What’s in the box?
To start this workshop, Dre McLaughlin offered us a box of snacks he said he bought 50,000 VND for the price of 80,000 VND. No one wanted to buy it. But then he opened it, and we saw that he sneaked 100,000 VND of cash in it.
A good methaphore to say that most products advertised on the market does not show their real value so no one actually buy them. And like this, the workshop was started.
Dre’s resume is quite impressive, he has published 4 books and helped people become best sellers. He’s a sales consultant for coaches.
He mentioned going from selling 50$/coaching up to 25,000$ and gradually increasing prices.
The 6 P’s that hold people back from getting clients.
- Perfectionist, you wait too often for things to be perfect before shipping.
- Procrastination, it’s like perfectionism, but with the inaction in it. You’re not doing anything.
- Periodic, you work high-energy monday tuesday, then the rest of the week you’re not delivering.
- People Pleaser, you are relying on people too much to make a move.
- Pretender, fake it until you make it.
- Pride.. the ego guys!
The takeaway here is that we’re constantly holding ourselves back from selling our offer to people, and that it doesn’t have to be that way.
PRO TIP: take a piece of paper, write the one P you think represents you the most… and tear that piece of paper down! You are no longer that person anymore!
Let’s get you some sales guys!!
The sales takes time.
- 50% of your leads will not buy
- 15% buy in 12 months
- The others take longer
So, it’s about authority and credibility. We’ve briefly talked about “rejection” where it’s going to be happening in 90+ % of the cases. Gotta take rejection as the necessary steps to the future yes.
KLT of sales:
A client will buy if they:
- Know you
- Like you
- Trust you
So we have to go for the low hanging fruits first. It’s about talking to people who are already KLT first, and connect.
Content strategy:
The client avatar funnel in 4 layers:
- Not Problem aware 50%
- Problem aware 30%
- Info (meaning they search for info) 17%
- Buy 3%
Takeaway: Make sure you post 15% niche content the rest can be broad, so that means 15% between info/buy, the rest should be to raise awareness and agitate the problem.
14 ways to get clients
- Emails
- Cold calling
- Social media
- Podcasts
- Referrals
- Communities
- Paid Ad’s
- Partnerships
- Webinars / Masterclasses
- Challenges / Events
- Lead Magnets
- Networking
- Marketplaces
- Business Associations
Takeways: I’ve tried most of these things:
- I do post regularly on Linkedin, Facebook.
- I co-hosted a podcast for a year.
- I built a community of 9000 French Expats in Vietnam.
- I’ve run paid ads in the past with my hostel.
- I made great partnerships.
- I’ve done 2 webinars:
- I’ve created a free guide to create clear processes
- I’ve got a template for training hostel teams
- I’ve done a checklist to save 2h per day as a business owner
BUT not entirely with the purpose of selling. That’s a missing piece in my strategy. Some of the recent lead magnets I created have clear call to action, but so far, I have the feeling I can do way better at this game.
Use simple strategies:
- Think of a product or service
- Use the “14 ways to get clients” (above)
- To make an offer
- To an audience
- To close sales.
Example with the research technique, where you would post on Facebook groups that you are starting to build X product, and are making research. So you’re looking for interviewing 3-5 people for 15 mins, and then at the end of the call say you’re offering them to keep in touch when the product will be ready.
12 Lead Magnets Ideas
- Ebooks
- Guides
- Checklists
- Templates
- Audio Training
- Video / Podcast Ep
- Quiz / Assessment
- Resource Directory
- Free trial / Discounts
- Workbooks
- Journals
- Community Access
Lead magnet follow up questions:
- Is there something specific you were wanting to take away from that lead magnet
- Is there anything I could do for you to drop everything and buy my product
Personally: I find these two questions EXCELLENT. I am adding them in my email sequence after the download of my lead magnets. However, I still have not succeed in getting many people raising their hands at my lead magnets. It’s not yet a success in that sense. So, I’m also needing to refine and test more lead magnet ideas.
Dealing with objections
- Know your service product inside out; practice: benefits (how its going to make their life better), usually in 3 types:
- Faster
- Easier
- Higher status
- PRO TIP: Sales role play with ChatGPT. Turn on the voice mode and ask the robot to be your ideal client and have 5 objections to your sales, and at the end of the role play, to give you an assessment and suggestions on how to improve your sales pitch.
- Affirmations why your product is the best in the world: What makes your product the best in the world, different from anybody else on the planet?
I really need to try this out! Maybe a good content for a video!
EDIT: After publishing this article I actually DID try to role play with ChatGPT.
Watch this! Do it like I just did guys, it’s free, it takes 5 minutes and it’s enlightening!!
The offer layer cake
- Name
- Promise
- Pricing power
- URgency
- Scarcity
- Bonuses
- Guarantee
Proven CTA’s that work
These are straight copy-pasted from Dre’s slides, posts that he actually used and got him downloads, leads and clients.
So he is suggesting to use these examples for our own businesses, and post on forums, groups:
- We’ve finished updating our list of 375+ Facebook groups you can promote your business in… what a copy?
- I’ve put together a list of 100 of the most profitable coaching niches in 2023… who would like a copy?
- Looking for 3 more co-authors to share their story of how you have overcome trauma and are now helping people have better lives, for a best selling book?
- Who’d like my 7 step FB &. Linkedin profile cheat sheet, so you can look like the #1 authority in your niche in 2023?
Crafting your CTA Formula:
First template:
I’m looking for [3/5] people to help [problem/solution/promise], [can add time frame] who wants more info?
Steps then to follow:
- I’m putting together a [guide/checklist/ebook/training video] on how to [problem/promise/solution] in [7/10/30 days] who would like a copy when it’s ready?
- The [guide / checklist / ebook / training video] is ready on how to [problem / promise / solution] in [7/10/30 days]. Who would like a copy?
- Who missed out on the (guide/checklist/ebook/training video) on how to (problem/promise/solution) in (7/10/30 days)?
Direct Messaging
Something most sales coach ask you to do or will offer to do for you is to reach out to people and have a moment in the day where you “direct message” people.
First template for DM
Hey [NAME],
I’m putting together a [YOUR SPECIAL OFFER] that helps [PROBLEM / SOLUTION / PROMISE]. It’s for the next [3/5/7/30 DAYS].
Do you know any friends, family, or colleagues that might find this valuable?
OPTIONAL: I can give you a […………….] for any referrals.
Second template for emails
Subject line: [location] / [Event Name]
Hey [first name],
I’m running a small workshop on how to get your next 10 clients in [event location] during [event month].
Do you know anyone in your network that might find this valuable?
Other tips/notes:
You can start offering a service for free in exchange of for testimonials. I have seen this. I am only keen on doing this if I have a clear strategy in place.
What I can say is that for me, offering a free consultation with business owners and offering to work for them during 1-2 hours for free, has been an incredibly effective way to prove my value and close deals. But, after 6 months of doing this, I only recommend offering this with leads that are on the verge of working with you. For the cold leads, the people you don’t know and who don’t know you: Dre’s workshop advice are really helpful.