1 00:00:00,080 --> 00:00:02,680 That was a real light bulb moment for me of like, oh, hang 2 00:00:02,720 --> 00:00:05,519 on, people in my audience have a problem where they're struggling to grow the 3 00:00:05,559 --> 00:00:08,720 audience. I have a course that teaches them literally how to do that exact 4 00:00:08,759 --> 00:00:12,839 thing without spending any money on ads. And because I just haven't talked about 5 00:00:12,880 --> 00:00:19,399 it very much, nobody knew about it. Welcome to Imperfect Action. I'm 6 00:00:19,440 --> 00:00:23,160 Steph Taylor. For years, I read all the books, downloaded all the 7 00:00:23,199 --> 00:00:27,440 freebies, and did all the courses, but it wasn't until I started taking 8 00:00:27,480 --> 00:00:33,359 imperfect action that my business had its first million dollar year. Imperfect action is 9 00:00:33,399 --> 00:00:39,520 about doing things before you're ready, prioritizing consistent action over perfect action, and 10 00:00:39,560 --> 00:00:44,280 moving forward even when you're not sure you're doing it right. On this show, 11 00:00:44,359 --> 00:00:48,679 you can expect mindset advice, actionable marketing tips, and strategies to build 12 00:00:48,719 --> 00:00:53,000 a business that brings you more profit, more freedom, and even more joy. 13 00:00:55,159 --> 00:00:58,159 Are you on the list to get my daily Businesses? Every day, 14 00:00:58,240 --> 00:01:00,600 I'll send you a bite sized prompt designed to help you grow your business in 15 00:01:00,640 --> 00:01:04,840 a more intentional way. Sign up at Steph Taylor dot co, forward slash 16 00:01:04,920 --> 00:01:11,439 DBB, or at the link in the show Notes. Hey, welcome back 17 00:01:11,439 --> 00:01:15,359 to in Perfect Action. This is episode eight hundred and five. Today I'm 18 00:01:15,439 --> 00:01:22,040 sharing a couple of little shifts that you can make to feel less like you're 19 00:01:22,079 --> 00:01:26,120 being salesy when you're selling and actually sell a little bit more effectively in your 20 00:01:26,120 --> 00:01:32,599 business. Now. I used to absolutely hate selling and I would avoid it, 21 00:01:33,079 --> 00:01:36,159 but then I realized that the only way in your business to make money 22 00:01:36,439 --> 00:01:41,079 is to sell. If you're not telling your audience about your offers and inviting 23 00:01:41,120 --> 00:01:44,200 them to buy them, you're going to run out of money in your business 24 00:01:44,280 --> 00:01:49,040 pretty soon. Free content is great, and you know I'm the first person 25 00:01:49,079 --> 00:01:52,640 to tell you, yes, share loads of content for free, but your 26 00:01:52,640 --> 00:01:56,959 business needs to be making money for you to be able to keep producing free 27 00:01:57,000 --> 00:02:00,400 content. And you know, you know, there's such a like, oh, 28 00:02:00,840 --> 00:02:04,680 it's a bad thing to want to make money, but in your business, 29 00:02:04,719 --> 00:02:07,799 that's how you get to reach more people. When you're making more money 30 00:02:07,799 --> 00:02:10,400 in your business, you can invest in things like ads that will help you 31 00:02:10,479 --> 00:02:15,639 to then reach more people and then make a bigger impact that way. Now 32 00:02:15,199 --> 00:02:20,560 at the moment, conversion campaigns. My monthly membership is currently open. If 33 00:02:20,560 --> 00:02:23,960 you're listening to this episode, when it goes live and each month in it, 34 00:02:23,960 --> 00:02:28,879 you get the tools and templates to sell really easily. You basically get 35 00:02:28,919 --> 00:02:32,960 the plug and play campaign to generate a cash injection in your business each month. 36 00:02:34,240 --> 00:02:38,800 This month's campaign is a three month mini launch of something that you already 37 00:02:38,840 --> 00:02:43,240 sell in your business, an existing offer, and to create a strategic bonus 38 00:02:43,319 --> 00:02:47,039 to sell that offer even better than before. So you get all the email 39 00:02:47,080 --> 00:02:51,759 templates, social templates so that you don't really have to think too much and 40 00:02:51,840 --> 00:02:55,599 overthink about the whole selling part and whether you're being salesy because I've written those 41 00:02:55,639 --> 00:03:00,240 templates in a way that incorporates all of the show shifts that I am talking 42 00:03:00,240 --> 00:03:04,960 about in this episode. Okay, so some of the shifts that you can 43 00:03:05,000 --> 00:03:07,960 make to feel a little bit more confident when you are selling in your business. 