682 Sales messaging shifts for a challenging economy

We are eight weeks away from Unstoppable women. So if you haven't heard about this event and this is the first time you're hearing of it, oh my gosh, where have you been? It is time to check out the details. It is a full day transformational event happening in Brisbane on 29 August at the Brisbane Entertainment and Convention Center. This is about shaking up the events industry and giving you a transformational event that's going to change the way that you think about business, the way you think about yourself, and the way that you show up online and in business. Every single speaker has been curated to create an incredible experience for you. So I want you to think the mix between Tony Robbins and business Cheeks, it's not just about motivation. It's not just about taking notes. It's about shifting something within you. From incredible speakers like Erica Kramer, the Queen of confidence, Tina Tower, who is the founder of her Empire builder, and Annika Odendahl from Pink Sparrow Social, I cannot wait to help you change the game this year for you and your business. So if you have not got your tickets yet, it is time to secure your spot. There are bring a bestie tickets so if you want to bring a friend along so you're not alone and you won't be alone afterwards because you'll be making a whole bunch of new business besties. But grab your business bestie ticket now before they run out. And VIPs. I think there's only like five left so you better grab your ticket ASAP. Check out the link in the show notes to grab your ticket now. Welcome to the Next Level Life podcast with Christine Corcoran. This podcast is made for the powerhouse business women who are ready to ignite their fullest potential. This is where we will dive deep into the mindset breakthroughs and sprinkle in some kick up the butt motivation so you can scale your business with confidence and clarity. Whether you're craving more income, impact or inspiration, this podcast will be your ultimate resource for all things next level. Listen in as we have authentic conversations with game changing fitness female entrepreneurs as we reveal the secrets of what it takes to rise and thrive. So go ahead, ignite your inner fire and let's get you taking massive aligned action. Are you ready to elevate? Let's go. Hey. Hey. Welcome back to the podcast. So excited to have you here. Thank you so much for hitting download and I hope that you find heaps of value out of today's episode because I feel like it's one of the shifts that you're going to need to make in order for you to still stand out from the crowd and to have consistent income coming into your business. Now this week I have my Magnetic Sales Challenge happening online. So if you haven't seen anything about this just yet and you really want to work on your consistent sales within your business and you wanting to hit your first 10k month, this is definitely for you. It's a three day challenge, it's complimentary and I'm going to deep dive into so much more than what I'm covering here on the podcast today and help you build out a plan that's going to be a repeatable sales system to support you hitting consistent 10k months. So much has changed in selling on the online space and if you're not adapting your messaging, you're not adapting your approach, then you could be it could be impacting your income. So if you really want to create that consistent income in your business and you are a service based business owner, then come and join me. It's called the Magnetic sales challenge, your first 10k month and you can find the link in the show notes to register for it now. And it'll happen Tuesday, Wednesday, Thursday at 1pm Australian Eastern Standard Time. And you're more than welcome to join us whether you're tuning in from America, tuning in from Canada, uk, wherever there will be replays, but only for limited times and you must be registered to get access to the replays. So make sure that you join me for the challenge. It's going to be in depth, three one hour sessions and you'll have time to ask questions. And if you join live, I'm actually giving away a bonus sales audit valued at $750aud and I wanted to really just reward the people for showing up live because I love interacting with people, I love answering your questions, I love coaching you and I want to make sure that everything I'm going to be sharing is going to be impacting you and your business personally. So make sure that you come and join me. And this sales order is me going into your business and looking at everything from your offers to your lead generation to your visibility strategy right through to looking at your website, your socials and giving you specific recommendations on what you can do to increase sales now. So if you want access to that, you need to show up live to these sessions. So make sure you register asap. All right, so I'm going to talk to you today about some of the shifts that you can start making in your sales messaging now to start Increasing your income and to increasing conversions. So like it's no secret that the economy is starting to come back to life and there's no secret that it's also starting to like cost of living, interest rates, everything that's happening in America, like everything's happening in the Middle east. Like everything that starts to impact because we have access to so much information now, we are privy to what's happening on the other side of the world. And it creates more uncertainty in here in Australia, even though some of it, some of your business might not be directly impacted, but it's definitely impacting the collective consciousness around certainty. And people buy based on certainty. And when there is economic uncertainty, it causes people to pause and consider whether where they're investing their money is going to be worth it and whether it's actually really essential for them to invest in it right now. And so that means you need to adjust your sales messaging in order to support that emotional resistance, because that's what's happening. People are stuck in the emotional resistance piece and if we're not communicating effectively, then they're most likely not going to invest because they're going to stay feeling cautious. Right. So I also just want to highlight. It does not mean that people aren't buying. People are buying. They're just being much more discerning with