Wishful thinking in buying

The Less You Know, the Happier You Are

One of the things that holds back many semi-successful people who do not fully appreciate their own value is trying to answer everything possibly before the sale, which focuses too much time and effort on non-customers, while killing the imagination of legitimate prospects.

This reminds me of the conclusion I came to when I wrote Creating personas that say yes. You could be turning away easy sales by focusing on the tough ones. But if you start with the easy sales, the word of mouth might spread, which will reassure the tough buyers.

This is easier to do in person, but a way to go about it online might be to write glowing copy about all the problems your product will solve, then provide a link to “more information” for those who want every question answered.