MBA2181 How To Find Your Sales Machine

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So let's build your sales machine right now. Whatever your business is, whether it's a product, a service, a software, a course, coaching, whatever it is, you need a system that does three things. One, a system that provides a marketing channel. This is a channel that will allow to get you traffic to your website. Two, you need a lead conversion strategy. You need a way to gather leads so that you can contact the these potential customers. That will lead you to step three, sales conversion. You need a way to convert these leads into customers. So there's three steps here. A marketing channel. A lead conversion strategy. A sales conversion strategy. Now, a lot of business owners over complicate this and I'm here to tell you the best thing you could do for your business right now is just to focus on one of each of these. You need to decide today what is one marketing channel that you can utilize to bring traffic to your website. You're also going to need to decide what's one lead magnet? What's one way to get people to sign up for your email list and become a lead in your CRM. And then lastly, what is one way that you can utilize to turn those leads into sales? And I'm going to give you examples of each of these in today's lesson. So let's start with marketing channel because it's probably the most important part because without an audience, without traffic to your site, none of the other steps, leads or sales are gonna happen. So what I'm asking you to do is to focus on one channel right now. Because this is the channel that's gonna allow you to leverage the other parts. So how do you choose how you get traffic? There's so many ways you can get traffic to your website. You can go all in on Facebook, you can go all in on ads. You can go all in on being the king of Twitter. You can go all in on SEO and writing great blog posts. You can go all in on podcasting like I have. You can start a YouTube channel. All these are marketing channels. There are ways for you to get in front of an audience, give them value of some sort so that they can check you out. Go to your website and learn more. Choose a marketing channel. Just one. Why? We want to focus our efforts on one marketing channel that leads us to our site where we can then turn them into a lead. It's very hard for you to build this sales machine when you're spreading yourself so thin trying to be on every single marketing channel. Build out your marketing channel first. Ensure it actually gets you leads, and those leads turn into sales before you start exploring other marketing channels. The goal here is just to get one sales machine going that consistently gets you customers, and then you can then say, okay, I have all three parts. They're working like gangbusters. Amazing. Now move on to another marketing channel. But let's start with only one right now. So how do you choose? Well, my advice is to choose a marketing channel that allows you to leverage your strengths, that allows you to leverage the value you can add. So for me, I chose podcasting because it allows me to leverage my strength, which is teaching. It's something I've been doing all my adult life. I used to be a high school university teacher. I have multiple certifications and degrees in education and assessment. This is what I do. This is what value I can add to the world. And the best way I could do this is via podcasting. It's something that I enjoy, it's something that I'm good at. It's something that I have invested the time to get better at. So for this example, my example, podcasting works well for me. It might be different for you. You might enjoy video production and want to start a YouTube channel. You might be a writer and love writing long form blog posts. You might be a witty writer that can be concise and snappy and Twitter is your jam. But the point here is that Choo, do something that does two things. One, allows you to leverage your strengths. Why? Because it allows you to have some sort of competitive advantage. Gives you a higher likelihood of success, increases your odds of success. Right. And then two, something that you enjoy because you have to somewhat enjoy it, because you're going to have to do a lot of it. Because again, we're focusing on just this channel. Okay? Once you've decided on your marketing channel, we're then going to explicitly on that marketing channel, ask people to do something to go to your website. Right? A call to action Watch. Because on your website you can offer something of value again for their email address so they can become a lead. So for example, if you go to 100- MBA-NET on the homepage, we have a lead magnet. Lead magnet. What does that mean? Well, we have a template that you can have. There are actually four templates of different kinds of lead magnets that you can create. Ebooks, checklists, cheat sheets, things like that. And we give you these templates and that's our lead magnet. You sign up with your name and email address and we email it to you. So your job is now to find one killer lead conversion strategy. Think about your ideal customer. Think about the product you sell, the service you sell, what kind of customers do you want? What are some things that they would need and be of value to them and give it to them for free in exchange for their email address. In my case, I know that my customers who are business owners who are growing online are always looking for new ways to grow their email list with a lead magnet. But it's really painstaking and time consuming to create one from scratch. So I gave them some templates as a lead magnet. It's pretty meta, I know, but templates are great. And the templates I've created attract the kind of customer I want. Doers, action takers, people that are looking to grow their business because those are the type of people that make great customers for me, which is to sign up for a hundred dollar MBA program, which is a live two day course, or maybe even our mission control coaching program. So create your strategy to get leads on your site with a creative lead magnet, something that people want. That's step two. Don't try to get people to sign up for your email list in so many different ways. Just focus on one right now. Okay? One that works, that converts, one that is really attractive to your ideal customer. Too many people are like, sign up for, sign up for that. And we have this thing that's for free too. In our newsletter. No, focus on one. Put it on your homepage. Make sure it's on every page or easy to find in your navigation menu. If you want an example again, go to our website, 100- MBA-NET. So we have our marketing channel. We now have gotten them to our website and now we're converting them in our email list via our lead magnet. So we have a lead conversion tool now. To complete this, we need a way to turn these leads into customers. A sales conversion system. And there's many ways to convert leads into customers. You can call them up right on the phone or schedule one on one video calls. You can invite them to a webinar and demo your products. And services, you can really just focus on converting them via email automations and email offers. You can offer them a freemium version of your product and let your product do the selling for you. There are so many options, but your job is, you guessed it, choose one. So let me give you some examples for my own businesses. So with webinar Ninja, our software company, we invite our leads to a workshop demo. So we show them how they can leverage our software to grow their business. So we do a workshop, demoing the software, answering their questions and showing them how it actually can help them achieve the results that they're looking for in their business. So we actually make it relevant for them. And we do this webinar every two weeks. Now, if I wanted to, I can just focus on email and say, hey, sign up for free trial. Because we have a free trial. They can sign up for free. They have 14 days to try it out. And we have a great onboarding system that can actually sell the software for us. But I experimented and you should do the same. Emails were working great, but then I started doing webinars and these workshops and they did better. And my guess is it's because I'm again leveraging my strengths. I do webinars because I love to teach and it's my forte and I get to do what I'm good at to help sell my products or services. Let me give you another example of a sales conversion strategy that's part of your system. The $100 MBA. So people go to my website, they sign up for my lead magnet, they get it, they enjoy it. Now they're on my email list. Throughout the year, we open enrollment to our life course, the hundred dollar mba. It's a two day live course where I help entrepreneurs become better entrepreneurs. 100% guaranteed. We actually guarantee it. It's a hundred dollars. Now, this is sort of like a paid sales tool. Now. Yes, I'm making money on this course, but I'm giving them a ton for $100. I'm giving them two days of my time. I'm answering questions, I'm coaching. There's a workbook, there's a whole bunch of stuff. They get access to the recordings for life, all kinds of value. And why am I doing this? Well, because I want action takers. I want people that are willing to invest in themselves. And $100 is a very low ask for everything that I'm giving. So we get tons of students signing up to this course and this becomes my sales conversion tool. Why? Because it gives me a chance to show people how I can actually help them and have them transform who they are as an entrepreneur in just two days. Once I do that, they'll be happy and convinced to sign up for my mission control program, which is an accountability coaching program. I use the course as my sales tool because I know that if I show my stuff, I can prove it to my customers that if they invest in me, they're going to get a return on investment. And the best way for me to do that is to allow them the chance to invest in me. So they buy the course for 100 bucks. They get an incredible return on investment, which makes it so much easier for me to sell them something that can help them in their next steps in their business journey. So it's your chance now. Your choice. How are you going to sell to your leads? Choose again. Something that will leverage your strength. Also a way for you to actually show your value. Show the value of your product. So for me, with Webinar Ninja software, I can show the value by demoing the product. People could see it. They also can see the value by trying it for themselves for free. That's the best way I can sell it to them. So what's the best way to sell your product or service?

