Website Review - Sales training for small business owners

Hi, I'm Evan Carmichael. Welcome to another edition of Ask Evan. Today I'm going to be breaking down a website from one of our viewers. His name is Alan and he's putting together a new sales training program for entrepreneurs, how to improve their sales, and has a survey that he wanted me to check out and give some advice on. So let's load up the survey and see what he has to say here. So it's the most advanced sales training for entrepreneurs and small business owners. I'm putting together a new sales training program for small business owners, entrepreneurs, how to effectively increase their sales goals, to give you new ways of getting more clients in less time, establish rapport, develop trust, discover their buying strategies, limit resistance, prevent objections from your prospects, close more deals faster, increase the bottom line, and so on. Your feedback will be invaluable in helping me decide how and when to deliver the sales training program. Thanks in advance for your help. Okay. And then questions. So, I don't think a lot of entrepreneurs are going to fill this survey out, to be honest, unless they know you. What I would recommend doing here is you need a better hook. The most advanced sales training for entrepreneurs and small business owners is an okay headline, but it doesn't really grab me. I don't know if entrepreneurs need the most advanced. I don't know if that's a really big pain point or not. And entrepreneurs and small business owners is really the same thing, so I'd pick one and reduce the amount of text that you have to read. So you're eliminating non-essential words here. And tap into their pain a little bit more. Like most entrepreneurs, a lot of them, I don't know what kind of content you're going to be covering here, but you talk about sales, a lot of people are afraid of rejection. That's one of the biggest things. They're afraid to pick up the phone, they're afraid to talk to people, they're afraid to step out of their comfort zone, especially a lot of introverted entrepreneurs. And if you could speak to their fear and their pain more and help them overcome that, I think you have a much more valuable proposition here that people would be more willing to go through with you. So, you know, getting more clients in less time is okay. You know, establish rapport and trust from the first contact, okay. Like, are these the main pain points? Is that going to make me jump out of my chair and want to sign up with you? Probably not. So I'd improve the headline and I'd improve the content here to be a little bit more attention-grabbing. I'd also maybe have a little bit more about who you are and what you're really good at. I know you're active in our forums, so we've seen you there, but if I'm just landing on this page, or if you want people to fill it out to get an email, or an email from a friend, there's no information on who you are, there's no picture, there's no testimonial, so you want to establish some credibility here. To, you know, make me think, "Hey, this guy really knows what he's doing, and it's worth my time to learn a little bit more about what he's all about." So definitely put a picture, testimonials, or video introduction, something like that, on top of improving the headline and the content here, just to make it more of a hook. Finally, I'd also put some kind of incentive. Why should people fill this out? Do they get some kind of bonus or download, or they get you know, some kind of free video training from you, or, you know, something else. Like, what's the hook? Why should I fill this out? Again, besides, you know, somebody knowing you, why would they fill this out? And if you want to be able to get some good data from this, you want to be able to branch out beyond people who know you, because they're going to be pretty friendly, right? They're going to say, yeah, this is definitely needed, and here's how much I would spend. It would probably be too optimistic, where if you're able to reach out beyond to people who don't know you, then you might get more honest feedback about the program that you're offering. So regardless of that, let's look at the questions. So is it of interest? Okay, yes or no. Teleseminar or live? Location? Okay. Delivery schedule? Cost? When should we hold the training? What's your number one challenge? Okay, so these are some good questions, not too many. You're not collecting contact information, so if somebody fills this out and says, yeah, I'm interested, I'm in downtown Toronto, I want it once a week, and I'm willing to pay $1,500, my biggest question burning right now is XYZ, you know, who is this person who is a potential lead for you, right? You want to capture that so that you can quickly follow up with them and offer your one-on-one coaching or sign them up into to some kind of one of your seminars or teleseminars. As much as possible, you want to create your lead generation system so people can get in your funnel and you can follow up with them. I think that would be definitely helpful for you. So just a few ideas. I'm assuming you just sent this to a few people that you know and are hoping to get some feedback, but I think if you improve the headline, improve the messaging, put the picture and testimonial, maybe even a video had some kind of bonus for people to get if they filled it out, and also had some way to follow up with people, then I think you get much more accurate results from a wider data set, and hopefully give you a better understanding of what people are interested in, so that when you do launch your sessions, they'll be awesome and filled up, and you'll be able to help a lot of entrepreneurs. So hopefully that helps. For those of you watching, if you like the video, please give it a thumbs up. It always makes me want to do more of these for you. And if you have a comment about this website or you have a question about your business, I'd love to be able to try to answer it for you. If you want to leave it in the comment section below. So thank you and we'll see you on the next episode.