How to Sell the Invisible

To sell the Invisible, you have to make it visible to your audience.

In your mind's eye, it's very clear. You can see all the complexities and nuances in detail. You know how it looks, how it feels, and how it works. They don't.

Unless you can make it visible, tangible and give your audience a sense of reality, they won't understand what you're talking about. People don't buy what they can't understand. And few have the attention span to figure it out if they don't see immediate value in what you're selling.

But, if you can bring it to life and make it real, they might even sell themselves. That's the challenge with selling something they've never seen or considred possible. To make it real for them, it has to look and act like the real thing. Make it move. Change colors. Demonstrate how it works. Highlight the real unique aspects that make it indispensable.

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