STOP BEING TOO SALESY | How to Effectively Sell Your Digital Products in 2024

Summary

This video script delves into the paradox of selling, asserting that people don't hate being sold to because they love buying. It emphasizes the importance of understanding the art of selling without seeming pushy. The speaker shares insights on how successful entrepreneurs, like Steve Jobs and Elon Musk, create environments that evoke emotions, leading to sales. The script outlines a strategy for selling by focusing on serving, solving problems, and creating 'epic expert content' that educates, entertains, and motivates action, ultimately making the selling process feel natural and effortless.

Takeaways

• 💡 People are not opposed to buying; they dislike being sold to, but they love to buy, which implies a need for effective selling techniques.
• 🔑 Successful selling involves understanding the customer's desire to buy and the seller's ability to present their offerings in a non-intrusive way.
• 💰 The speaker has achieved significant success with a single digital product, emphasizing the importance of mastering the art of selling.
• ⏰ The speaker promises to break down the concept of selling in about 5 minutes, highlighting the accessibility and learnability of sales techniques.
• 👀 Attention to every dollar spent can lead to insights on how businesses can effectively capture customers' money, either by solving a problem or evoking an emotion.
• 🛍️ Products and services that solve problems or evoke emotions are more likely to be purchased, as they either address a need or create a desirable feeling.
• 👕 The example of an 'ice cube t-shirt' illustrates how a product can solve a problem and evoke emotion, contributing to the decision to purchase.
• 🤔 Encouraging introspection on why and how purchases are made can lead to a better understanding of selling tactics that can be applied to one's own business.
• 🎯 Focusing on serving others by genuinely addressing their needs is a key principle of effective selling, as it naturally leads to offering solutions that customers are willing to buy.
• 🧑‍🎨 Creating an 'avatar profile' of the ideal customer helps in tailoring content and solutions to better serve and attract a specific target audience.
• 📈 The concept of 'EPIC expert content' is introduced as a strategy to create engaging, personalized, and authoritative content that educates and solves problems, ultimately driving sales.

Q & A

What is the main contradiction discussed in the script regarding selling and buying?

The script discusses the contradiction that while people claim to hate being sold to, they also enjoy buying things. The key is understanding that selling is a necessary part of the process that allows people to buy what they want.

How much money has the speaker made with their digital product according to the script?

The speaker claims to have made a little over 900k with their digital product.

What is the speaker's approach to selling without actually 'selling'?

The speaker's approach involves focusing on serving people by offering solutions to their problems instead of pushing sales, which is a concept referred to as 'selling without selling'.

What are the two main reasons people buy things according to the script?

The two main reasons people buy things are because the product either solves a problem or evokes an emotion, making them feel something.

What is an example given in the script that illustrates the concept of a product solving a problem and evoking emotion?

The example given is an 'ice cube t-shirt' which solves the problem of not having to show one's body in public and evokes the emotion of feeling cool by wearing it.

What does the speaker suggest is the first step in understanding how to sell effectively?

The first step suggested is to pay attention to every single dollar spent and to question why and how products or services managed to get that money.

What is an 'avatar profile' and why is it important in selling?

An 'avatar profile' is a detailed representation of the target customer. It is important because it allows entrepreneurs to focus on serving one particular person within a niche, which can lead to more effective selling.

Why does the speaker emphasize the importance of creating an 'avatar profile'?

Creating an 'avatar profile' helps to focus content and solutions on a specific individual within a niche, making it easier to attract and serve customers who fit that profile.

What is the acronym 'EPIC' stand for in the context of creating content for selling?

In the context of creating content, 'EPIC' stands for Entertaining, Personalized, Irrefutable, and Clear.

What are the components of 'EPIC' content as described in the script?

The components of 'EPIC' content are Entertaining, Personalized, Irrefutable, and Clear, with the additional aspects of Educating, Experience, Problem-solving, Relevant to pain, and Take action.

How does the speaker suggest using the 'EPIC' content strategy to create an environment that makes people feel like buying?

The speaker suggests using the 'EPIC' content strategy to create an environment that is engaging, tailored to the avatar profile, based on facts, and easy to understand. This approach should evoke emotions and offer solutions to problems, prompting people to take action.

