How To Get To YES - FASTER! - Hernan Vazquez

Here's how to get to yes faster if you're selling any type of product or service online. Hey everybody, Hernan Vazquez here, and for the past 7 years I've been dedicated to helping entrepreneurs and business owners just like you getting more sales and leads through the use of paid advertising like Facebook ads, for example, and sales funnels. And you know, most business owners come to me because they're feeling one of two things. Number one is that they're kind of overwhelmed with all the marketing, all the shiny object syndrome, and all the stuff that, you know, that's happening out there, Facebook changing the rules of the game and Google changing its stuff and whatnot. So it becomes really, really hard to keep things working. And then the other reason why people come to me is because they have a proven product, they have a proven service, but they just want more sales. Things are going well, they're growing, but they want to grow faster. So let me tell you a little story about a client of mine that had this really cool platform, this really cool website that he would show, you know, young entrepreneurs like people that was just like going out from school, like 17, 18-year-old, all the way up to 21, the traits of a good entrepreneur like sales, marketing, how to launch a product and whatnot. It was pretty cool website, but for some reason he wasn't getting the results that he wanted. So for example, he would have a lot of traffic back in the day from Google, but that, you know, dried out because Google changed the rules and that, you know, dried out completely. And then he kind of wrote up the wave of Instagram where, you know, you would post a picture and then you would get tons of likes and a ton of traffic, and that also dried out eventually. So he was trying all of these different stuff, right, and nothing seemed to work. So my question was, all right, so let's go through your entire funnel, let's see what's happening. And he would tell me, well, you know, I used to— again, I used to get a lot of traffic from Google, you know, people searching for how to become an entrepreneur, how to, you know, learn sales and whatnot. And it's just they would go through the website, they will buy, right? And the other thing is that I was doing stuff through Instagram. So I would post something on Instagram and we get a lot of traffic, a lot of sales. But since that happened, the reality is that he tried doing some Facebook ads and it didn't work. It didn't work well for him. So he would spend, you know, anywhere between $20,000, $30,000 on Facebook ads and he didn't get any results. And, you know, funny enough, a lot of clients come to me because they have spent that amount of money or even more, and they cannot make their campaigns work. So we started talking a little bit about, all right, so let's talk about how to get to yes faster. Like how to turn a completely unknown, a complete unknown, somebody that hasn't heard about you, they do not know about your awesome product, and turn them into a buyer. How do you do that? Like what's the process to actually make that happen? And the reality is that in order for that to happen, there needs to happen basically 2 things. Number one, People need to trust that whatever you're going to sell to them is actually going to help them, right? So they need to trust in you and your ability to actually solve their issues. That's number one. And number two, they need to trust themselves. So they need to trust the fact that, you know, whenever they apply what you're going to show them, it's going to have results for them. So that's basically a trust thing that it needs to happen whenever you're doing any type of marketing at all. You know, to actually get a sale, to actually get a complete unknown and turn that into a customer. So the first thing is pretty obvious. How do you get people trusting that your product is actually going to help them? Well, the reality is that you need to leverage a principle called authority. The principle of authority will allow you to put your best foot forward, your best content forward, and then use that content to actually position yourself as an authority figure and then make people trust that what you're going to sell them is actually going to help them. But the second step is not as simple. The second step is actually helping people know that whatever they do for themselves is going to help them help themselves, you know, whatever they are buying from you is going to actually help them if they implement. And that's where the transformation and the follow-up comes to play. So I like to help people, you know, getting these small successes. So for example, let's say that you're showing people how to build their website, you're selling website development services, but you need to either prove that your service is gonna work and B, you know, A, that your service is gonna work, and B, that you're, you know, that they can do it themselves. Like by actually buying your stuff, they will accomplish what they set out to accomplish. So if that's the case, then what you need to do is give them small successes. So for example, maybe step number 2 is to install something like WordPress. So you go ahead and show people how to install WordPress, and then they have to configure the little things and the little widgets and maybe the template and whatnot. So that would be success number 2. So you're ticking the boxes as to what needs to happen so that people start trusting that they can implement your product and be successful by doing so. So going back to my customer, we did that in one simple step. We set up a webinar funnel, which is not an easy thing, but we set up a webinar funnel. And on that webinar funnel, we set off to accomplish those 2 things. So number one, they need to trust my customer to actually buy their product or service, right? So that was one of the parts of the webinar, like building up his authority by actually teaching. And number 2, we also set up the webinar so that people will have small successes. So for example, we did this exercise during the webinar so that they can develop their own brand. And if they could develop their own brand in a 1.5 to 2-hour webinar, that meant that they would increase the confidence that they have in themselves to actually join the platform and have these successes. That was a pretty cool experiment and that proved to be really, really, really powerful. In fact, we started again with Facebook ads to the webinar and the webinar had like a 3% conversion rate for cold traffic, which is pretty high if you think about it for cold traffic, and then off we go. We grew his company from struggling, you know, coming from Google, getting wiped out, getting wiped out from Instagram and whatnot, to actually thriving and making, I think it was in excess of $80,000 of revenue per month. So this is one of the things that I teach my coaching clients whenever they come and work with me. So if you wanna know more about this coaching program that I have, it's called the Growth League, and I would love to send you more information. So just type growth in the comments below, and I'll make sure that I'll send you a message with more information. In any case, feel free to share this video with somebody that needs to see this, and I'll see you really soon.