where they're spending their money and they're asking more questions, they're having a few more objections and they need more clarity, more trust in more specificity in order for them to say yes. Okay, these are the types of things you really want to start to consider. So what is changing in customer buying behavior is that people are asking themselves, is this essential versus do I want this? So we went through a period of time in the early stages of from like 2020, 2021, 2022, people were a little bit more emotionally buying. So they were like, do I want this? Yes, great, I'm going to buy. Whereas now. And they were less like privy to so many sales tactics. Right. And so people are less likely to fall sales tactics or scarcity or urgency or pressure because of the lot of fear mongering and the fear language that was caused across everything from social media to the news and everything like that. People are like burnt in that area and they don't want to be forced to buy based on those things. And so I spoke about this last week in the episode where I spoke about what's working and what's not working and that fear based language is just not working anymore. And we don't Want to be using it anyway. It's out of integrity. So what we do need to shift into is really building more trust, more confidence and more certainty in your. In the investment, in what you offer. So we need to really focus back on your ideal client, and we cannot shy away from how they're feeling. So what I'm saying is the people or businesses that are shying away from having the conversation and addressing how their customers are feeling are the ones that are being impacted by this in a negative way. The ones that are speaking to how their customers are feeling and helping them feel more at ease with the investment are the ones that are winning. So it's time to start doing that. But we want to be conscious of not spending too much time speaking too much about the economy because that creates more uncertainty. Okay. There's ways to go around this. I'm going to share with you how to do that. So coming back to the client is asking or their customers are asking, is this essential? So the priorities have shifted and they're really starting to be more discerning with where they're spending their money. They're looking to need more trust before they buy. So rather than, like a quicker decision, it's actually a longer decision. So the conversions are taking longer. They're also looking for clear ROI and results over just hype and vibes and good feelings. Right? So I saw this even, like, with the shift last year around people investing in retreats, for instance, Right? Because a retreat is really a luxury. And so if your messaging is really speaking to the luxury of it, people are like, do I really need this right now? Is this going to give me the roi? And they're most likely going to invest their money in other places, especially if they're feeling the pinch, especially if they're feeling like things aren't working in their business, they're going to focus on more important things. So again, it's a priority. It's not a priority. Right. So we need to make sure that we're shifting our services higher on a client's priorities list in order for them to want to invest. Another thing they're doing to build that trust is they're consuming more. And I saw actually one of my mentors sharing about this as well around, like, having enough content in order for your people to consume, to really, truly connect with you and to feel like you are the right answer to their solution. So if you are not creating valuable content, and this is where, like podcasting like this, right? Or YouTube channels or longer form pieces of content in Order for them to get more of a taste of what it's like to work with you, to build on the certainty so they can feel comfortable in committing. So you really want to think about how you're doing that to serve the customer's emotional resistance. Okay, all right, so what's not working? And I talked about this a little bit last week. The messaging part that's not working is generic messaging, old school urgency and FOMO tactics, good vibes, you know, luxury kind of conversations, overselling lifestyle versus actual results and relying too much on status. Right. Like you should work with me because I am amazing versus what do you need? And this is this structure that I'm going to give you and this is the outcome that you're going to have and this is the thing that you're going to learn, right? It's actually how is it relevant to the customer? They like looking beyond the influencer, they're looking beyond the person that's like has the luxury car, taking the private jets. And rather than looking up at that status and being like, oh, I want that and I'm going to buy whatever it is that you're selling, they're like, okay, cool. I can see that you possibly have achieved the result that I'm looking for, but how are you going to teach me that and what am I going to get from that and what support do I get? And I remember even looking at this myself last year. I looked at investing in a mastermind and incredible person, right? I've looked up to this person for many, many years. They've got an incredible bank of content for me to delve into. I know that she's amazing, amazing at what she does. Yet when I looked at sales page and I looked at the inclusions I was getting for a six month mastermind, I was getting one 30 minute call with this person and I was like, for what you are charging, that's not what I'm looking for. That does not meet my needs. Right. And so it's important that we really start to pay attention and listen to your customers so you're then communicating with them effectively so they know what they're going to get from you. All right, so here's some of the shifts that I think you should be making when it comes to your sales messaging. Starting with moving away from vague messaging to a generic messaging, more to clear specific outcomes. So previously what used to work of like, I'm going to help you with your lead generation or I'm going to help you get more clients needs to be much More specific. So give you an example would be something like sign 5 aligned clients in 30 days with this repeatable DM strategy. Do you see how much more certain that is and much more clearer that is? It's like, wow, I know exactly what I'm going to get. So rather than like being more vague