Outlines

00:00

🛍️ The Art of Selling Without Being Pushy

This paragraph discusses the common misconception that people dislike being sold to, while in reality, they enjoy buying if the selling process is done correctly. The speaker emphasizes the importance of understanding how to sell effectively, using personal experience of selling a digital product and achieving significant revenue. The key to successful selling is to focus on serving the customer by identifying and solving their problems or evoking emotions. The speaker suggests that every purchase should be examined to understand why it was made, attributing it to problem-solving or emotional response. The example of an 'ice cube t-shirt' illustrates how a product can solve a problem and evoke emotion, leading to a purchase decision. The paragraph concludes with advice to reverse-engineer successful sales tactics to apply in one's own business.

05:02

🎯 Targeting the Right Audience with Avatar Profiles

The second paragraph focuses on the importance of creating an 'avatar profile' to identify and target the ideal customer within a specific niche. It points out the common mistake of trying to sell to everyone, which leads to a lack of traction and sales. By building a detailed avatar profile, entrepreneurs can create content and solutions tailored to the needs and desires of that specific individual, rather than trying to appeal to a broad audience. The paragraph also touches on the emotional aspect of selling, explaining that humans are driven by their feelings and justify purchases logically afterward. It uses Apple as an example of a brand that has successfully created an environment that makes people feel a certain way about their products, thus driving sales based on emotional appeal.

10:03

📚 Crafting Epic Expert Content for Sales Success

This paragraph delves into the concept of 'epic expert content,' which is a strategy for creating content that is entertaining, personalized, irrefutable, clear, educational, experiential, problem-solving, and relevant to pain points, with a clear call to action. The speaker explains that by focusing on these elements, content creators can effectively communicate their message and solutions to their target audience. The paragraph emphasizes the importance of speaking from experience and facts, making the content relatable and actionable for the viewer. It also stresses the need for a clear call to action to guide potential customers towards the next step, whether it's making a purchase or engaging further with the brand.

15:05

🔄 The Selling Flywheel: Avatar, Content, and Algorithm

The final paragraph explains how the process of selling becomes streamlined and effective by starting with a clear understanding of the target avatar, creating content that speaks directly to their needs, and leveraging platform algorithms to reach a wider audience. The speaker advises against trying to appeal to everyone, as this confuses algorithms and results in poor content placement. Instead, by focusing on the avatar and creating content that resonates with them, the algorithms will categorize the content and promote it to similar users. The paragraph concludes with an invitation to join a community for further coaching and training on growing an online business, emphasizing that selling becomes effortless when solutions are genuinely offered to solve problems.

Keywords

💡Selling

Selling, in the context of the video, refers to the process of exchanging a product or service for money. The speaker argues that people do not inherently dislike being sold to; rather, they enjoy buying things, and selling is a necessary component of this process. The video emphasizes the importance of understanding how to sell effectively without being pushy or aggressive, which is a key theme throughout the script.

💡Buying

Buying is the act of acquiring goods or services in exchange for money. The video script highlights that people love to buy, which contradicts the common belief that they hate being sold to. The speaker uses this concept to emphasize that selling and buying are two sides of the same coin, and understanding this dynamic is crucial for successful business operations.

💡Problem Solving

Problem solving is a central theme in the video, where the speaker suggests that the essence of selling is to solve a problem or evoke an emotion. Products or services that solve a problem or make the buyer feel something are more likely to be purchased. The speaker uses the example of an 'ice cube t-shirt' to illustrate how a product can solve a problem (avoiding people fainting from seeing the speaker's body) and evoke an emotion (making the speaker feel cool).

💡Emotions

Emotions play a significant role in the buying process, as highlighted in the video. The speaker explains that products or services that evoke emotions are more likely to be purchased. This is because humans are emotional beings who often make decisions based on how they feel, rather than purely on logic. The video uses the example of Steve Jobs and Elon Musk creating environments that make people feel like buying their products.

💡Avatar Profile

An avatar profile, in the context of the video, refers to a detailed customer persona that entrepreneurs should create to understand and target their ideal customer. The speaker emphasizes the importance of focusing on serving one specific avatar rather than trying to appeal to everyone. This approach helps in creating content and solutions that resonate with the target audience, leading to more effective selling.