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To wrap up today's lesson, your homework is to make three decisions and take action. First, decision. Choose your marketing channel. Where are you going to start building amazing content to bring in traffic to your website? Number two, what's your lead conversion strategy? What are you going to offer to people so that they can convert over to your email list? Sign up for email lists so that you can then invite them to your sales conversion strategy. Whether that's webinars, whether it's the course, whether that is a free product, whether that's through email marketing. There's lots of choices out there. But choose. Your job is to make a decision. And guess what? See this as an experiment. It's not make or break, right? Let's say you make a decision today on your marketing channel, on your lead conversion strategy, on your sales conversion strategy, and it's not perfect. It's okay. You can tweak it. Maybe you want to change up your lead conversion strategy, maybe your sales conversion strategy, maybe even your marketing channel. But get started and get going. And the best way to get started is to make decisions. Because once you make a decision on all these three things, all that's left is for you to take action. And what holds back a lot of people is that they have pending decisions. Don't let that happen to you. Don't let the pending decisions stop you from taking action. Making decisions is powerful. Exercise it, and I encourage you to do it today. Thanks so much for listening to the $100 NBA show. If you love what you hear, leave us a rating and review. We'd love to hear what you think of the show. Leave us a rating review on Apple Podcast or leave us a rating on Spotify or Stitcher Radio or wherever app you're using to listen to this podcast. Leaving a review is a great way to to support us, support our content in the show and let other people know, hey, this show is all right. Thanks so much for listening. Before I go, I want to leave you with this. As simple as today's lesson was, it actually makes your life easier by having a streamlined three step process of converting your customers, getting customers first of all and then converting them. And when I say customers, I mean potential customers. Of course. You need to have a laid out system so that you can analyze it, you can improve it, you can tweak it. Because without an actual system, without parts to the system, you're just wishing and hoping and kind of just throwing things and seeing what sticks to the wall. This gives you a strategy that you can tweak, change, improve. And once you actually hone it in, dial it in. It's amazing because you have a way to get customers on demand. Just increase the volume through ads or through promotions on your marketing channel and you'll get more leads and you'll get more sales. Pretty cool. Thanks so much for listening and I'll check you in tomorrow's episode. I'll see you then. Take care.

Is it time to reimagine your future? The right business skills may make a difference in your career. At Capella University, we offer a relevant education that's designed to focus on what you need to know in the business world. We'll teach professional skills to help you pursue your goals like business management, strategic planning, and effective communication. And you can apply these skills right away. A different future is closer than you think with Capella University. Learn more at Capella, Eduardo.