How do you get people to buy more than once? You need to understand the needs and wants of how a sale actually works. People know exactly what they want to buy, or they discover what they want to buy.
Qualify versus disqualify. Disqualify in order to maximize your efforts to those who do qualify. Take joy in disqualifying because it will save you so much time, money, effort, and energy.
If you're in the value game business, you're giving value, and whatever you put out there, people are either qualifying or disqualifying themselves from taking the next action or subsequent action. The value is going to help them understand where they want to go.
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