me to get me to
anticipate or have any likepre-knowledge about any type of
product, uh, that was beingsold.
(02:07):
So pre-selling is really, it'sthe art of conditioning, your
prospect to move in thedirection of purchasing a
product.
Let me give you an example.
So I'm a recent blog post.
I did a video and, uh, one ofthe things that I shared on
there was how, if you've evernoticed when a new movie's about
to come out.
(02:28):
Okay.
So I'm a huge fan of themission, impossible movies.
Okay.
With Tom cruise, I love them.
I, you know, they're great.
And, uh, it's about a year or soago, maybe a year or two ago.
Um, and I remember the, uh,newest mission, impossible.
I want to say it was likemission impossible seven or
something like that.
And, uh, it was, it came out, itwas coming out.
(02:51):
Okay.
It wasn't released yet in abouta month or two prior.
Now you'll notice this.
And the more you really start topay attention, you'll notice
this, but about a month or twoprior to the new mission,
impossible movie coming out, um,on prime, like I have prime and,
uh, you know, we, you know, as afamily, we like to sit down and
(03:13):
watch movies every Friday,pretty much as our family movie
night, but we sit down and nextthing I know, like, you know, in
the top, like promoted moviesare like all the mission
impossibles, you know, all themission, impossible movies,
like, you know, one through sixand, uh, you can rent them all
and they're right there.
And sometimes they even makethem a part of prime so that you
(03:36):
can watch them, uh, really forno cost.
Okay.
And a part of the reason they dothat is they're starting to
create the buzz for the newmovie coming out.
So what they're starting to dois pre-sell you on going to see
the new movie and what they'redoing is even if you've seen
(03:58):
them, they want you to go backand rewatch them and get excited
again about watching the newone.
So it's, pre-selling you.
So by the time you get throughthem, you binge watch them all.
You're ready for the new one tocome out and you go to the movie
and you watch the new onebecause you're already in the
vein of watching them.
(04:19):
Uh, they've done it with theTerminator movies.
Uh, you know, a new Terminatormovie came out what a year ago
or two ago.
And, uh, what happened?
All the Terminator movies startshowing up and that's all to
create a buzz.
Okay.
Same thing happens with TVseries.
You know, when a new episodecomes out or a new season comes
out, I'm a huge Cobra, Kai fan.
(04:41):
Okay.
I love the karate kid moviesgrowing up a Cobra, Kai on
Netflix.
Uh, and you know what happens isevery time they get ready to
release a new season, guess whathappens?
They start dropping new clips onFacebook.
They're, you know, they're,they're promoting it.
You go to Netflix.
And next thing you know, is, isright there.
(05:02):
You know, in Netflix, right atthe top is Cobra Kai, or you
name your series, same thing.
It's all about creating buzz.
Another thing.
What about music artists?
Okay.
Music artists.
When they're getting ready torelease a new album, what do
they do?
They start doing interviews allaround on the big shows.
(05:23):
You know, they start makingcircles, they're getting
interviewed on good morningAmerica or whatever.
And they're talking about theirnew album in a, it drops on, you
know, July 24th.
And, uh, when people are doingbooks, why are they doing this?
They're pre-selling they're,pre-selling, they're creating a
buzz.
That's what pre-selling is allabout.
This is now if you pay attentionand you, you follow big
(05:47):
marketers online, you'll see theexact same process unfolding.
Okay.
Now I want to give you aresource before I share with you
a couple more points on howimportant pre-selling is, is a,
this is a book that I boughtseveral years ago, and I highly
recommend that you check thisbook out.
It's called launch.
(06:07):
Um, and it is a, it's basicallycalled product launch formula
and internet millionaire'ssecret formula to sell almost
anything online, build abusiness you love and live the
life of it, your dreams.
So this right here.
Okay.
It is a great book that I highlyrecommend that you buy, because
not only is it about launchingproduct, but this is also a
(06:29):
great little, it's a greatformula to use.
If you are going to sell like a,um, a, uh, um, an affiliate
product of some sort.
So let me give you anotherexample, and maybe you've seen
me do this before, too.
I'm starting to reveal to you mysecrets.
Okay.
But here's the thing.
I'm a, I love creating content.
(06:51):
I create videos and blogs.
I do live videos like this.
And what you'll notice is when Igo to launch some type of a
product, my goal is to begin totalk about that topic.
So I'll put it in my blog postsfor a week or two.
I'll talk about it.
I'll come out on live and I'lltalk about it.
(07:13):
And because what my goal is as amarketer and I'm guys, I'm
holding nothing back here for,from you.
Cause I really want to give youthis because this is something
that could really help you aswell is to start getting you
thinking about, you know, if I'mlaunching something it has to do
with video, I want to startgetting you talking and thinking
about video and how important itis and why you should be doing
(07:37):
it and, and the benefits ofdoing it.
