How to Get More Eyes On Your Marketing Content Without Being a Total Weirdo
Marketing content is content designed to sell your next step, whatever that next step may be. When you get it right, it’s unbelievably valuable.
Why You Need to Find The Sweet Spot Between Telling and Selling In Your Content Marketing
The line between content and marketing has become really blurry. It’s nothing new, and you’ve probably heard me say this before. If you haven’t, then just look around you.
Take newspapers as an example. In the ‘olden days’ when everyone still read newspapers, you’d have a news story on one page and a very separate advertisement on the next. Sure, there were some smaller ads sprinkled throughout, but readers could immediately distinguish between ads and news stories.
The 2 Crucial Questions To Ask At The Start Of Every Sales Meeting
Did you know that sales are almost never lost at end of sales meetings?
Most coaches don’t understand this, though. They put all their attention into the close and ignore the beginning. They think if they can only deliver the perfect pitch to the prospect at the end of the appointment, they’ll win them over.
It’s almost as if they’re presenting closing arguments in a courtroom to persuade a jury.
How twisted is that?
How to Get Prospects to Relax in Sales Appointments
When a prospect hires you, what are they buying? Your product? Your program?
Sure, but only to a degree. When a prospect hires you, they’re really buying certainty.
Ultimately, certainty is a combination of clarity and confidence.
- Clarity of where you’ll take them
- Confidence that you’ll actually get them there
When a sales appointment doesn’t end in making a sale, it’s usually because the prospect doesn’t feel certain about you or your coaching program.
How to Quickly Build Rapport in a Sales Meeting
When a sales appointment doesn’t end with conversion, most coaches think there was a problem with the way they closed. They believe they must have done something wrong at the end or they’d have a new client.
The thing is, sales are almost never lost at the close — they’re lost at the very beginning.
On the last post, we introduced how important the first three to five minutes of a sales appointment are to making a sale at the end.
Why The Beginning Of A Sales Meeting Is More Important Than The End
When a one-on-one sales appointment ends in rejection, it can be really frustrating. It’s completely natural to think back over the entire appointment to try and figure out where it went off the rails.
Did I say something wrong or offensive?
Did I appear too pushy at the close?
Was I too passive?
Most coaches replay the appointment in their minds and truly believe the sale must have been lost somewhere at the close — after all,
The 2 Reasons Why Prospects Don’t Buy Your Coaching
Thousands of studies have been conducted on consumer purchasing behavior. You can find hundreds of books on the subject of why people buy, why people don’t buy, and why people fail to make a decision at all.
The findings are really interesting, but if you want a detailed summary, go look for it somewhere else.
When you boil it all down to its essence, there are really only two reasons people don’t make a purchasing decision.
The Most Important Web Page You’re Not Using
By now, you must know how important a lead magnet is for your business. It entices new prospects, builds brand awareness, and gives you a new email address for your list.
Here’s the typical process. First, a prospect clicks on the lead magnet offer you’ve placed in a blog post, website, email, or Facebook ad. Then they’re sent to a landing page where they can give their email address in exchange for a lead magnet, usually in PDF form.
The Most Common Facebook Ad Mistake That’s Costing You Clients
Have you ever experienced this?
You need a new car, so you look at your options, do some research, and pick out what you want. Then you start to see that car everywhere you go? It’s like thousands of cars just like the one you want suddenly appear on the streets the moment you make up your mind.
It’s crazy, right?
Well, there’s a common sales mistake I see everywhere, and once you know about it,
Where Most Coaches Go Wrong in Facebook Advertising
Several months back, we ran a Facebook ad campaign for a two-day workshop I was hosting in Sydney and San Francisco.
As we started planning, we realized we were in a tricky a spot. We only had a few weeks until the event started, so we need to create and run a campaign that filled the event quickly without coming across as too sales-y.
We had to move fast, and because of the tight window of time we were working with,