MBA1062 How to Create a Simple Marketing & Sales System PT2 + Free Ride Friday!

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And once you left us a review, you re enter the draw for every week. It's our way to say thank you for showing us love on itunes. Alright, let's jump into today's episode. Hey O. Welcome to the $100 NBA Show. When the going gets tough, the tough get better. That's why we deliver our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of the Hundred Dollar mba, a complete business training and community online. And today is part two of our two part lesson on how to create a simple marketing and sales system. In part one, yesterday's lesson we covered the marketing part of the system, how to market, what are your three options, how to do it and how to take that person from being a visitor on your website to a lead on your email list. Now once you have them on your email list, it's time to make sure they become a customer that you make sales. That's what today's lesson's all about. I'm gonna set up a system for you so you can do it and implement it in your business. So let's get into it. Let's get down to business. Okay, we have them on our email list. Now. We need to make sure they become a customer. We make that sale. Now, I hinted at this in part one of this two part lesson and it's all about value. You need to convey that the value of your product, your service, is far greater than the price that you are charging. That's when people buy. Your job is to make sure you're giving them all the information and the value that they're going to get. Now you can do this with a few options. You could do this via email, you could do this on a phone call or, or you could do it on a webinar. If it's email, you can set up a series of automated emails that convey that value. What are the main benefits of your product? Why is it a good idea to make this purchase? Is there a return on investment with your service or your product? You need to explain this. You need to show them what you're all about and why it's a great, great deal to grab your product. And you could do this over a series of three emails. It doesn't have to be one email, two email, you can make it four emails if you like and spread it out over a few days or even maybe over a week. Yes, there is some convincing you're going to have to do. Now email is very effective, especially if you have a low price product or your product has a trial, meaning you don't really need a lot to convince them to give it a try. So if your product has a trial or it's a low priced product, email is a great way to have that sales conversation to convey that value. But if your product, I would say is more than a hundred dollars, then you're going to need to do something a little bit more hands on. They're going to need a personal touch. The next level is a webinar. So you may want to send them an email when they're on your email list, inviting them to a live webinar where you can give them a demo, where you can show them the value, where you can address their needs, where you can ask them questions like, hey, why aren't you happy with your current solution? What are you looking for in a new product or new service in your niche? And then you can show them how your product addresses their needs. I really emphasize this because, hey, if you just show them all the benefits of your Products and services. Unfortunately, that's going to overwhelm them. You just want to show them what's important to them. So ask them some questions. I call this a needs assessment. Find out what their needs are and then show them how your product assesses their needs on the webinar. And then you can give them a special offer on the webinar. And there you go, there's your sales process. And you could do this with many people on the webinar. You can have hundreds of people. Shameless plug. You want a webinar software that is awesome. Ours is not too bad. It's called Webinar Ninja. We have thousands upon thousands of webinars that happen every week. Check us out@webinarninja.com and we have a free trial if you want to try us out for 14 days for free. Now, if you have a very high priced product we're talking about in the thousands, you may need to make a phone call. You may need to reach out to this person. And at this point, you may need somebody to schedule a phone call with this person via email and get them on your calendar. And here you're having an intimate conversation, one on one, finding out how you can help them. And you can tell them what you offer and what value you can add to their life or through their business. You need to choose one or some of these. You have to do something. You have to have a sales process, whether it's via email or via webinar, or both or, or via phone calls. This has to work like clockwork. That means when they sign up on your email list, they have a series of emails that lead them to that sales process, whether that sales process is a series of emails, whether that is a sales process to a webinar or that sales process is happening on a phone call. The reason why this has to be a system and has to be automated is because you want to ensure that every dollar you spend on marketing in part one, remember, in marketing, every time, every minute, every hour you spent on all that marketing effort is well worth it. You're maximizing all those efforts and turning them into sales as much as possible. Of course, not every lead is gonna turn into a customer, but you wanna get as many of them into customers as possible. And the best way to do that is to make sure you're efficient in your process. Most of us that when we get started, we don't even have a process. And this is why I wanna give you this simple process right now. If you're not sure what to go, and your price point is pretty low. Just start out with an email process. Three emails conveying value, showing them what they're gonna get, why it's a great value, and why they should sign up. If you want higher conversions, if you want to make sure that you're making more sales, then a webinar is definitely gonna help. And you can really scale with webinars because, hey, you can have many