44 00:03:07,039 --> 00:03:12,319 Number one, shift your mindset about selling. It's not about getting somebody 45 00:03:12,400 --> 00:03:15,520 to spend money. It's about presenting a solution to their problem. Selling isn't 46 00:03:15,560 --> 00:03:20,280 necessarily about being pushy or salesy or cheesy. Like yes, there are lots 47 00:03:20,280 --> 00:03:23,080 of people who sell like that, and I don't love that. You can 48 00:03:23,479 --> 00:03:27,199 make selling however you want it to be. You can make the way that 49 00:03:27,240 --> 00:03:30,800 you present your sales feel a lot more aligned without you needing to be pushy 50 00:03:31,000 --> 00:03:36,000 to salesy or cheesy, and make it about presenting that solution to the problem. 51 00:03:36,439 --> 00:03:38,479 Someone in your audience has that problem, you have the solution to it, 52 00:03:38,520 --> 00:03:42,360 and you can't help them if they don't know about the solution. You 53 00:03:42,400 --> 00:03:46,639 also can't always give away the solution for free. I have tried this, 54 00:03:46,800 --> 00:03:50,639 you know, Like I used to create a lot of how to content giving 55 00:03:50,639 --> 00:03:53,599 people the step by step by step, and people wouldn't take action on it 56 00:03:53,599 --> 00:03:54,960 because they hadn't invested in it. They didn't see the value in it. 57 00:03:54,960 --> 00:03:58,520 They were like, oh, this is free, I can do it whenever, 58 00:03:59,120 --> 00:04:00,520 I can do it late, right, But they don't see the value 59 00:04:00,520 --> 00:04:03,560 in it because they haven't got any skin in the game. They haven't invested 60 00:04:03,560 --> 00:04:06,680 in it. And a lot of the time when somebody is coming to you 61 00:04:06,759 --> 00:04:10,879 and consuming your free content, at the end of that, they're looking for 62 00:04:10,919 --> 00:04:14,560 a natural next step. Gives them that next step, tell them what they 63 00:04:14,639 --> 00:04:17,560 can do next to keep learning from you, or to get the actual steps 64 00:04:17,600 --> 00:04:20,360 to do the thing that you've told them about. They're not going to just 65 00:04:20,399 --> 00:04:25,879 go looking and find it on your website. Like I when I surveyed my 66 00:04:25,959 --> 00:04:28,920 audience, I think it was at the end of last year, maybe it 67 00:04:28,959 --> 00:04:31,839 was the start of last year. I found out in that survey that only 68 00:04:31,879 --> 00:04:35,040 about thirty percent of people on my email list, and by the way, 69 00:04:35,079 --> 00:04:39,480 I email my list like at least three times a week, only thirty percent 70 00:04:39,480 --> 00:04:44,199 of people on that email list who answered my survey knew about my course Boost 71 00:04:44,199 --> 00:04:47,839 your Brand Superfans because I just hadn't really spent a whole lot of time selling 72 00:04:47,879 --> 00:04:50,519 it. And that was a real light bulb moment for me of like, 73 00:04:50,800 --> 00:04:55,000 oh, hang on, people in my audience have a problem where they can't 74 00:04:55,040 --> 00:04:58,240 grow their audience. They're struggling to grow their audience. I have a course 75 00:04:58,240 --> 00:05:00,959 that teaches them literally how to do that exact thing without spending any money on 76 00:05:01,040 --> 00:05:05,360 ads. And because I just haven't talked about it very much, nobody knew 77 00:05:05,399 --> 00:05:11,480 about it. Okay. The second shift is to remember that selling isn't just 78 00:05:11,519 --> 00:05:16,360 about talking about your product NonStop. It's actually about educating your potential buyers. 79 00:05:17,160 --> 00:05:21,480 And you know, selling isn't just saying buy my product. Here are my 80 00:05:21,800 --> 00:05:26,800 product's features. It has this many modules and this many lessons, and it 81 00:05:26,839 --> 00:05:30,240 has live calls so you can get all your questions answered. Like those features 82 00:05:30,240 --> 00:05:33,120 and benefits, yeah, somebody's going to consider them when they're buying product, 83 00:05:33,240 --> 00:05:38,759 but they also really there's also a bunch of other things that they need to 84 00:05:38,800 --> 00:05:41,800 know before they're going to be ready to buy. And the things that they 85 00:05:41,839 --> 00:05:45,600 need to know aren't Oh, it has ten lessons that are sixty minutes long. 86 00:05:46,040 --> 00:05:48,319 That's not the stuff that's holding them back from buying. Instead, what 87 00:05:48,360 --> 00:05:51,160 do they need to know about the problem to be