For years I used to stress out when it came time to make my offer on a webinar. And when I was speaking 1:1 with potential clients I got very casual about making my offer. In both scenarios, I missed out on people saying "yes" to me because I didn't have a formula that felt good for selling. Today's guest article is from the Queen of Sales Conversion (without being salesy), Lisa Sasevich. I've learned a TON from her on creating structures to get my ideal clients saying "YES!".
Entrepreneurs often think that sales is really complicated, it’s a creative process, and it seems mystical and magical. There’s also a misconception that some people are good at it and some people aren’t. So if you weren’t born to do sales, there’s not much you can do about it.
Well, that just isn’t true. Sales effectiveness is really just a matter of having proven structures. And there are really only three areas that you need those structures for.
So... here are the 3 proven structures, and if you take the time to include these 3 structures in your business, you should be more than ready to make your Irresistible Offer in any situation:
- One-to-one: The first structure you need, and the place where we recommend that you start, is your one-to-one high-ticket selling system. This takes place on the phone or live, and, in this system, the prospective client does most of the talking while you’re listening. We love for entrepreneurs to start with this, because it’s like getting paid to do market research. You’re making sales while you learn all about their biggest concerns, their biggest aspirations and dreams, and they are telling you exactly what they need and how you can help them. As I’ll show you in a moment, that research is crucial to the success of the other two structures. In addition to the market research potential, this structure can be very lucrative. Using our high-ticket selling system, most of our clients are closing 20-25% of their calls. So it takes fewer than two sales a week, at the $2,000-plus level, to turn that six-figure-a-year dream into a reality!
- One-to-many: This is your structure for selling while you’re speaking on live stages or on teleseminars and webinars. Here, you’re doing most, if not all, of the talking, and your prospective clients are listening. This is where the market research that you learned during your one-to-one conversations really pays off. Being able to say the words that are circulating in your ideal clients’ minds makes you powerfully effective when you make your invitation to work with you. In addition, all of that research leads you to your Irresistible Offers, so, not only are you saying what they’re thinking, but your offer is exactly what they need. (I call this business nirvana. ;-))
- Online: The ultimate test of your sales structures is being able to use the tools for an online launch. With online opt-in and sales pages, you’re mostly using printed copy. You’re not getting any feedback at all from your prospects, so you had better already know what’s going on in their heads. How did you find that out so that you could write effective copy? You listened during your one-to-one conversations. (See how it works?)
You’ll know you’re in tune with your ideal clients’ needs and desires when they say, “Wow, how did you know I was thinking that?” or “You took the words right out of my mouth!”
When you hear that, you know that all of your work has paid off, and all three of your sales structures have come together in a powerful way.
*The Queen of Sales Conversion, Lisa Sasevich, is hosting a "Live Irresistible Offer Makeovers" complimentary livestream training tomorrow!