It boils down to these 2 things…
Start by observing how you feel towards successful brands when you buy…
And then learn how to produce that feeling in your own audience so they buy.
Sounds pretty simple, right?
It’s sorta like how you know we all fall in love… now you just need to learn about what makes you fall in love.
What makes you want to, happily, spend your hard-earned money?
While you’re pondering deep within your self for these answers to the universe….
you need to read some good content, get a teacher, and learn all about the individual actions and behaviors you need to make as a professional sales person or marketer, so that you can make a gigantic pile of money.
From there, it’s about doubling down on those actions and behaviors and building upon this skill-set.
Yes, this article is about sales and marketing…
but this is a skill-set that you can benefit from in all aspects of your life…. Like in relationships, leading a team, politics and starting a family.
This is the skill-set of experimenting with learned actions and behaviors
NOTE: learning to experiment with different actions and behavior can be very beneficial for you… ONLY if you take in feedback and adjust those actions and behaviors accordingly.
So, before you think this is a shortcut to your riches, that you can write down a few theories and start racking in the cash as it rains from the heavens…
We need to make clear that a lot these actions, that contain calculated words and delivered expertly, require a crap load of practice to do well.
You will find your groove… by painstakingly practicing… And writing horrible garbage content… And making people feel awkward on a daily basis…
But as you become more competent, which you will, because you are so focused…
Your life will change.
You’ll start racking up the points, so to speak. Think, Lambo’s and mansions.
Most importantly, you will be able to serve your audience a high quality product… which is an award in itself.
People love great work. They will respond positively to you. They will buy from you.
That being said, our goal in this article is for you to develop this skill-set.
Having this skill-set will open your eyes to how big brands and expert salesman and marketers make you feel all that good stuff that departs you from your money.
I’ve divided the sales process into 3 parts. Within each part you will need to execute strategy at a high level, in your own style and flair, developed by practicing over and over again. I like to think of this article as an outline, where you could fill in all the details at your own pace.
After reading this article you’ll have a goal to strive towards- a skill-set that you can develop. You can now consistently take your prospect through a well-crafted journey which leads ultimately to a goal…
No successful businessman can do anything efficiently and profitably without a system like this.
NOTE: The reason why people can’t capitalize on opportunities in sales and marketing has nothing to do with the product, which is in itself often proven in the marketplace, and it has everything to do with clunky sales processes.
That is actually good news…
If you do treat sales and marketing as a skill-set…
something you practice and hone-in… digital marketing becomes something that eventually works, instead of just another… “business opportunity” you’ve bought into.
I recommend that you should read this book by Gary Vee titled “Jab Jab Jab Right Hook”.
Gary Vee has figured out his own type of mastery in sales and marketing.
By writing this book, Gary has successfully communicated the concept of a “skill set”, outlining the process he has used to achieve so much in digital marketing.
1. The first thing you need to do is…
Make yourself a presence in your prospect’s life.
Before you roll your eyes too hard… it may not be obvious that in every point in this “sales journey”, your prospect needs to be reassured that he is going in the right direction.
If anything feels wrong along the way, the prospect will end the journey.
Attention will be lost.
They will opt-out.
There is, simply, too much distraction nowadays. You face a lot of competition in this growing industry.
In this step of making yourself present, which is the first step in this process, you can very well get blown out of the water. Just like that. Failure can happen right at the start. This is a ruthless game.
If you’ve ever seen a socially awkward person deal with their very first prospects, you get a good idea of what this looks like. It doesn’t matter what he has to say or what his personality is because the prospect has already made their mind.
How could you learn to be confident and bold in your approach so this doesn’t happen?
Make yourself “easy to know”…
Be genuine with a gift of value…
Focus on the quality of your product instead of how much money people should give you for it.
Sales and Marketing Perspective
Instead of a “method”, this is more of a perspective that you need to develop so that you can craft a great presentation for your digital marketing campaigns. In other words, the foundation of your presentation needs to be rooted in giving value.
As a result, if you give enough value, you will inevitably receive your rewards, whether you like it or not. You may not even expect it sometimes… Making the rewards sweet, but opening your eyes to what is actually important: making a great product.
In your digital marketing campaigns you can do this by introducing yourself to your prospect by offering something of value. Examples of this are webinars and information products. Another thing you can do is create a YouTube channel that gives value on a consistent basis…
If you are a real estate salesman you can give a “forecast” of the real estate market in your particular niche or market. Target people that have visited your website with ads that give massive value.
The skill-set of having a great “first impression” is much easier to master in doing digital marketing/sales than in-person sales.
