The Sales Tool You Wish You Had - The Near Miss

If you're thinking about your target, I'm directing my energy and the opportunity towards him, but not at him. And it gives him an opportunity to say, yeah, that's not for me, but I do have other people in my community. Executing a near miss gives him an opportunity to actually change the dynamic of the conversation and say, no, sell me on it. Whether it's your coaching, whether it's a physical product, whether it is a service that you provide, you're not leading with the expectation that they buy from you. See that as a service that benefits your clients and the community and the world. Welcome back to another episode of the yes and Podcast. I am your host and serial entrepreneur, stuntwoman turned serial entrepreneur, Bunny Young. And today I am thrilled to bring to you a piece of your journey that I think is going to accelerate your results. In fact, I know it will accelerate your results. And. And it could be the very thing that is keeping you stuck at this moment. It is a little tip and trick that I have pulled out of my toolbox to give you a little behind the scenes. And the yes and Podcast is here to not only give you the information, but also encourage you with the implementation. And so I want to give you the information and then I want you to go try it out. Leave me comments. And it's pretty much like having me as your coach in your back pocket. And the reason that we do these kinds of recordings, and I think it's important is because in building 14 companies at this point, I wish that we had the amount of information and the amount of coaching that we currently have available to us. And so it's my commitment each and every week that I am going to be pulling a tool from my toolbox and sharing it with you. That will accelerate your results in both business and in life. Yes, you can have success in both. Yes, you can be a tremendously successful hundred million dollars a year business owner and have a thriving family and you can be home for dinner and bedtime. It's a concept. And that's what we do here on the yes and Podcast. So without further ado, let's jump into a tool that I call the near miss. And I discuss this with my individual clients in the aspect that when they are moving from a mindset and understanding, one of the core concepts that we have here at a Better Place, consulting and in all of my companies is that selling is service. You're not selling with the point of making a sale. You are selling with the point of changing somebody's life. And that is why I Create all of my products, all of my services, and that's why I'm doing this podcast. And so if you don't have that kind of relationship to the thing that you're selling, if you're just selling it to make money, you need to find something else to sell, or you need to sit down and really figure out how your relationship can shift, where you believe in what you are selling so much that you know that you're actually serving people by connecting them to it. Whether it's your coaching, whether it's a physical product, whether it is a service that you provide, a course that you have made, whatever that is, see that as a service that benefits your clients and the community and the world. And so when I talk about a near miss, it is when clients are warming up that muscle, getting used to familiarizing their self more with their products, being of service, their services, being of service, and they are working on their confidence in selling. And so a near miss sounds exactly or somewhat like this. You can use this word for word, or you can take a variation on it. And. And if you and I are having a conversation, I say, hey, you know, so. And so I'm just gonna make this up. Hey, Ike, I have been working on this thing that is really helping entrepreneurs move through burnout without having to take time away from work and to reduce them having to come back to burnout. And I'm really excited about it, and I think it's gonna be a pretty big breakthrough. Does that sound like anything that would be helpful to anybody in your community? I know that, you know, a lot of entrepreneurs. Is there anybody in your community think would benefit from that? And of course, Ike's going to be like, yeah, Bunny, actually, that you just described to me. I'd love to work with you on that. Tell me more about it. And so if you're thinking about your target, my target being Ike in this conversation and executing a near miss where I'm not actually directing my energy of the sale at Ike, I'm directing my energy and the opportunity towards him, but not at him. And it gives him an opportunity to say, yeah, that's not for me, but I do have other people in my community. Or it gives him an opportunity to actually change the dynamic of the conversation and say, no, sell me on it. And so that can lead to a lot more confidence for you in your pitches, because you're not putting the pressure on the person in front of you. You're not leading with the expectation that they buy from you. You're leading with the expectation of, I'm really excited about this. Is there anybody that you. I know that it's going to help a lot of people. Is there anybody that is in your community that you think it would be helpful for? And so with a near miss, you can do this in email, you can do this in person, you can do this on social media, you know, comment below or share this with somebody. We do this unintentionally or we do this in our content already where it's like share this with somebody that you think it would resonate with. That is a near miss where you're not directing the energy at the specific target, you're directing the energy at their community or you're giving them the opportunity to share it and be the hero in their referral story for that. And it's a really, really powerful tool and it has led to so much revenue in my companies and it's also led to a lot of saved energy and bandwidth for my clients because they don't feel like they're necessarily soliciting that person directly. And if you're just starting your business or if you're at multiple six figures, this is still a great way to test a new product or a new service. So for example, if somebody's like, yeah, I don't know anybody, Bunny, it's like, well, okay, people know a lot of people. Where did I miss? And you can say, what do you think it was about? Like, what was it about what I said that didn't resonate? And you can take this as deep as you want to go with it. However, if you're starting a business, and Alex Ramosi talks about this where it's like you can get your first five customers from either everybody you're connected to on social, everybody you've ever sent an email from, or email to, or your phone book in your phone. And I think this is a great opportunity to execute on the near miss because it's allowing you to warm up that list. Do not send a near miss to every single person on your list. Pick 20 and go after them so that you can get better refined. And then when you have people that are not only buying but referring based on your offer, that's when I would say dial up the confidence and send it out as more of a mass offer on social media or on email because you have the messaging dialed in, you have some social proof and you yourself have the confidence. Until then, the near miss is a great tool to use in a one to one setting with individuals and it's a great way to get referrals. It's a great way to serve your community. And I hope that by listening to this, you're going to take a couple minutes right after this episode and you're going to write down a couple people that you think that the near miss would be great for. And I'm just going to leave you with a summary again of how that conversation goes. And I'll pick somebody else and say, you know, hey, Maureen, I have been working on this thing that is going to be able to add $10,000 worth of monthly recurring revenue to, to specifically business coaches. And I really want to be able to have a case study. And this is definitely like the sideline. This is definitely from my marketing coach as well as Alex Hormozi does these exact words. I'm working on a case study for five coaches to be able to increase their revenue. And I don't know if you have anybody that would be interested. I was just curious if you know of anybody that would be interested. So it's like, I'm really excited about this product, service, offer, opportunity. Here's the solution that I think that it's going to fix. Here's the opportunity it's going to provide. Here's the ideal community that I'm looking to work with. Here's the scarcity factor because I'm only taking on five people. And then the near miss. I'm not asking you, do you know of anybody that this would be a good fit for? So that's pretty much the format there, and I've heard it a lot of different ways. However, the near miss is what I brought into my company and what I personally have experienced in growing several all of my companies over the past almost two decades now. And so I want to give that to you as an opportunity for you to test it out. And before next week's episode comes out, tag me on social mediabunnyoung on Instagram or on LinkedIn, unnysumneryoung and let me know, send me a message, tag me and tell me how this is going. I would love to hear from you. And if it doesn't work, let's refine it. Like, you'll be my coaching study and I'll hop on a voice note, we can even hop on a podcast episode and I'll coach you through how to make this more effective and increase your confidence as well as increase your results, because you deserve it. You have a product, a service, a purpose that the world needs to be connected with. And so I'm here in full support 100% to make that happen for you. Thank you so much for listening to us wherever you took me today. Every time I say us for the record, it's because Guinness is always laying at my feet in the studio. So I don't have a mouse in my pocket. It's just the fact that I have a service dog laying at my feet in the studio. Giant Great Dane. So thank you for listening to me ramble and to him snore. And I can't wait to be with you again on another episode of the yes and Podcast.