And as I start getting you inthat frame of mind, then what
happens is I'll go ahead andlaunch the product.
And now that gives you anopportunity to go out and apply.
We're, you know, get somethingwhere you can get more
information about how to do it.
Okay?
So in this book, basically whathe talks about, and you've seen
(08:00):
this, this when large productsare launched, okay.
Especially if you've been aroundthe internet marketing space,
there is a formula where thereis a series of launch videos.
Okay?
It's like a free series ofvideos and the launch videos
essentially begin the educationprocess.
So with this formula ofpre-selling, you begin to
(08:23):
educate your prospects, youeducating them.
Okay.
This is really one of the bigfactors is you begin to educate
them about what it is.
So if your products over here,your, your prospect is here.
You need to move them from a toB or, you know, a to Z.
So, but it's a series of smallsteps.
(08:44):
So during that process ofeducating them, okay, uh, what
you're going to do is you'regoing to talk about, let's say I
have a video marketing productor a video marketing tool that I
want to promote.
My video is kind of out of focushere.
Don't know why that is.
But again, here we go.
And, uh, so what happens ismaybe you're going to create a
video that talks about why videomarketing is crucial today when
(09:07):
marketing online.
Okay.
So you start talking about that.
You drum up some statistics, youshare some influencers and what
they're talking about and whatthey're talking about, video
marketing, and then maybe in, invideo, number two, you begin to
talk about the type of trafficyou can drive with video and
(09:28):
wive traffic that comes fromvideos is so incredibly powerful
and why it converts way betterthan traffic without video.
Okay.
And you have a training allabout that.
And then maybe your third one isall about getting leads.
Why Lee getting leads with videois so much better than leads
(09:48):
without video.
And you share some concepts andways that people can apply that.
And then you open up the cartfor people to buy a product,
which goes even more in depththan what you shared in the
videos.
Okay.
Now you can do this withanything.
Okay.
Like a large scale productlaunch is a large blueprint, but
(10:12):
it can also be brought down intothe smallest, you know, thing
that you're going to promote.
So for instance, just becausethis talks about product
launches doesn't mean you can'tapply the same to promoting an
affiliate product.
So you could create a video ortwo, you can do a series of
Facebook lives that share allabout a concept and you could do
(10:37):
a series.
And at the end of that series,you can then promote a product.
Or maybe you have a series ofemails that talks about it,
educating your prospects.
And essentially what you'redoing is that we're going to
move into the next point.
Here is when you do this, youare creating demand.
Okay.
(10:58):
You know, and one of the greatexamples of this, um, I don't
know if I have it.
I don't have it here like this,this marker here.
So if you ever seen the movie,the Wolf of wall street, okay.
At the end of the movie, one ofthe things they say is, you
know, sell me this pen.
And you know, people are like,well, it's a nice pen.
And, and it can really writenicely.
(11:18):
And that's not the key here.
Okay.
You can talk about the pen allday long, but how do you get
somebody to buy the pen?
So in the movie, one of the guysgo, he goes, sell me the pen.
He goes, that's easy.
Uh, you know, um, write downyour goals for next year.
I forget what he said, writedown this.
(11:39):
And the guy goes, there you go.
See, he just created a demandfor the pen.
The guy needed to writesomething.
So he creates the demand for thepen.
Well, write down what you'regoing to do.
Well, do you have a pen?
Ah, there you go.
And I'm going to charge you fivebucks, whatever.
So it's basically in essence,creating the demand, what you're
doing in your series, or leadingup to the promotion of something
(12:01):
is you're creating demand.
You're creating demand in orderto sell something, you create
the demand.
Why do people go to the gasstation and buy gas?
Because there's a demand for it.
You need your car to get frompoint a to point B, same thing.
All of business works this way.
It all works this way.
(12:22):
So it's very, very important toreally understand the concept of
the precinct.
Well, part of the reason that top online marketers
seem to sell a lot of productsand services, is that they
understand the concept ofpre-selling and pre-selling is
something I learned many, manyyears ago.
And, um, it works incrediblywell.
(00:21):
And, uh, it's really, you know,such a concept, but let me
explain to you a little bitabout what pre-selling is and
why you want to do it.
Now, you've seen this exampleall throughout, um, you know,
all throughout, not just onlinemarketing, but it works in the
regular world as well.
(00:42):
Um, movie studios use it, um,you know, uh, products use it,
uh, big corporations use thistype of marketing strategy, uh,
to really create a lot of buzzabout their products and
services, and they create ananticipation with pre-selling.
(01:04):
And part of the reason, manypeople don't make money online
is that they're in this pitchmode a lot of times.