ready to buy? What 88 00:05:51,199 --> 00:05:55,120 do they need to know about the solution to their problem to be ready to 89 00:05:55,160 --> 00:05:58,800 buy? For example, let's say that the problem is they are struggling to 90 00:05:58,839 --> 00:06:01,879 grow their audience, and the solution to their problem is to start doing content 91 00:06:01,959 --> 00:06:06,480 marketing. They need to know things like, well, you can't just grow 92 00:06:06,560 --> 00:06:12,040 your audience by posting on social media and using the right hashtags and hoping that 93 00:06:12,079 --> 00:06:15,199 it's going to magically reach the right people. They also need to know that 94 00:06:15,279 --> 00:06:23,040 content marketing isn't just sharing cool quotes that they saw on Instagram or just posting 95 00:06:23,600 --> 00:06:27,279 every single day, even though the content that they're sharing is really mediocre and 96 00:06:27,319 --> 00:06:29,800 has been said a million times, but other people in the industry, they 97 00:06:29,839 --> 00:06:32,879 need to know that there's a right way to do it. And now this 98 00:06:33,000 --> 00:06:38,240 isn't me creating content telling them how to grow their audience or how to do 99 00:06:38,319 --> 00:06:41,879 content marketing, because as long as they are there believing that they can grow 100 00:06:41,920 --> 00:06:46,800 their audience with the right hashtag and really cool quotes, then they're never going 101 00:06:46,839 --> 00:06:47,759 to be able to solve the problem. They're never going to be able to 102 00:06:47,800 --> 00:06:51,319 grow their audience. So notice how there's a bunch of stuff there that they 103 00:06:51,360 --> 00:06:55,279 need to know before they're going to be ready to take action to solve that 104 00:06:55,360 --> 00:07:00,639 problem. That is part of your sales Okay, shift number three. Use 105 00:07:00,680 --> 00:07:05,959 your sales content and messaging as a way to preempt and address any hesitations that 106 00:07:06,079 --> 00:07:11,319 your audience might have towards buying your offer. They are always going to have 107 00:07:11,399 --> 00:07:15,759 hesitations. The two that come up all the time is I don't have enough 108 00:07:15,759 --> 00:07:17,120 money for this right now, and I don't have enough time for this right 109 00:07:17,160 --> 00:07:20,600 now. That comes up. That's pretty universal, and there are two really 110 00:07:20,639 --> 00:07:25,120 simple excuses that somebody can give a lot of the time, they will give 111 00:07:25,120 --> 00:07:28,639 this as an excuse because it's easier than telling you the real reason why they 112 00:07:28,639 --> 00:07:30,800 can't buy or they don't want to buy it. The others that come up 113 00:07:30,839 --> 00:07:34,360 are will this work for me if dot dot dot like, will this work 114 00:07:34,399 --> 00:07:40,319 for me, if I'm brand new to business, if I have ten people 115 00:07:40,360 --> 00:07:44,560 on my email list, if I have bought too many other courses like those 116 00:07:44,600 --> 00:07:47,360 come up all of the time. They're also going to have certain hesitations that 117 00:07:47,439 --> 00:07:51,959 are really specific to your offer. For example, with launch Magic, a 118 00:07:51,959 --> 00:07:57,120 big hesitation is my audience is too small to launch. So then when I'm 119 00:07:57,160 --> 00:08:01,000 selling, I will show them case studies and stories of people who've come through 120 00:08:01,079 --> 00:08:05,959 launch Magic in the past with really tiny audiences and had profitable launches. I 121 00:08:07,040 --> 00:08:11,519 will show them how launching it can be a great tool for growing your audience, 122 00:08:11,759 --> 00:08:13,240 and how if you're sitting around waiting for your audience to grow before you 123 00:08:13,319 --> 00:08:18,519 launch, you will never launch. Another hesitation that comes up for launch Magic 124 00:08:18,680 --> 00:08:20,720 is well, i haven't created my offer yet, I'm still in the process 125 00:08:20,759 --> 00:08:24,160 of outlining my course, or I'm still designing my membership. I haven't even 126 00:08:24,199 --> 00:08:28,040 created it. Then I show them, hey, actually, you know, 127 00:08:28,199 --> 00:08:31,720 these are some of the students who've come through in the past who created their 128 00:08:31,720 --> 00:08:35,799 offer at the same time as launching it, or the ones who launched it, 129 00:08:35,840 --> 00:08:37,360 and then once people bought it, then they created it. They co 130 00:08:37,440 --> 00:08:41,879 