Why You Should Steal This Jordan Belfort Persuasion Secret If You Want Knockout Ads

When you’re starting out, ads can be tough. Tough to set up, tough to manage, tough to make profitable. But you know, it really doesn’t have to be like that…

It can be an absolute joy to review how your ads are doing each week, and seeing how much money you’ve raked in after another killer campaign.

Let me show you how one subtle lesson in persuasion from the king of selling himself, Jordan Belfort, can turn the tides and make your ads a money magnet.

“Sell me this pen”...

We’ve all seen ‘Wolf Of Wall Street’ (If you haven’t, welcome to planet earth little green man).

Seriously, if you haven't seen it, log off and go watch it.

The movie is full of spectacular scenes, but one particular scene is crucial to understand and yet easy to miss when it comes to what really makes people buy.

The scene where Belfort has his crew sitting around the table in a restaurant, and he’s recruiting them to join the ranks selling stocks at his new firm.

He asks his friend Chester to sell him a pen that he procures from his leather jacket. Chester makes an excuse about needing to finish eating, so Belfort turns to Brad and asks him to show them how it’s done.

Brad takes the pen… 

“You want me to sell this f*ckin’ pen? Why don’t you do me a favour and write your name down on that napkin for me.”

“I don’t have a pen” Says Belfort.

“Exactly, supply and demand my friend” as Brad dumps the pen in front of Belfort.

You can see the point he’s making…  Although Brad's abrupt execution reveals only a hint of the whole secret.

Now let me explain how most businesses get in their own way when attempting to ‘sell their pen’.

How not  to sell a pen

At the very end of the movie, Belfort is teaching some sort of sales seminar and makes his way to the man at the end of the front row, without having spoken a word for the past 17 seconds.

“Sell me this pen” Belfort demands, putting the man on the spot.

The man takes the pen. “It’s… It’s uh… An amazing pen for uhh, professionals-”

Belfort takes the pen back and turns to the next participant.

“Sell me this pen”.

“Well it’s a nice pen, you can use the pen to write… Write down thoughts from your life-”

Belfort repeats this with the next guy.  His tone changes to a more intense one.

“SELL me… This pen”.

The man picks up the pen, and lo and behold…

“ Well... This pen works, and I personally love this pen-”

The camera pans to a large room full of people, showing just how many people he may have to go through to find just one who will understand the principle behind what I'm about to show you next…

Info selling vs selling the need

Basically, what these group of rookies were doing was hyping up the features of the pen, rather than then sell them on the ways the pen will improve their life or why it's a necessity.

Example time!

Let’s say you sell a programming course. Most people will try and sell this by what’s called ‘info selling’, which looks like this:

Become a programmer now!

In this course you will get:

*32 lessons on how to write JavaScript

*40 Lessons on how to write Python

*Ask the team any questions with 24/7 support

Start your career in programming today!

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Does this work? Not really, unless they’re buying intent is already super high, which is rare.

It doesn’t work because you’re giving them pure product information instead of actually selling them on their needs and how it relates to your product.

Here's what selling the need looks like.

SELLING THE NEED:

Want to be able to earn money while travelling the world, but don’t know how?

Learn one of the world's highest paying skills and turn your dream into a reality within 90 days.

Programmers are in high demand, we’ll teach you how to become the top 1%.

Learn 100 coding secrets by claiming the ‘Code Magician’ eBook here (FREE for a limited time).

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Huge difference. In the second example, you can see how it pulls on the levers of what your target audience are actually looking for in their lives right now.

Yes, there is absolutely a place for info and specs and details, but it’s not in the ad or the sales page…  Start analysing within your own business where you're selling info and see how you can sell the need instead.

If you want to get a free marketing analysis to see where you could make more money by ‘selling the need’, click the button below.

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