Understand These 3 Concepts To Make More Sales: The Market Psychology Triad
Make more sales by selling the same thing you’ve been selling this whole time
Marketing isn’t just about writing
Its about understanding the conscious and subconscious mind
Its about determining the outcome of the sale before the sale happens
You learn how to do this by finding the frustrations people are struggling with
In the best seller “The Art of Manipulation” R.B. Sparkman says the following:
“First the manipulator must grasp an intimate understanding of human nature. Then he exploits these deeply in-grained human tendencies, instincts, and weaknesses”
In this context the action is not manipulation, but persuasion at the highest level
The individuals in this book could sell almost anyone using storytelling and a silver tongue
These men already understand the Market Psychology Triad, without even having known it exists
Because sales is not learned in a classroom, its practiced over and over and over, until you become capable of selling a solution of any kind
If you can write, that’s great
If you can sell, that’s great
But if you can do both, you’re unstoppable
Recently I saw a premium post on how you could use writing to make $5000 in 30 days
This information was behind a paywall, but I had no intention of paying to find out what the answer is
Making $5000 in 30 days using writing is a simple process, but there’s nothing easy about it
No question about it, you’d need to understand the human mind, and how attention works to pull it off
When I sell something, in the back of my mind there’s 3 core concepts I always keep into account
As long as I stick to these core concepts, I can sell, even if it takes an average of 15 tries, it works
If you’re trying to building a brand and make sales, these 3 concepts will be incredibly important moving forward
You don’t need to be a master manipulator like the characters in “The Art of Manipulation”
All you need is these 3 understandings, and you can be successful where others have failed
This will allow you to make more sales doing the same things you’ve been doing from the start, but only now you’ll have the fundamentals down
If you have nothing to sell, I discuss that in multiple of my other articles (and courses if you want more in depth step by step guidance)
What we’re doing here is showing you what to keep in mind when you want to sell something
When you sell something, there’s most likely someone else selling it too
The more people are selling the same thing, the less interesting that thing becomes
This is called “Market Saturation”
This is exactly why I don't aim to take on thousands of students to my program, and instead maybe a few hundred
The marketing landscape is constantly changing
And the more it changes the more people there are selling the same solution
For instance A burger joint that has more delicious burgers than the burger place across the street has more customers
Now of course, taste is often a subjective perspective
The common misconception about market saturation is this:
The higher it is, the more competition you have
The more competition you have, the less people you attract
The less people you attract, the less money you will make
Yes, this is true, but only if you keep selling the same thing in the mind of the consumer or prospect
If one person sells “I write long form articles”
And another person sells “I write long form articles”
Then obviously the market becomes more saturated
But if one person sells “I write long form articles”
And another person sells “I triple your monthly sales with long form articles”..
Then obviously one is better than the other
Which one are you going to pay money for?
In marketing we call this positioning
Its taking the same solution, but changing the way it is framed in the mind of the potential customer or client
This is persuasion on a base level
A simple method to differentiate yourself from your competition
You can pull this off by determining why people are investing in a product or services, then framing the solution in a different way
Instead of selling articles, you’re selling an increase in cashflow
But you are still writing articles (that hasn’t changed)
You can use this in anything you sell
The most desirable things people crave are time, money, health, and relationships
If you’re selling the same thing as a competitor, then all you need to do is make what you’re selling more interesting than what they are selling (even though you’re selling the same thing
If for instance you’re selling a weight loss program:
They sell the program by saying, “Lose 15 pounds in 3 months with my weight loss program”
Then you say, “Lose that belly fat you’ve been struggling with for months by dropping 15 pounds in my statistically proven weight loss program”
The first guy just talks about weight loss
You agitate the frustration they most likely have with their belly fat, and further explain that your results have been statistically proven to work
Simply by handling a potential objection and relieving their frustrations, but still selling the exact same thing, your solution has become the more interesting one
This is positioning 101
But the more saturated a market the higher the market intelligence (discussed further down)
The more obtainable a resource is to a market, the higher the market intelligence is
The intelligence of a market goes up when people keep selling the same thing for an extended period of time
Like how growth courses on X are hardly bought by marketers, whereas growth or writing courses on substack are still in high demand
The ideal market’s intelligence doesn’t increase, because the problems that market encounters aren’t solved for cheap
If I started giving out direct message frameworks to make sales during conversations for free, then in time market intelligence will increase
The result will be more and more people giving out information that was originally difficult to come by, for $0-$25 on average
Or like how I used to sell newsletter setups as a $25 upsell on X (twitter), but nowadays most people are capable of doing it themselves (depending on who you target)
A rise in market intelligence is a bad thing, and it can only be avoided if a market unanimously decided that they have no intention of focusing solely on marketing
I estimate substack taking another 5 years before it reaches the same level of market intelligence as X (or twitter)
Hopping on substack and building a brand on it right now, is by far the best course of action
If you’re reading this, and you want to make money using social media, then focus on substack, read my other articles, and dedicate time every day to building a brand on substack
When the market intelligence increases, your solutions won’t be a commodity anymore
No more commodities means less money for everyone (since too many people have been sharing all their secrets)
Which means if you don’t jump on it right now, there’s a chance (not making any guarantees), that substack becomes just as intelligent as X’s market (you do not want this happening)
The higher the market intelligence the more difficult it becomes to sell things
You have to come up with more advanced solutions, build a much bigger audience, and expand to different platforms to see success
Substack doesn’t have any of those problems
In the last 50 days I made $1100 from substack, and it was a cake walk with my experience (I cannot guarantee you its going to be this easy forever)
I can’t give you all of my experience, but what I can do is help you gain that experience by using the frameworks I have developed over the last 3 years
Grab my Direct Message selling formula/framework here (it was designed for X, but works easily 300% better on substack)
And before you think, “But aren’t you increasing market intelligence by sharing this?”