💡Niche

A niche is a specific segment of the market that an entrepreneur targets. The video script discusses the challenge of standing out in a niche and suggests that focusing on an avatar profile within a niche is more effective than trying to appeal to a broad audience. The speaker advises against 'niching down' too much, but rather building a detailed avatar profile to serve a specific customer type.

💡Epic Expert Content

Epic expert content is a term used in the video to describe high-quality, engaging, and informative content that is designed to educate and entertain the audience. The speaker outlines the characteristics of such content, including being entertaining, personalized, irrefutable, clear, and providing actionable advice. This type of content is crucial for attracting and retaining the attention of the target audience.

💡Pain Points

Pain points are the problems or challenges that a customer faces, which a product or service aims to solve. The video emphasizes the importance of understanding and addressing these pain points in content and product offerings. By focusing on alleviating pain points, entrepreneurs can create solutions that are more appealing to potential customers.

💡Call to Action (CTA)

A call to action (CTA) is a prompt or instruction that encourages the audience to take a specific action, such as buying a product, signing up for a newsletter, or watching another video. The video script stresses the importance of including a clear CTA in all content to guide the audience towards the next step, ensuring that they know what to do after engaging with the content.

💡Digital Product

A digital product is a product that is delivered in a digital format, such as an eBook, online course, or software. The video script mentions the speaker's success with a digital product, emphasizing the potential for high revenue with minimal effort. The speaker also provides a link to a community for further training on creating and selling digital products.

Highlights

People love to buy stuff, but they dislike feeling like they are being sold to.

The key to successful selling is understanding how to sell without appearing to sell.

Achieving success in business involves paying close attention to every dollar spent and understanding how transactions occur.

Products or services that are sold effectively either solve a problem or evoke an emotion.

The speaker has achieved significant business success with a single digital product, demonstrating the power of effective selling.

To grow a business, one must focus on serving people rather than merely making money through sales.

Entrepreneurs should create solutions to problems and then offer these solutions to customers, embodying the idea of 'selling as serving'.

The concept of an 'avatar profile' is crucial for focusing on a target customer and creating content that resonates with them.

Content creation should be focused and not aimed at the masses, as this can lead to a lack of traction and sales.

Emotional appeal is a powerful tool in sales, as humans are driven by their feelings and then justify their decisions logically.

Creating an environment that makes people feel like buying is a strategy used by successful brands like Apple and Tesla.

Online events and personal branding can be effective in evoking emotion and driving sales.

Content should be 'epic expert content,' which is entertaining, personalized, irrefutable, clear, and focused on education and experience.

The acronym EPIC stands for Entertaining, Personalized, Irrefutable, and Clear, which are key elements in creating compelling content.

Problem-solving is at the core of entrepreneurship, and content should address the pain points of the target audience.

A call to action is essential in all content to guide viewers towards the next step, whether it's purchasing a product or signing up for a list.

The speaker emphasizes the simplicity of effective selling when focused on solving problems and offering solutions.

Joining a community for coaching and training can be beneficial for those looking to grow their business with a digital product.