created it with their first round of students. So everyone thinks that they are 131 00:08:41,919 --> 00:08:46,399 the only one who has that particular hesitation, and if you can preempt that 132 00:08:46,759 --> 00:08:50,200 they're going to have that hesitation, then it's going to give them a little 133 00:08:50,240 --> 00:08:52,399 bit of comfort that they are in the right place, that it's the right 134 00:08:52,480 --> 00:08:56,159 offer for them. This is a great place to share case studies, examples, 135 00:08:56,200 --> 00:08:58,360 stories, you know, like with launch Magic, I have so many 136 00:08:58,360 --> 00:09:03,879 testimonials from students who've launched with small audiences, testimonials from students who have launched 137 00:09:03,879 --> 00:09:07,960 before they created their offers, testimonials from students who launched, you know, 138 00:09:07,000 --> 00:09:11,320 at the very very beginning of their business, before they were very advanced in 139 00:09:11,399 --> 00:09:13,840 business. That shows somebody who's thinking, oh, I want to join, 140 00:09:13,879 --> 00:09:18,320 but maybe I'm too beginner. It shows them that actually they can still see 141 00:09:18,320 --> 00:09:20,799 those results and that they are in the right place, okay. And then 142 00:09:20,840 --> 00:09:24,759 I also share a lot of content about this on my podcast and to my 143 00:09:24,840 --> 00:09:28,639 email list. I talk about how you can launch with a small audience, 144 00:09:28,799 --> 00:09:33,440 or how it is possible to launch before you've created your offer and what that 145 00:09:33,519 --> 00:09:39,080 actually looks like. So that is all part of selling as well. Shift 146 00:09:39,200 --> 00:09:43,480 number four. Instead of just talking about your offer and the features and the 147 00:09:43,480 --> 00:09:48,480 benefits, could you start to share stories and case studies of your past clients 148 00:09:48,600 --> 00:09:54,360 and students. So rather than selling by you saying how great your product is, 149 00:09:54,840 --> 00:10:00,360 do you have other people who can say how great your product is you? 150 00:10:00,679 --> 00:10:05,240 Do you have results that previous students have got? Do you have testimonials 151 00:10:05,279 --> 00:10:09,399 where they're saying what they were struggling with before, what the process was like, 152 00:10:09,480 --> 00:10:13,240 and then what they have now is a result of doing your offer or 153 00:10:13,279 --> 00:10:16,759 working with you. Do you have screenshots? Your screenshots can be really powerful, 154 00:10:16,840 --> 00:10:20,080 like just really like spontaneous social proof where somebody said like, oh, 155 00:10:20,120 --> 00:10:24,039 I'm diving into module three and I'm my mind is blown. Yeah, that's 156 00:10:24,120 --> 00:10:28,840 great social proof because it's somebody else saying how great your offer is without you 157 00:10:30,000 --> 00:10:33,000 having to say it. It gives you a little bit more credibility. And 158 00:10:33,480 --> 00:10:37,120 you know, even if this is all you share to your email list and 159 00:10:37,399 --> 00:10:41,279 to your social media audiences when you are launching or when you are selling your 160 00:10:41,320 --> 00:10:46,120 offer, then that's still going to be so effective for me, Like this 161 00:10:46,279 --> 00:10:48,879 is the bulk of my car open emails for Launch Magic these days, because 162 00:10:48,919 --> 00:10:52,399 it's nine rounds. I have had so many students go through. I have 163 00:10:52,480 --> 00:10:56,399 so many awesome case studies and stories. So the emails that I send to 164 00:10:56,440 --> 00:11:00,879 my list when doors are open are pretty much written for or me because my 165 00:11:00,919 --> 00:11:05,080 students are saying how great the program is. Same with my sales page, 166 00:11:05,080 --> 00:11:07,399 a lot of that has been written in my student's words because they've given me 167 00:11:07,440 --> 00:11:13,600 such awesome testimonials. Anytime that you are making a claim on your sales page, 168 00:11:13,879 --> 00:11:16,519 when you're saying, like, you know, the Q and A calls 169 00:11:16,559 --> 00:11:20,519 a great place to get your questions answered, if you have a testimonial or 170 00:11:20,559 --> 00:11:22,600 a screenshot from a student that's like, Wow, tonight's Q and A call 171 00:11:22,639 --> 00:11:26,759 blew my mind, put that in that section because then it's somebody else backing 172 00:11:26,840 --> 00:11:30,919 up your claim. It's not just you saying