MBA1166 Are You Selling Enough?

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Are you selling your products or services in everything you do in your business? On your website, on your social media profiles, in your email newsletters, in your automations, in your conversations with customers, through customer service tickets. Are you selling enough? And when I say selling, I'm not talking about a used car salesman on a used car lot. Not talking high pressure tactics. I'm talking about making an argument for your product, convincing people that you have the solution to their problem. For most of us that are starting out or have been in business for a few years, we don't do this enough. We don't sell enough. In today's episode we're going to find out how to do this. We're going to take a look at some of the brands that we really respect and admire. And I'm going to show you how they make sure they're selling enough. They know that if they're not always selling, than their competition is. Somewhere along the line, many of us have gotten confused. You run a business, you need to make money. You need to sell again. This doesn't mean you have to do something that makes you feel icky or scammy. It just means you have to constantly make the argument for your business. How? Well, that's what today's episode is all about. So let's get into it. Let's get down to business. I want you to think of any business or brand or product you really love and respect. One that you perceive as successful. It could be in any market, in retail, in tech, science, travel, it doesn't matter. Let me choose one, for example. Disney. Disney is an amazing brand, but let's take a look specifically at a product of theirs. Disney World. It's one of the top vacation destinations for people around the world. When people think about taking a family vacation, Disney World's on the list. And it's one of Disney's biggest products. Now, if I look at everything that Disney World puts out in the world, you best be sure that they're selling you on going to Disney World. Let's just fire up their website. If I just Google Disney World and click on their website, the first thing I see after their logo in the header is the option to book tickets and book a hotel room. Is Disney World being sleazy? No. They understand they need to sell tickets, they need to sell hotel rooms. They're selling their product and throughout the whole homepage and through the house, the whole website, they're convincing you. They're making the argument for, hey, choose Disney World as your next family vacation. They jump right into it and say, these are exclusive offers. These are the experiences you'll experience exclusively in 2019. So you choose us this year, the next coming year, right? And it's filled with images that put you in the mood and in the state of mind that you will be when, when you're at the park. Fun, carefree, happy, just a wonderful day. Are we doing this with our products and services on our website? Are we putting them in that state of mind how they'll feel after they've used our product? Are we giving them fast, easy access to say yes and book tickets, quote, unquote? Buy your product. Everything that Disney puts out to promote Disney World, whether it's social media or their email newsletter or their blog post, it's all Geared to, to getting you primed, getting you on board, getting you to say yes to their product, to book your vacation there. It's the number one goal. It's the only goal they have. Now for many of us who run blogs that run websites that have SaaS, products that sell online, courses that do coaching, we look at our websites and it's totally unfocused. I'm sharing my Twitter feed, I'm showing people my vacations from my holiday. I make it super convoluted for them to buy. They have to set up a call or they have to, you know, email me to find out what the pricing is or the pricing is not clear. I got to do some weird math to understand how much I'm going to pay for the full year. When I email them, I give them a long winded story hoping that they'll like me and then click on my little link in the pss, hey, check me out. Or you know, sign up for my free trial or look at my new course. We have to get real. If people are subscribed to your email list, if they're on your website, if they're following you on Twitter, it's because they're interested in what you have to offer them. They're interested in how you can help them improve their life, improve their business, improve their whatever. And your flagship product, the thing that you sell, is supposed to do that. So give it to them. Too many of us don't want to do that. We don't want to give them what we're selling. This is what I want you to do. I want you to look at your website, I want you to look at the last few email newsletters you sent your list. I want to look at your email automations, if you have some. I want you to take a look at all the messages you've had between customers or potential customers and ask yourself, seriously, how many times have I tried to offer my product, explained to them how it can benefit them, made an argument for choosing your product over competitors, just like a lawyer would make an argument for its, you know, client. Are you doing this if you're not and it's okay if you're not because at least you're recognizing this, you can change it. I'm a firm believer that sales in some way is everybody's job in the company. If you're customer service, your job is to keep customers to lower churn so our overall revenue is higher. If you're an, if you're a graphic designer, then