And so like, for instance, I'mreal big on talking about
building an email list and howimportant it is to build an
email list.
Well, too many people that buildan email list, send out emails
(01:24):
continually that are really justnothing but pitch pitches.
And it's like, you know, they,they there's, I, I can, I can
tell you too.
There's so many gurus onlinethat I, you know, that I follow.
There's a lot of great marketersout there.
I call them gurus, not in thebad sense, but the fact that
they are, you know, very wellversed in what they do, but
(01:46):
there are some that I followthat I never hear from, like I
never hear from them, uh, youknow, at all.
And then all of a sudden I get alink one day and it's like, Hey,
go buy this product.
It's really good.
And it's kind of like, it reallydid nothing for me to get me to
anticipate or have any likepre-knowledge about any type of
product, uh, that was beingsold.
(02:07):
So pre-selling is really, it'sthe art of conditioning, your
prospect to move in thedirection of purchasing a
product.
Let me give you an example.
So I'm a recent blog post.
I did a video and, uh, one ofthe things that I shared on
there was how, if you've evernoticed when a new movie's about
to come out.
(02:28):
Okay.
So I'm a huge fan of themission, impossible movies.
Okay.
With Tom cruise, I love them.
I, you know, they're great.
And, uh, it's about a year or soago, maybe a year or two ago.
Um, and I remember the, uh,newest mission, impossible.
I want to say it was likemission impossible seven or
something like that.
And, uh, it was, it came out, itwas coming out.
(02:51):
Okay.
It wasn't released yet in abouta month or two prior.
Now you'll notice this.
And the more you really start topay attention, you'll notice
this, but about a month or twoprior to the new mission,
impossible movie coming out, um,on prime, like I have prime and,
uh, you know, we, you know, as afamily, we like to sit down and
(03:13):
watch movies every Friday,pretty much as our family movie
night, but we sit down and nextthing I know, like, you know, in
the top, like promoted moviesare like all the mission
impossibles, you know, all themission, impossible movies,
like, you know, one through sixand, uh, you can rent them all
and they're right there.
And sometimes they even makethem a part of prime so that you
(03:36):
can watch them, uh, really forno cost.
Okay.
And a part of the reason they dothat is they're starting to
create the buzz for the newmovie coming out.
So what they're starting to dois pre-sell you on going to see
the new movie and what they'redoing is even if you've seen
(03:58):
them, they want you to go backand rewatch them and get excited
again about watching the newone.
So it's, pre-selling you.
So by the time you get throughthem, you binge watch them all.
You're ready for the new one tocome out and you go to the movie
and you watch the new onebecause you're already in the
vein of watching them.
(04:19):
Uh, they've done it with theTerminator movies.
Uh, you know, a new Terminatormovie came out what a year ago
or two ago.
And, uh, what happened?
All the Terminator movies startshowing up and that's all to
create a buzz.
Okay.
Same thing happens with TVseries.
You know, when a new episodecomes out or a new season comes
out, I'm a huge Cobra, Kai fan.
(04:41):
Okay.
I love the karate kid moviesgrowing up a Cobra, Kai on
Netflix.
Uh, and you know what happens isevery time they get ready to
release a new season, guess whathappens?
They start dropping new clips onFacebook.
They're, you know, they're,they're promoting it.
You go to Netflix.
And next thing you know, is, isright there.
(05:02):
You know, in Netflix, right atthe top is Cobra Kai, or you
name your series, same thing.
It's all about creating buzz.
Another thing.
What about music artists?
Okay.
Music artists.
When they're getting ready torelease a new album, what do
they do?
They start doing interviews allaround on the big shows.
(05:23):
You know, they start makingcircles, they're getting
interviewed on good morningAmerica or whatever.
And they're talking about theirnew album in a, it drops on, you
know, July 24th.
And, uh, when people are doingbooks, why are they doing this?
They're pre-selling they're,pre-selling, they're creating a
buzz.
That's what pre-selling is allabout.
This is now if you pay attentionand you, you follow big
(05:47):
marketers online, you'll see theexact same process unfolding.
Okay.
Now I want to give you aresource before I share with you
a couple more points on howimportant pre-selling is, is a,
this is a book that I boughtseveral years ago, and I highly
recommend that you check thisbook out.
It's called launch.
(06:07):
Um, and it is a, it's basicallycalled product launch formula
and internet millionaire'ssecret formula to sell almost
anything online, build abusiness you love and live the
life of it, your dreams.
So this right here.
Okay.
It is a great book that I highlyrecommend that you buy, because
not only is it about launchingproduct, but this is also a
(06:29):
great little, it's a greatformula to use.
If you are going to sell like a,um, a, uh, um, an affiliate
product of some sort.