I think my Q and A 173 00:11:31,000 --> 00:11:33,440 calls are amazing. You should believe me, no, because somebody else now 174 00:11:33,480 --> 00:11:37,840 is saying how great they were. So now it's a lot more believable to 175 00:11:37,879 --> 00:11:41,679 somebody who's reading that. Obviously, make sure that your testimonials and your screenshots 176 00:11:41,679 --> 00:11:45,679 and everything are like actual testimonials. They're real, they're not made up. 177 00:11:46,360 --> 00:11:48,919 I think that goes without saying. I like to think that everyone who's listening 178 00:11:48,919 --> 00:11:52,000 to the show is a good human and knows the right ethical things to do. 179 00:11:52,000 --> 00:11:56,879 But make sure that they are always real testimonials. Okay, And then 180 00:11:56,159 --> 00:12:01,200 number five, the fifth shift. If you are war ried about your product 181 00:12:01,240 --> 00:12:03,519 being good enough, if you are worried whether your offer is good enough to 182 00:12:03,600 --> 00:12:09,279 get people the result, it's probably amazing because the people who are out there 183 00:12:09,639 --> 00:12:13,759 who are selling really subpar offers are not the ones who are worrying about whether 184 00:12:13,799 --> 00:12:18,360 it's good enough. And often we can hold ourselves back from selling and from 185 00:12:18,440 --> 00:12:24,320 showing up and giving that sales process one hundred percent of our energy because we're 186 00:12:24,320 --> 00:12:26,480 worried that we can't deliver. We're worried that, like, oh, do 187 00:12:26,519 --> 00:12:31,960 I know enough? Maybe I'm not enough of an expert. Maybe in this 188 00:12:31,039 --> 00:12:37,600 particular, in this particular case, or this particular person's situation, they won't 189 00:12:37,639 --> 00:12:39,279 be able to get this result. What if this? What if that? 190 00:12:39,399 --> 00:12:43,240 And it's I especially notice this with women as well, Like we tend to 191 00:12:43,240 --> 00:12:46,120 get in our heads quite a lot about like, are we good enough to 192 00:12:46,159 --> 00:12:50,279 do this? Men too, but more so with women. And usually if 193 00:12:50,320 --> 00:12:54,480 you are the person who is worrying about whether your offer is going to be 194 00:12:54,480 --> 00:12:58,240 good enough, you're probably also the kind of person who's going to over deliver. 195 00:12:58,399 --> 00:13:00,919 You're the type of person who's going to give it one hundred and fifty 196 00:13:00,960 --> 00:13:05,000 percent. So that's great, Like you are going to over deliver your audience. 197 00:13:05,000 --> 00:13:07,919 Your buyers are going to have a great experience. And if you are 198 00:13:07,960 --> 00:13:11,919 not out there selling your offer, then someone else who has a worse offer 199 00:13:11,960 --> 00:13:18,080 than yours, but this delivers the same or promises the same transformation. They're 200 00:13:18,080 --> 00:13:20,639 going to sell that to your people. They're going to sell it to the 201 00:13:20,639 --> 00:13:22,519 people who are in your audience, and they're not going to get the same 202 00:13:22,559 --> 00:13:26,960 results that they would get from your offer. So, in other words, 203 00:13:26,000 --> 00:13:31,279 you are doing your people a service by selling your offer to them and trusting 204 00:13:31,320 --> 00:13:33,039 that you will be able to overdeliver. You will be able to get them 205 00:13:33,399 --> 00:13:37,639 the best experience. But you can't do that unless you sell them the offer 206 00:13:37,679 --> 00:13:41,519 and get them into your offer first. So there you have it. Five 207 00:13:41,600 --> 00:13:46,440 little shifts that you can make to feel a little bit less salesy when you 208 00:13:46,559 --> 00:13:50,080 are selling. If you've learned anything from this show so far, please take 209 00:13:50,120 --> 00:13:52,919 thirty seconds to leave a quick rating and a review means a lot to me. 210 00:13:54,000 --> 00:13:56,440 I've been doing this show for eight hundred and five episodes. A lot 211 00:13:56,440 --> 00:14:00,799 of work goes into creating it, and it's really nice to hear from you 212 00:14:00,799 --> 00:14:03,600 guys and know that there's somebody else on the other side listening. So please 213 00:14:03,639 --> 00:14:07,080 do take a little bit of time to write a nice little review and leave 214 00:14:07,120 --> 00:14:09,399 a rating for this show. That is it for today's episode. Thanks so 215 00:14:09,480 --> 00:14:11,000 much for listening. Catch you next time.