of like, I'm going to help you get more clients, how many more clients? Clients by when and how. That's what people are looking for right now. They're looking for certainty. Then secondly, you want to make sure that you're showing the proof of the process. So sharing from a place of your client wins the behind the scenes, the before and afters testimonials. People are like looking for that certainty before they'll invest. So make sure that you're sharing more of that and getting really like, you could do that in a way of not being salesy either. So you can like share the transformation, you can share the client's story and it can draw people in with those types of things. And so then it supports people be like, wow, I am that and I want to have that and I want this outcome. So let me work with you. Right, so sharing more of that. The next is sharing to the objections, right? Sharing to the objections and speaking to how they could be feeling and helping them overcome that objection in your content. This is really key. If you're not, if you're not clear on what the objections would be, then you need to make sure that you're doing the market research to uncover what they are. Because if you're not speaking to it, they're literally going to the other people who are taking the time to communicate and help them overcome that objection. Your people are going to have objections. And it's not just time, money and ability. You've got to go beyond that generic messaging again. So rather than like, oh, it's going to save you time, you're like, I want to know exactly how much time they're going to need to get the result that you're promising. So get really clear on that. And you can be really transparent with that because I think sometimes too we want to be conscious of like not selling what we can't deliver. And so again, people are being burnt by that. So they're like, oh, you're gonna get 10k in one week. People like bullshit. Like, they're calling bullshit on this. So if you're like, well, and I even have this on my signup page for unstoppable sales is like, I know that I have proven again and Again and again that I've helped my clients achieve 10k months. Now, am I promising you're going to hit 10k months in the four months of working with me within this program? No, I cannot promise that because you are the one that has to take the action and depending on what you have in place, it may take longer. I'm going to be completely honest with you. Sometimes people have come in and this is why this program is something that you can do again and again and again. Because people need the support to get there. They need the accountability, they need the clarity around what they need to be doing in their business in order to achieve that result. They need to implement the sales strategy. So it can take time. Because if they haven't got clarity around their offers yet, if they haven't got many people in their audience yet, they might need to build visibility first. So it really just depends. But I've got proof, I've got absolute proof of multiple clients going through this process, going through my frameworks and achieving that result. So the more that you can share that and share your process and how it actually works and showing the proof, the more likely it is that people will trust you. That then brings me to frameworks. We want it to be simpler. People are already overwhelmed. People are already spending way too much time in ChatGPT and getting overwhelmed, confused, and not actually implementing anything. So they want to know how are you helping them deliver the outcome? And so it's step by step frameworks or simple steps. So it's communicating how we can simplify it for you because we've done all the hard yards. I've tested this framework so many times and I know it get gets results because I've tested it right? So the more that you can start to speak to that, the more likely it is that people will be like, oh, I'm gonna feel taken care of in this process. It's simplified, it's gonna be easy for me and I don't have to be like, you don't have to say it's gonna be easy. Like even with unstoppable sales, I'm not saying it's going, but I'm going to tell you that if you follow my framework and you're a service based business owner, you will hit 10k months. I know it, right? Getting really clear on your high ticket offer, working through your money mindset blocks, working through all your mindset blocks with regards to sales and putting in my strategy will help you hit 10k months if you follow it. And that's why I also have it as part of a mastermind program. So then you get the accountability and support in order to implement it, because I know that's where people get stuck the most. So really learning to communicate these key things is. Is paramount in this economy because people are uncertain and they have been merged in the past, and they want to know that they're going to get the outcome that you're promising. All right. There's a couple other things I want to touch on. It's so key that we speak to what people care about. And when we talk about this, it's coming from a place of communicating your value more effectively, which is also what I teach in Unstoppable Sales. It's also what I'm going to be touching on in the upcoming challenge this week of how to communicate your value and how to communicate the value based on what your clients find important. So if they really value time, if they really value money, if they really value effort and energy and where they're spending it, you need to make sure that you're connecting your offers to that when you're communicating with your messaging. So if you're not directly speaking to how your offer is going to save them time or speed up time, get them to the result quicker, or how it's going to make the money or save them money, and it's really relatable to them and their experience, it's missing the mark. Right. So getting really clear on using the language of value and communicating that effectively, so then they can have less stress, more time, more peace of mind, they can have more money, like all of that. Like really getting clear on the value pieces and communicating that again, it keep. If you don't communicate those key pieces, they don't connect the dots and then they're like, they'll just go to someone else that says to them, hey, this specific framework is going to help you hit 10k months. This specific