So let me give you anotherexample, and maybe you've seen
me do this before, too.
I'm starting to reveal to you mysecrets.
Okay.
But here's the thing.
I'm a, I love creating content.
(06:51):
I create videos and blogs.
I do live videos like this.
And what you'll notice is when Igo to launch some type of a
product, my goal is to begin totalk about that topic.
So I'll put it in my blog postsfor a week or two.
I'll talk about it.
I'll come out on live and I'lltalk about it.
(07:13):
And because what my goal is as amarketer and I'm guys, I'm
holding nothing back here for,from you.
Cause I really want to give youthis because this is something
that could really help you aswell is to start getting you
thinking about, you know, if I'mlaunching something it has to do
with video, I want to startgetting you talking and thinking
about video and how important itis and why you should be doing
(07:37):
it and, and the benefits ofdoing it.
And as I start getting you inthat frame of mind, then what
happens is I'll go ahead andlaunch the product.
And now that gives you anopportunity to go out and apply.
We're, you know, get somethingwhere you can get more
information about how to do it.
Okay?
So in this book, basically whathe talks about, and you've seen
(08:00):
this, this when large productsare launched, okay.
Especially if you've been aroundthe internet marketing space,
there is a formula where thereis a series of launch videos.
Okay?
It's like a free series ofvideos and the launch videos
essentially begin the educationprocess.
So with this formula ofpre-selling, you begin to
(08:23):
educate your prospects, youeducating them.
Okay.
This is really one of the bigfactors is you begin to educate
them about what it is.
So if your products over here,your, your prospect is here.
You need to move them from a toB or, you know, a to Z.
So, but it's a series of smallsteps.
(08:44):
So during that process ofeducating them, okay, uh, what
you're going to do is you'regoing to talk about, let's say I
have a video marketing productor a video marketing tool that I
want to promote.
My video is kind of out of focushere.
Don't know why that is.
But again, here we go.
And, uh, so what happens ismaybe you're going to create a
video that talks about why videomarketing is crucial today when
(09:07):
marketing online.
Okay.
So you start talking about that.
You drum up some statistics, youshare some influencers and what
they're talking about and whatthey're talking about, video
marketing, and then maybe in, invideo, number two, you begin to
talk about the type of trafficyou can drive with video and
(09:28):
wive traffic that comes fromvideos is so incredibly powerful
and why it converts way betterthan traffic without video.
Okay.
And you have a training allabout that.
And then maybe your third one isall about getting leads.
Why Lee getting leads with videois so much better than leads
(09:48):
without video.
And you share some concepts andways that people can apply that.
And then you open up the cartfor people to buy a product,
which goes even more in depththan what you shared in the
videos.
Okay.
Now you can do this withanything.
Okay.
Like a large scale productlaunch is a large blueprint, but
(10:12):
it can also be brought down intothe smallest, you know, thing
that you're going to promote.
So for instance, just becausethis talks about product
launches doesn't mean you can'tapply the same to promoting an
affiliate product.
So you could create a video ortwo, you can do a series of
Facebook lives that share allabout a concept and you could do
(10:37):
a series.
And at the end of that series,you can then promote a product.
Or maybe you have a series ofemails that talks about it,
educating your prospects.
And essentially what you'redoing is that we're going to
move into the next point.
Here is when you do this, youare creating demand.
Okay.
(10:58):
You know, and one of the greatexamples of this, um, I don't
know if I have it.
I don't have it here like this,this marker here.
So if you ever seen the movie,the Wolf of wall street, okay.
At the end of the movie, one ofthe things they say is, you
know, sell me this pen.
And you know, people are like,well, it's a nice pen.
And, and it can really writenicely.
(11:18):
And that's not the key here.
Okay.
You can talk about the pen allday long, but how do you get
somebody to buy the pen?
So in the movie, one of the guysgo, he goes, sell me the pen.
He goes, that's easy.
Uh, you know, um, write downyour goals for next year.
I forget what he said, writedown this.
(11:39):
And the guy goes, there you go.
See, he just created a demandfor the pen.
The guy needed to writesomething.
So he creates the demand for thepen.
Well, write down what you'regoing to do.
Well, do you have a pen?
Ah, there you go.
And I'm going to charge you fivebucks, whatever.
So it's basically in essence,creating the demand, what you're
doing in your series, or leadingup to the promotion of something
(12:01):
is you're creating demand.
You're creating demand in orderto sell something, you create
the demand.
Why do people go to the gasstation and buy gas?
Because there's a demand for it.
You need your car to get frompoint a to point B, same thing.
All of business works this way.
It all works this way.
(12:22):
So it's very, very important toreally understand the concept of
the precinct.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.