Transcripts

people hate being sold to but in order

to make money in your business you got

to sell to people but on the other hand

people love to buy stuff and the only

way that people can buy stuff is that

someone has to sell it to them so that

whole oh people hate being sold to crap

is a complete lie people love being sold

to because people love to buy stuff you

can't have one without the other the

problem is is that most people don't

know how to

sell now look I've met over 7 Bigg

online in my business with just one

digital product doing a little over 900k

and it's because I know how to sell

without selling and it's only going to

take me about 5 minutes to break this

down so if you don't have five minutes

to spare to focus and lock in to learn

how to grow your business by all means

enjoy your time on Beyonce's internet

and go watch a Taylor Swift video or

something but I will tell you this

Taylor Swift that girl knows how to sell

and all the richest and most successful

people they all know how to sell too but

first of all it all starts with you just

simply paying attention to every single

dollar that you spend and being aware of

what it is that you actually spend your

money on and I'm not exaggerating this

every single dollar that you spend start

to ask

yourself why and how how did they get my

money out of my bank account and into

their bank account how did they get my

money out of my pocket and into their

pocket and when you start to ask

yourself these questions of why and how

did these people or these companies that

you spend your money with get get your

money you see that it always comes down

to one of two things and it is that it

either solves a problem or it makes you

feel something it evokes an

emotion these are the only two things

that anything in cells comes down to

solves a problem or an evoking emotion

and makes you feel something and I

literally ask myself this with every

single purchase that I make even

something as simple as this ice cube

t-shirt right this ice cube t-shirt it

solves a problem of me not having to

show my incredible awesome body because

when I walk down the street with my

shirt off it's just people fainting left

and right it's it it gets really wild

and crazy and it gets dangerous because

they faint they say oh my gosh look at

as CEO great chess and awesome B they

faint then they hit their head on the

curb then they're bleeding then medical

bills all kinds of stuff goes crazy

right so this ice cube t-shirt it solves

a problem but then it also

evoked an emotion in me because I think

I look cool in it right it has the cool

Factor so it solves a problem by keeping

people safe by me not having to show my

great body to everybody and it involes

emotion in me which made me feel like

purchasing it because I like how it

makes me feel I think that this t-shirt

makes me look cool when I look at myself

in the mirror but when you really really

start to ask yourself why did I buy this

or how did they get this money from me

in order to buy their product or buy

their service or whatever whatever it is

that you're purchasing it gets your mind

working not only your conscious mind and

your subconscious mind working but then

you can start to reverse engineer and

use the tactics that they're using for

yourself so you can use the tactics on

your perspective customers or your

perspective leads right now if we're

focusing on solving a

problem the way that you focus on

solving a problem for somebody else is

stop thinking of how you can make money

by selling to somebody and start

thinking of how you can actually

serve people selling is serving and when

you are genuinely purposefully and

intentionally focused on serving

somebody else you're thinking of

actually helping somebody and you can

start to come up with solutions to

problems and then when you have came up

with the solution because you are

thinking of actually serving someone

instead of selling to someone then

instead of selling all that you simply

have to do is offer your solution to

them this is how you actually sell

without selling now think about this as

entrepreneurs we're only in the problem

solving business right we create

solutions to somebody else's problems

and then they exchange their money to us

for the solution that we have to fix

their problem well if I'm thinking about

serving and make offers to people with

my solution that alleviates someone's

pain because it's always easier to draw

someone away from their pain than to

lead them towards pleasure so think

about this if I was to take off my shirt

and show everybody my great body and

then somebody faints and they they bust

their head on the ground somebody faints

and they fall and they're bleeding right

if I come up to them with some bandages

and offer them that bandage they will

gladly take that bandage from me because

it solves their problem and it

alleviates their pain of what they're

going through in real time so if we

think of actually serving people and

helping people and then when we have

those Solutions simply offer instead of

sell they are going to take that offer

because they need it to fix their actual

problem and if you're wondering on Whose

problems do you focus on this is why you

have to create create an avatar profile

and an avatar is your Target customer

this is not plural where most

entrepreneurs are faing is that they're

trying to sell to everybody or they're

trying to talk to everybody or they're

trying to create content for everybody

for the masses and they wonder why they

can't get any traction why they can't

get any momentum why they can't get any

views why they can't get any subscribers

why they can't get any sales and it's

because they're not making their content

or they're not focused on serving any

one particular person this Avatar

profile this is the foundation of

everything you get really really deep

and detailed on building out a profile

and you only focus on coming up with

Solutions and serving that one person

what most people do is that they go here

within a niche this is a niche and the

thing about a niche is that it's so hard

to get seen in a niche because just