framework is going to. To help you reduce five hours of your time every single week working in your business. Like, getting really clear and specific in that is what's going to make all the difference. All right. And then lastly, we want to break down the transformation to make it simple. And we also want to soften any of, like urgency, pressure, scarcity, and explain it because, and I spoke about this in a lot in a, in a recent video that I did on socials and is, if you're not communicating why you're using urgency or scarcity and there's a reason for it, people are calling bullshit again. Okay? So we Want to build in a grounded confidence and help them understand why you're saying these things. So, for instance, the opportunity to join Unstoppable Sales is this month. You can join this month. And we start in August. There is a start date because it takes four months to go through my framework and my program, and we start with a group at the same time. So you're journeying with a group of people, because when people are going through similar challenges, it's so supportive of you to see that you're not the only one going through that. And so we have a start date, which means that you must join the program by a certain time, which is the end of July, in order for you to start at the right time. Right. That's the reason why I'm saying that, like, when I say it's the last chance to join, it really is the last chance to join by a certain date. Right. Same thing with, like, you can use scarcity, as in, like, I can say, like, there's a certain number of people that I have be a part of this program. And the reason for that is because there is so much support. And so I have worked out how many people I can take in an intake. Otherwise it could become super overwhelming for me. And I don't really want to have that one, the overwhelm. But two, also the level of quality of support that I want to offer within this program. And so I know there's a sweet spot because I've tested it. And so I want to be able to offer the support that you get because in the group coaching sessions. So we have two group coaching sessions a month. And I have one that's a full open Q and A which everyone is welcome to join. And the second one that we do each month is actually I break everyone down into smaller groups because I speak and coach every single person on that call. So I can only do that for a certain number of people based on my calendar and my schedule. Right. So I know, and I've tested that. And so that's why there is a certain number of people that can apply every single month. So that's forms of scarcity. So only number of people and certain timing. That's what I mean by scarcity. But if you're using it, don't lie about it and make sure you're communicating why that is happening. Otherwise, people like, whatever, I can just join whenever. Like, if you have an evergreen course that you can buy at any time, it's like, people are calling bullshit. Like, I can just join whatever. Why Are you pressuring me to buy right now? Where is like, yeah, you just need to communicate it. And then that brings me lastly to powerful phrases to help shift your messaging and help it become more of a priority. So they're asking, customers are asking, is this essential? And then they're asking, is this essential for me right now? So if you're not answering those two questions, then it could be leaving a lot of money on the table. So we want to shift to how and why they need this right now. Okay, so it might be like, you need this now. Language could shift you. This will support you to stay steady when things are uncertain. Right? You need to learn sales now because sales is an incredible, most essential part of business because without sales, you cannot make money. And this is a skill that you will have forever in your business. So learning it now will set you up for success in the future. Does that make sense? So it's shifting your messaging to really support people, to feel like it's less about pressure and more about why it's important for them now. And then you could go from like, this is a no brainer to here's why this is a smart move for you specifically, even in a slower season. So like, I teach high ticket sales and that's essential for anybody to learn, especially if you have a service that is over a thousand dollars because the objections are going to come up no matter what season we're in and even more in a slower season. So if you don't know how to handle those objections because you haven't learned the sales process and you haven't learned how to overcome objections, they're always going to be a problem in your business. So that's why this is a smart move for you to invest in this now make sense. So starting to shift your messaging so it communicates that of why it's essential and why it's essential right now. Okay, last little reflection that I would love you to think of is, is your messaging speaking to a specific problem? Is it giving specificity or is it very vague and generic? And does it feel urgent right now? Have you answered those two questions? If not, go back and figure out how you can answer those two questions. If you want support with that, come and join the challenge. The sales challenge. Uh, and lastly, are you really speaking to how the clients are currently feeling and are you communicating with certainty and conviction? That's the last little piece I want you to leave. I want to leave you on is really thinking about those core areas and be like, how can I communicate with more conviction, more confidence and speaking more to the essential element and why it's important for them to have what you sell right now. All right, come and join me for the Magnet Magnetic sales challenge. And if you're keen to be part of the next round of unstoppable sales, you're more than welcome to join the wait list. It's where you're going to get a whole bunch of extra bonuses and I will look forward to supporting you in upgrading your sales skills so you can feel super confident and unstoppable in business. All right, lovely. Enjoy the rest of your week and I'll see you really soon. Thank you for listening. And if you found any value out of this episode, make sure you hit the follow button so you get access to the episodes as soon as they are live. And make sure you come hang out with me on Instagram. You can find me at Christine Corcoran Underscore Coach. Have an incredible week.