Sell results before transformation
Everyone is taught to sell "transformation". But you have to lead in with a "quick-win."
One of the most eye-opening lessons I've learnt is to sell transformation.
Some examples:
- "I don't run fitness classes. I help people feel powerful and look sexy."
- "I don't shoot photos. I capture memories in your wedding that you'll look back and smile... forever."
- Instead of "1 to 1 consulting call," say "You'll get 1 insight that will 2X your revenue."
- Don't charge RM100/hour. Charge RM1,000 to solve a RM10,000 problem.
Alright, alright, alright. This is great. But the mistake people make (I do this a lot, too) is to try selling transformation straightaway.
If you're introducing a new product to the market and trying to sell a transformation. Guess what. Nobody will blindly just believe you!
Sure, it sounds good to go around saying, "Yep, I help increase sales conversions." But if it's your first day as a web developer, not many people will trust you. Customers believe the results from others. That's why marketers show screenshots, testimonials, and put up proof of transformation.
Before You Sell Transformation. Sell a Result.
In other words, get clients a quick win.
In 2008 - 2014 I ran a recording studio. I received a lot of jobs for DVD to digital audio conversions. (These were mostly karaoke enthusiasts & teachers looking to rip their favourite music)
The job was just a few clicks on a computer for me. (But it was like magic to them) I would burn the audio onto a CD and charge the client RM50 for my time.
I first started with one client. Then word got out. Soon, I had more people coming to my studio for DVD-to-audio conversions.
Then, something happened. Most of these clients became interested in my higher-priced recording and music arrangement services, which was what I intended to do in the first place.
My clients first got results. And that's where trust begins.
So, back to you.
First, sell a result. Build trust, then sell transformation.
- I'll help you reduce acne. Result. Would you be interested in our skin whitening package and be in the best version of yourself? Transformation.
- I'll help you fix a car tyre puncture. Result. Would you be keen to upgrade your shock absorbers for a premium comfort ride? Transformation.
Live Masterclass: Save Money On Marketing
Most businesses are spending too much money & time managing marketing, rather than doing actual marketing.
Think about the number of software you pay every month. And the amount of time you spend doing manual work – updating lead entries, follow-ups, replying to prospects, and sending proposals.
What if you could automate at least 40% of these tasks? And put the time and resources into actually growing your business?
Tomorrow's live masterclass will show you how
Join Faisal and me in Build a System to Automate Lead Capture, Follow-Ups, & Tracking With AI tomorrow and build a marketing system that actually works.
Date: 13th Jan 2026
Time: 10AM - 11AM