I got an e-mail the other day from a prospect who said he was excited to see my web site and the great price I offer. He said, “I've always had a strong interest in this type of work but I thought it was ridiculous that some places were charging thousands”.

He went on to say, “My question for you is because the economy is in such a mess right now is this type of home-based business one where most customers won't be interested in it because it might be viewed as a clever novelty? I'd hate to pay and find out I can't find enough business to make it worth my while.”  

I wrote back saying, people are still spending money on things they WANT more than the things they NEED. Your job is simply to enhance and justify that desire or need in them to want your product or service more than the money held tight in their pocket that is waiting to be spent on some other thing.

Whether in a bad economy or in a bull market are not people always spending money on things they want rather than things that they need? They will go out and spend money all weekend long having fun rather than save it for their heat and electricity bill.

The sexiness of owning a fine, luxury automobile (those are still selling well I believe) makes sales. Not the need for the safety that that particular brand of automobile might bring. Whenever commercials sell anything on TV the commercial always sells the sexy or sizzling part because they want you to desire and lust over their merchandise.

Go drive through the low-end income side of town or through a trailer park. Notice how some of the cars are way nicer than their homes. It's because people buy what they want more than what they need. I've seen brand new pole barns in back of houses that were way bigger (and way prettier) than the house. Seems to me that they should move into the pole barn and use the house for a garage!

The job of a salesman never changes. You first need to find or qualify people to sell to in your home-based business . Your second step is to create DESIRE and WANT. You can include needs as “the excuse” they are looking for to justify their purchase. Words like “you only live once” will often do the trick.

The result is if they don't buy, you didn't do your presentation right, or you didn't QUALIFY the prospect. Or at least you need to warm them up a little bit more through several follow-ups. I was reading a marketing tip today that said to “make it a goal to never call on a cold prospect again. Instead, work on a 100% referral base. How true that is for home-based business.

Whether you sell a product or a service, referrals is the way to go. If people highly recommend you, your prospects are going to be pre-sold on you and your product or service before you even contact them.

Your number one job in your home-based business is to find the right prospects and then it will be to create that burning desire or want in them. Many people will want your product without you saying anything. They just want someone that knows how to take their order.

Sure you can inject some needs along with the wants. Wants or benefits are always a stronger seller than needs can be. Needs can be what will happen if they don't buy your product. Desires are the sexy things they get by owning your product and that's what you want to sell. Sell them the sizzle – not the Steak. You can tell them later on that eating expensive quality steak is good for their health. But it's the cooking smell and sound of the sizzle draws them in.

Lee Cusano has owned and operated his own painting business since 1991. Recently he added on a profitable home-based business called star mural painting. You can find out more plus get a free report showing you how to make $250 - $500 a day doing star murals by visiting http://star-mural.com

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