hundreds of people on a webinar, so you can sell to many all in one shot. And there's a different dynamic when you can go back and forth with your audience in the chat, answer questions, and of course, show them the product demo. The product, whether it's a course or a physical product, on camera or a software. Now a couple of notes. Depending on the price of your product in the sales process, you're going to have to make sure that you understand that the customer is feeling a sense of risk. There is a sense of risk in any purchase, even if you're buying something small. So say, for example, I am at a restaurant and I have to order my meal. There is a sense of risk. I'll order the wrong meal, I'll order the wrong thing, I won't like it. But hey, maybe if that dish is $20, I'm not feeling so bad because the price is quite low. If I, you know, lose $20 and it's a bad meal, you know, I'll feel bad about 4 seconds and be like, that's okay, you know, next time I'll order differently. But if I'm purchasing something that's $200, 2,000, 20,000, the risk starts to really get high. I'm going to be a lot more tentative to purchase that product. It may take me longer to make that decision. So keep that in mind when it comes to your price point. Now, there's a few things you can do in the sales process to make risk feel lower. One of them is a money back guarantee, giving them 30 days to decide and getting a refund if they are not happy. If you have the option of having a free trial, that's another great option. It's kind of like a test drive, giving them a week or two or even 30 days if you'd like to see if they like the product before they're charged. These things make the customer feel like, hey, there is very low risk here. I can make sure that this purchase is the right purchase before I really make a financial commitment. Or even if they do make that financial commitment, they can reverse that commitment with a money Back guarantee. Now I know you have the question, well, when do I stop selling? I don't want to kind of bombard them over the head with buy my stuff, buy my stuff. Well, once you've done your sales process, whether it's the emails, the webinar or the phone call, it's time to nurture them. You don't need to hit them over the head with more sales conversations. You can just let them know, hey, you know what we offer. You know our value. I'm going to continue to give you good value. Whether it's free content, great articles, great videos. We're always here to just answer your questions via email. Let them know you got their back and that the ball is in their court and you're happy to help them along the way. People start to get suspicious when all they hear from you is buy this, buy this, buy this. Once you've done your sales process, make sure you let them know that, hey, you know what we offer and we're here to support you. Here's some great materials that are free that can help you out. Check in with your clients, you know, once in a while, maybe once a month and say, hey, how's everything going? Do you have any questions? Are you having any challenges? Just be open for conversation. You don't have to talk about the product anymore. You don't have to talk about the offer. Of course you can let them know once in a while. If you do have a promotion, that's no problem. But you don't have to bombard them with trying to sell them or trying to close them after the sales process.

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Up part two of this two part lesson, the sales portion of your marketing and sales system is you need to have a procedure in place to convey the value of your product and make an offer. Tell them how to buy and what's included Once you have that system in place, your job is just to keep building trust with them on your email list by giving them great value, inviting them to other webinars, other workshops, and letting them know you have their back. Here's a secret about sales that people don't talk about. You can't make anybody buy anything, can't force anybody to buy. But what you can do is build trust with your audience so when they are ready to buy, they don't go shopping around. They go straight to you. And that's what you want to do in your sales process. Build that trust. Make sure they understand the value that you convey that you can offer them. So when they're ready to make their decision, they're not going anywhere else but your website. Thank you so much for listening to the $100 MBA show. I hope you enjoyed part one and part two of this lesson. I enjoy delivering it. It's free ride Friday today, so I got to give away a lifetime membership to ezcourse. Let's see who won this week's free ride. And the winner is. Sarah Speer from New Zealand. Sarah Spear says five stars. Great show. Omar brings enthusiasm and knowledge to this 10 minute business show. It's gold every day. I highly recommend it. Well, thank you, Sarah for that awesome review. And congratulations. You won a free ride to easy course, our course on how to build an online course in 30 days. Your mission is to email me at omar@100mba net so I can hook you up with that free ride again. If you want to win a free ride, just leave us an iTunes rating and review. No matter where you are in the world, you enter our weekly random draw to win a free ride every week. All right, thank you so much. Before I go, I want to leave you with this. Marketing and sales is a science and it's also an art. It takes time to perfect, but you need to get started. You need to have these systems in place so then you can tweak and change and improve. We've tweaked and changed and improved our systems over the years and boy, it's always a work in progress. But if you don't have anything in place, it's very hard for you to stay in business. It's hard for you to get new customers. So get your system in place now. All right, I'll check you in Monday's episode. I'll see you then. Take care. USAA knows dynamic duos can save the day like superheroes and sidekicks or auto and home insurance. With USAA you can bundle your auto and home and save up to 10%. Tap the banner to learn more and get a'@usaa.com bundle restrictions apply.