you need to make sure you design the best material to display the features and the benefits of our product. If you're an editor, you gotta make sure a blog post look and read professionally. There's no typos, it's easy to read. People get through the bottom and feel like, hey, this company knows what it's talking about. I want in. Are you selling enough? Write that down on a post it note and put it on your monitor. For many of us, the answer is gonna be no. No, I'm not. And here's a little secret. Here's something that not a lot of people talk about but is absolutely true and is game changing if you can understand it. Understand why people buy. Why do people buy? People buy anything, whether they buy a Snickers bar or they buy, you know, a million dollar home. They buy because they perceive the value of that product to be more than its price or at the very least equal to the price. But for the most part, people buy things because they feel like, hey, I'm getting more value out of it than what I actually have to pay. The satisfaction I'm going to have when I eat the Snickers bar right now is more than the dollar I have to pay. So therefore I buy the Seggers bar. So your job as the person who's selling the product is to make sure the value outweighs the actual price, that you show enough value. Are you showing enough value? Are you showing them that, hey, look at all the things you're going to get. This is how your life is going to change. This is how things are going to get easier, better. This is how you're going to get a return on investment. It's far greater than what you're actually going to pay for it. And that's when people say, yes, I want to buy because I'm going to get more than what I pay for. Think about anytime you bought anything, that's what happened. You bought it because the value was more than what it would cost, more than what you had to pull out of your pocket. So you got to reverse engineer that and do that for your company, for your products, so people can say yes and pay you their hard earned dollar because they perceive more value in your product than what they have to pay for it. 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I hope in today's episode I inspired you to take a closer look at your business assets. Your website, your emails, your, you know, your conversations with customers, your social media, all that stuff. I want you to take a look and really ask yourself, are you selling enough? Are you making the argument for your product? Sales is essential. It's an essential part of any thriving business. And it's really essential when you're getting started because you gotta get some traction. Hey, if somebody like Disney, who's well known, everybody knows about Disney World, they don't need to sell, really. They're probably gonna sell itself, right? No. They say, no, that's not enough. We have to sell. We have to keep on letting them. The benefits of Disney World. Why? Because people are going to start thinking, hey, maybe I should try something else. Maybe Disney World's played out. Maybe it's just for kids and they have to, you know, address all these objections and convince people, hey, no, Disney World is something you should check out. Look at all the things that you could do. Look how affordable it actually is. It's not as expensive as you think. Look what we just released or what you can experience this year. They don't take their popularity for granted because they understand the importance of selling. Guys, I hope today's episode was helpful. It's a little bit tough love today, but hey, I want to make sure that you're aware of this. This is important. I want to make sure that you're actually growing and making enough profits so your business can keep on going, so it could sustain itself. Keep the lights on. In my experience, the number one reason why businesses fail is because they don't make enough money. It's that simple. It's not because they don't have enough talent or not because their product is not good enough for the timing or any of that stuff, because they're not selling enough, because they don't sell enough. So make sure you sell enough in your business. That's it for me today, guys. But before I go I want to leave you with this if you feel a little overwhelmed, like, hey, I'm not a sales expert. I don't know how to do this. Where do I start? Well, start with one thing and I would start with your website. Start with your homepage and get some help or educate yourself. One of the books that I recommended in the last few episodes is exactly what to Say by Phil M. Jones or I Will Teach youh to Write Better by Neville Medora. These books are great for copywriting and knowing how to communicate your ideas and selling convincing people that, hey, you're worth their money. Take it step by step. Work on your homepage, then move on to the other pages of your website. Then take what you learned and the things that you've experienced and seen, what has worked on your website and move it on to your emails and to your communication with customers and to your social media. Step by step. Take that first step. Don't get overwhelmed. Take what I just said in today's episode and apply it to one thing, your homepage. Even if that just means right now, looking at hey, what's at the top of my homepage? How can I improve it? How can I change it? How can I convince people of my product a little bit better? Thank you so much for listening. I'll check you in tomorrow's episode, free ride Friday. I'll see you then. Take care of.

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