I’m one person sharing stuff very few other people are sharing, so its not going to happen anytime soon
The real problem is when a bunch of people try to clone my success and start sharing everything (information they most likely paid me for)
That turns into a snowball effect with more and more people sharing information that not a lot of people have access to
As a result the market intelligence increases, and people stop being able to sell information as effectively
An intelligent market is a double edged sword, because It means people have access to information that was previously hard to come by, but it also means that information is no longer as valuable
So next time you share your “secrets”, keep into account what the effect will be on the market down the line
This concept was coined decades ago now, but its a principle every entrepreneur needs to be aware of
When you buy a burger, you’re not wondering why this person is trying to solicit you into buying food
The fast food place is there to serve as a paid distributer of food
Online it doesn’t work the same way
When a man walks into a burger place, he’s there to buy food (and that’s it)
Sure, some people might change their mind mid way, but that rarely happens
Unlike online services, food is bought on impulse
You’re hungry, you don’t want to walk far to sate that hunger, so you go into a fast food joint, see something that looks good, and buy it as long as its not too pricey
Its fast and effective
Online sales does not work the same way
If you’re online, you’d need to be on social media
Quora, Reddit, X (twitter), Substack, Medium etc.
But not everyone is on social media to buy things
Some are just using it to socialize with people (as the term social says)
This is exactly why the qualification process exists in sales
If you want to sell someone something, you need to qualify them for the product or service you’re selling
In real life people often sell things to prospects that don’t need it
Online if you do that, someone will call you on that BS really fast
So before you sell someone something, you need to qualify them
Market Sophistication comes into play when someone is already used to being sold a similar solution, or have been sold things through similar methods of communication
This is why I don’t give out my direct message selling framework
It saturates the market
A saturated market is constantly on edge
They are constantly scared you’re just trying to get something out of them
People don’t like that, but it really depends on the person
Reciprocity is the most valuable asset to your long term success
If someone does you a favor, make sure to return it in your own way
And with people constantly being on edge, selling to a sophisticated market is more difficult than selling to a market that isn’t sophisticated
Right now, the market on substack is not very sophisticated
This means if you propose a solution to a problem when talking to a person in the DMs, they are likely to be receptive to it (not everyone of course)
This means you can pass the “solicitation barrier” with ease
This barrier I’m referring to is a term I coined, that basically determines the perception of the person talking to you
Do they see you as a sneaky salesman trying to make a quick buck, or do they see you as a trusted party who could really solve their problem
If you are capable of breaking this barrier, you can theoretically sell anything to anyone who needs that thing (online or in real life)
If you want to know how to break through that barrier, again, I explain how to do it in my direct message selling framework here
If you are selling something, ALWAYS keep the market sophistication into account
On substack its low, but on X its high
And it can vary depending on the person you’re talking to
If I meet a person with 0 followers and 0 idea how to grow on X, then their market sophistication levels are low, but their awareness level is on level 1 (discussed in a later article most likely)
But if I meet someone with 500 followers, then their market sophistication levels are higher, since they’ve been around a while
And even if I sell 10,000 followers in growth, the 500 follower person will be more skeptical and hesitant to invest
The more sophisticated a market, the more careful you need to be when you want to pitch a service or product
In this article I’ve only scratched the surface of how to exploit these concepts/principles
In DPU, my mentorship/coaching program, I do consultations teaching you everything I know about sales, marketing, writing, and social media (including in depth teaching about these 3 marketing concepts)
If you want to learn how I can help you make thousands of dollars using digital writing (as I have), then joining my program is your best bet
Fill in my form here (I’ll be in touch)
PS: I’m writing a book on relationships after 12 romantic relationships, and 2 decades of research into behavioral psychology: Grab the pre-order below
