Nobody likes being sold to, right? The instant that your website visitors, or your email subscribers, think there’s a sales pitch coming they switch off and they run for the hills.
So how do you sell without being salesy, without using hype, and without being sleazy?
I’m gonna give you a 7 step process to help you take somebody who’s never met you, has never heard of you, who doesn’t know anything about you, to desperately craving more of your stuff.
Today you’re going to learn how to sell with ninja-level stealth.
For this we’re taking a lesson from Frank Kern and I’m going to show you how to make people receptive to your sales messages, and even make them thankful for receiving them
Table of Contents:
Offer Helpful Advice for Free
Step one is to offer them helpful advice for free.
Thank them for their interest in you and then offer helpful advice.
Now it doesn’t matter what stage of your sales funnel you do this; you can make an offer for free advice in a sales page, in a squeeze page, actually inside a lead magnet, in a video, in a consultation phone call, etc.
The medium is that you’re using doesn’t matter, but what does matter is the language that you use.
An effective way to do this is to create a comparison between two identical things or situations.
And paint the picture of how one of those things achieves more than the other.
Then you can offer to show your prospect how it was done.
This makes for a tempting offer.
Explain the Benefits
Step two is to explain the benefits of your help.
Here you really wanna to layer the benefits thick and fast.
You might want to say something like, “I’m happy to show you how to make a product that practically sells itself, cements your credibility and your authority, while increasing your bottom line.”
And I think for best results if you have three sentences with three benefits in each sentence, that is a really good structure to use.
Explain the Reason
Then in step 3 we’re going to tell them why you’re helping them.
This is where you would reveal the catch, if there is one.
Either way, you want to focus on the why.
You see, at this stage your prospects will be a little bit suspicious.
And that’s perfectly natural, we all do it.
They’re going to wonder why you want to help them, so here you absolutely need to be honest and transparent.
You might want to say something like, “I’m offering you this because I have 20 years experience and if you find value in it there’s a chance you’re going to buy my more advanced training at some point in the future.”
Here, you’re not trying to sell them anything at the moment.
And they’re going to appreciate your honesty because you’ve just separated yourself from every other salesperson out there.
Remove the Fear
Step 4 is to remove the fear of salespeople – or certainly remove the fear of you, as a salesperson.
To do this make them a promise. Reassure them that you’re not going to pitch to them all the time.
You might want to say something like, “I promise I won’t spam your inbox with promotions and I will only ever send you the stuff that I believe will be of interest and of benefit to you.”
At this stage they are still going to be unsure of you and that’s okay.
We will combat that scepticism in the next step.
Make an Irresistible Bribe
In step 5 we’re going to make an irresistible offer, we’re going to bribe them.
You might want to say something like, “If you feel like I have wasted your time, or not delivered on my promises then I will give you ____ in return.”
Choose whatever is desirable to your prospect – it can be money, it can be your services.
You just have to offer a guarantee.
And remember we’re not selling anything here, we’re just promising to give them information at this stage.
So make a promise that if you don’t deliver then you will either give them your services for free, or promise that you will take out your chequebook and give them some kind of compensation for wasting their time.
Now this is irresistible to them, and it’s gonna take some guts from you.
That’s why so few people do this; because it takes big balls to do this stuff.
But when you display this kind of confidence in yourself, your service, and your products, then your prospects will have a lot more confidence in you too.
This is a very powerful psychological technique.
FOMO
And then we have step 6, FOMO.
That stands for Fear of Missing out, and this is another powerful psychological trigger.
So at this stage you to remove the offer, you make it a little bit more exclusive, and you increase the barrier to entry ever-so-slightly.
You can do that by making a very specific criteria about the kind of people you are willing to work with.
To set the criteria you might want to say something like, “I can’t help everybody and this isn’t for everybody. This is only for people who have been in business for two years, and have an email list of 50,000 subscribers.”
Now this strategy immediately protects you against the ridiculously high number of time-wasters out there.
And it also proves that you’re not just another greedy salesperson, that you have integrity, and it also boosts your own authority.
Listen, this is really clever because it turns the tables.
You now have your prospects qualifying themselves.
Call to Action
And now we have the final step, step 7. This is the call to action.
Now that they’ve qualified themselves to you, that they’re intrigued, they want the irresistible offer, so its time to tell them how they can get it.
At this stage you might want to say something like, “Here is what you do next, if you want to learn more about this click the button below and fill in the form. As soon as I receive your details I will set you up with a detailed report.”
Now at this stage you can ask them to do pretty much anything you like; you can ask them to schedule a call, to watch a sales video, or whatever you like.
You’ve reversed the sales process.
And now you’re only dealing with people who really desire more of your stuff.
Pretty cool, right?
So I’m going to leave it there for today if you’ve found this useful then share it with others who might benefit.