This is because the success of an in-person sales interaction relies a lot on your people skills, whereas in digital marketing, editing and effects can help you communicate effectively, giving the illusion of great people skills.
As a result, your intentions of offering value will be enough in presenting your prospects with a great start to their sales journey.
2. Building a Long Term Relationship
Now that you haven’t blown yourself out of the water from your initial introduction into your prospects life, you can work on providing an apparent infinite amount of value for him.
This will occur in your follow-ups. Which is a sales term for keeping in touch with your prospect without annoying them…
So, instead of pestering them with offers and being pushy, you will be finding out exactly what they need solved… and provide that information unconditionally for as long as it takes.
This means you will have a few prospects that you will be keeping in touch with for something like years without them ever giving you any of their money…
Before you throw in the towel in dread… remind yourself that marketing is a numbers game- you are reaching out to as many prospects as possible with the highest value possible…
On a side note, while you will be more effective by making your value offer the best work you can produce, the internet has made it so that even horrible content can be monetized. You just have to be consistent. With the poor quality of some of the media that is “popular” lately, this is evident.
I don’t recommend sending out sub-par content, though…
Reaching out to your prospects and potential prospects requires resources. Whether it is money or your time, you don’t want to waste any of it promoting content that is watered down or promoting scammy, gimmicky, unproven offers.
The better bet would be to give a genuine impression of good-will, which means putting in the appropriate effort to do a good job instead of seeking short-cuts and gimmicks.
As a result, your prospect will know that you are not only an expert, but someone who is willing to provide solutions at your best ability. This means being committing to producing high-quality content, making room for a high-quality offer down the road when you get there.
Sales and Marketing in Real Estate
Using real estate as an example again, you can tell an agent is going to be making sales consistently when he is genuinely putting in work to obtain real estate knowledge for his clients and prospects.
A great way to endear yourself to your prospect is to put in a lot of hard work in serving them. This is a great way to endear yourself to anyone, really.
Although, some people respond better to this kind of treatment than others. Read 5 Love Languages by Gary Chapman.
Everyone loves working with someone that they can trust. Part of that trust is built by a demonstration of your willingness to work hard and be a professional.
With consistent value and a professional line of communication with your prospect, you will build a trusting relationship, where both parties can benefit in the long-term.
3. The Close
The third and final skill set you need to master in sales and marketing is the close.
This part of the sales process is where you design a sales pitch full of techniques that exploit human cognitive bias’.
This includes scarcity timers, displays of social proof, limited time offers, free bonus’, and other age-old methods.
As you’re beginning to feel like an evil wizard pulling the puppet strings of your prospects, you’ll be relieved that they will find joy and value in your product and you are simply serving your prospects, but just at a different phase.
That’s because you did a good job in the 2nd part, in building a long term relationship. Perhaps you are serving the good, after all.
Asking For The Sale
“Asking for the sale” is something that I struggle with in my own journey. I’m an agreeable person by nature and there is just something so seemingly abrasive about hard-selling.
Don’t let the discomfort of hard selling stop you in your tracks though.
I want to emphasize that the first 2 skill sets will eventually make you more comfortable at this step of the sales process…
This is because doing a good job in the first 2 steps will make you feel like you have put in the appropriate amount of effort to justify the hard-sell of your offer.
You will know right away whether you’ve accomplished this. If you have, you will have a very profitable campaign. Lots of prospects will convert.
If not… Well, get back into your skill-set and hone it some more. Learn more about yourself and learn more about what you can do better.
As time goes on you will become confident, and you will develop a feel for which campaigns are working right from the start- a campaign in which your prospects are locked-in, engaged, and eventually buy.
Easier Said Than Done
You now have a guide line in learning the important skill-sets in sales and marketing.
That being said, it is important to reiterate that there are many nuances and details within each of these skill-sets that will take your own individual effort to discover and eventually master.
For example, in building a long-term relationship, you will need to learn how to utilize the platform in which your market exists in. This may include writing content-filled emails or uploading videos that meet the production standards of your market audience.
As for closing, these details may be creating a sense of scarcity for physical products, or displays of social proof for your information products.
Creating an amazing sales journey using your finely honed knowledge and skills will not come easily and without hard work. Do not let any one tell you that success in sales and marketing, even digital marketing, can come with a push of a button.
There will be a lot to learn, both about self-awareness and about proven, age-old techniques. I am extremely passionate about both of these subjects, and I hope you get a sense of that in this article.
Please leave me a comment below. Let me know how your journey in sales and marketing has been. Let me know if you I can help.