I want to share with you one little piece of advice I got about selling products that might just make you rethink your approach to business.

This:

You don’t want to make money from the first time you sell a new prospect.

If you make some, just take it as found money.

But your main goal shouldn’t be making money from the “first sale”. It’s not necessarily about the money either… It’s about the mindset that you don’t care about the money when someone wants to buy from you for the first time.

Back in the day, Gene Schwartz – legendary copywriter – said the same thing:

“You can’t make money on the first sale… Well, you can, but it’s an odd way to run a company.”

The money is – always – made on the back end.

Of course, there are some exceptions to that rule… Joe Karbo for example. He made an awful lot of money from just a single book on the front end(fun fact: as the orders came in for him, he was throwing away the customer names and addresses). But pulling that off nowadays…

Is damn near impossible.

Why would anyone want to do that anyway when you can sell to people who are already committed to you on the backend?

Selling to warm people is always easier.

This isn’t some kind of woo-woo, manifestation, “don’t focus on the money and it will come” shit…

It’s simply that your goal when selling a new prospect for the first time should be:

Building a relationship.

The goal of that sale isn’t to make you rich. It’s to get the customer into your world. It’s to start a relationship that will(hopefully) help you in the long run.

That relationship is worth way more than those couple of sticky dollars you could get in profit.

Sadly…

Way too many people focus just on that green stuff.

While not taking into account that they could be making way more money, only if they were to focus on the customers.

Peace.

Kristof Nemeth.