The Sneaky “Roadblocks, Solutions, Product” Formula — PART 2
Once you reveal the roadblock, you show them the thing that’s keeping them from getting what they want, their limitation. Then, you need to show them the solution. You need to show them the key to the vault, ways to open up, get around the roadblock whatever, to get the results that they want. Now that you have to understand that the entire world operates on cause and effect for everything that you want, there is a cause to create that effect, let’s say: an “if, then” If you do this, then you get that. So whenever someone’s making a mistake, whenever there’s a roadblock stopping them, there’s always an “if, then” that will help you defeat that roadblock.
Let’s say somebody, they’re a young man who wants to get a six-pack, the guy is there working in the gym for some reason he doesn’t have a six-pack. His roadblock is: “Hey dude you’re not at 10% body fat, you’re at 20% body fat. You need to fix your body fat percentage, Now the “if, then” solution would be if you maintain a 400-calorie deficit every day for 6 weeks, then you will have a six-pack, you will reach 10% body fat,
You have a roadblock, the body fat is too high, and he’s not attacking the body fat problem. The solution is if you eat at a deficit, then you will lose body fat, simple as that right? That’s one example of a solution “if, then” it leads to the results that you want. You can show people the mechanism or the solution, the cause and effect that they need to understand to get what they want. This is the solution. If you do this then you will get the results, and show them how that solution will help them overcome the roadblock. That is the solution you’re going to be showing them after you get them all amped up and excited. You need to be able to explain to them and show them the solution, where they will be like: “Ahh, that makes sense. I understand it now, that’s my path forward”.
You’re basically showing them what they need to do. Now, how they do it, and what’s the best way to do that, might all be wrapped up in a product. But most of the time in the sales situation, you’re going to help people understand their problems, and you’re going to even tell them what they need to do to be successful. But you need to position the product as the thing that’s going to help them enact that solution, in the easiest, fastest, or best way possible.
Now something to keep in mind with this solution, it’s also called a mechanism, it’s the thing they use to get what they want. Whenever you recommend or show a solution to someone, it can’t be the same solution they’ve already tried. If they already tried this and it didn’t work and you recommend the same thing over and over again, they won’t believe it. You have to give them a new solution a new approach, a new angle a new twist on that “if, then” for them to even believe that it can possibly work for them.
So, again if you can be the guy that can show them the roadblock, and show them the solution, you show them what their mistake is and what they to do to solve it, they’re going to like you for that and they’re going to trust you for that, they’re going to want to purchase from you because of that, and it’s going to help you position your product as the best way to take advantage of the solution. So whenever you sit down to analyze your avatar and their dream state, where they’re trying to get to, you need to identify the roadblocks and you need to identify the “if, then” Sometimes there are multiple things that go together, but you have to identify the cause they need to enact in order to get the effect that they want, for example; you right now, you want to make a lot of money in life right now, is you don’t a highly valuable marketable skill, there’s not a way you can add a lot of value into a business, so they’re not paying you a lot of money. The solution is if you learn a marketable skill and develop a skill that’s valuable to a business like copywriting, then you can provide that value and they’ll pay you a lot of money.
You need to understand the “if, then” relationship, the solution that’s going to free them from the roadblock, and give them their desire and overcome their fears, if you understand that clearly and can communicate that to them in a way where they’re “Ah, it makes sense” then you can earn their trust and you can show them where to direct their action afterwards.
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