Julie Solomon

Let's say that there's someone who maybe they want to lose weight.

We'll just say that because that's like an easy example.

they may Google search how to lose 10 pounds in a healthy way.

And then maybe that takes them to a podcast or maybe that takes them to an opt-in and then they'll find something there.

And then they're like, oh, well, you know, maybe it's because I need to be on keto.

And so then they start searching like examples of a keto diet or, and then they'll research some of that.

And then that will lead somewhere else.

And what happens is that these people are still in this analysis phase.

They're still in the phase where they're just trying to figure out

why this is happening and how could I find a solution and is there a solution available?

If you talk to that person that's in that pain, it takes so much longer to poke the pain and poke the pain and poke the pain until they're ready to make a buying decision versus somebody that has had what I call their enough is enough moment.

So what I mean by that is that there's other kinds of buyers out there that they've already done the research, they've already listened to the podcast, they've read the books, they've tried this, they've tried that, and they're done.

Enough is enough.

I need a solution and I need it yesterday and I need to pay someone to help me fix this problem now.

That person is going to be way easier and way faster to convert as a buyer.

The best way to call those people in when we talk about attract versus repelling, and it makes sense, right?

If you just focus on pain point marketing, who are you going to attract?

A lot of people that are in pain.

Versus if you start to really hone in on desire-based marketing and future pacing people into the desired existence they want to be in,

yes, you're in this pain reality now, but this is what's possible on the other side, then you're going to start attracting people who are actually looking for a transformation.