imagine all these diets are just people

within that Niche it's hard to get

tractions it's hard to get seen But if

you bu out an avatar profile you focus

on one one person within the actual

Niche you will be shocked to find out

how many more people that fit that

profile that you fit fit within this

actual Niche so you don't need to Niche

down let me correct myself you do need

to pick a niche but it's not about

niching down it's about building out an

avatar and serving that Avatar profile

within the niche and that is how you get

customers within an actual Niche then

secondly we know about problem solving

right here with the emotions humans we

are emotional creatures we do things

simply because we feel like it now this

will work on humans if you're trying to

sell stuff to dogs cats chickens snakes

Turtles and roly poies this will not

work but this will work if you're trying

to sell something to an actual human

being we are emotional creatures we buy

things because we feel like it and then

we justify with logic so how do you make

someone feel something you have to

create environments that make people

feel like buying so I love to use apple

as an example I'm an Apple customer how

did Apple get my money I have a iPhone I

have an iPad that I'm writing on I have

a Macbook behind me I have a Beats by

Dre Pill speaker right here Apple

product I have airpods I have multiple

pairs of airpods airpod Pros a $600

airpod Maxes I'm an Apple customer but

what did Steve Jobs what did Steve Jobs

originally do to sell Apple's products

he created an environment that made

people feel like buying he made Apple

seem cool to the point where Apple users

and if you're an Apple user let me know

if I'm right or not in the comments

Apple users we think we're above the

other cell phone users we look down at

Droid products if someone text us with a

green bubble we're

like they have an Android they don't

even have an apple we kind of put our

noes in the air a little bit even though

Android product are a superior product

we don't care about the product we don't

care about all the features the the

capabilities the technology and whatnot

we just want simple stuff and we get the

Apple stuff because we think it's cool

Steve Jobs did that because he created

environments to make us feel like apple

was cool Elon Musk today Elon Musk does

the same thing Elon Musk uses Steve Jobs

techniques on creating environments to

make people feel like buying Tesla

products how do both of the these

gentlemen do this well they have online

events think about this and apple still

does this but Steve Jobs is the one that

really rolled it out and got the ball

running for them and Steve Jobs built

his personal brand to a point that when

you think of Apple the first name that

is associated today is still Steve Jobs

and he had passed away a long time ago

but he is still associated with apple

and they are still pretty much making

money off of his name because Apple

ain't really made no good stuff in a

while or nothing outside of what Steve

came up with but they had these online

events think about this Steve Jobs he

will have an event live where he's

speaking to a audience creating

content showing and advertising and

showing how cool Apple's newest product

is and then he put that out on the

internet as well than Elon Musk he does

the same exact thing he wants to sell a

cyber truck Elon Musk has an event

showcasing the Cyber truck in front of a

bunch of people and then it's streaming

online to everybody this is an event

that evokes in Emotion in people to make

people feel stuff because remember human

beings we buy things because we feel

like it and then we justify with logic

so how can we use Steve Jobs and Elon

Musk model to make people build

something to make people feel like

purchasing we do it with our

content not just any content we do it

with prolific content nipy really got

this prolific word in my head rest in

peace and nipy hustle TMC the marathon

continues but we do it with our prolific

content but not just any type of content

because everybody's just out here making

content that's why majority of people

are failing because they don't know what

type of content to make to actually

generate sales and this content that

we're going to make is epic expert

content epic expert content where the E

stands for

entertaining I'm not saying that you

have to you know be doing a bunch of

goofy stuff out here but you have to at

least be somewhat entertaining when you

build out an avatar profile you know

what is entertaining to your actual

Avatar so you don't got to be out here

doing cartwheels and back flips and a

bunch of stupid goofy looking stuff

online the

P stands for

personalized it's personalized because

you know who it is that you're actually

speaking to once you've actually built

the Avatar profile the I stands for

irrefutable this is mean you talking

from Facts any piece of my content I'm

talking irrefutable FS I don't speak

speak from a point of opinion I speak

from experience what a lot of people are

messing up it is that they're making

content about what they think I don't

tell anybody I ain't telling you what I

think I'm telling you what I know and

how do I know it because I've done it

I'm talking from irrefutable facts for

example if I have a weight loss product

I'm not going to tell you why you should

lose weight I'm going to give you

irrefutable facts and show you why you

should lose weight I'm going to show you

how you're going to be in Better Health

how you're going to have a better

self-esteem how it's going to stop that

back pain that knee pain right and I'm

going to show you through aable facts of

my product working either from someone

else is working for or using myself as a

testimonial and showing how it worked

for me and then it has to be clear you

got to dumb down your message kiss SS

keep it simple stupid a lot of people

they're trying to sound too smart you

don't need to use all the industry

jargon and techno Babble Steve Jobs Elon

Musk when they're selling their stuff

when they're creating these environments

they're not talking about all the tchas

and the specs and stuff if you cannot

explain it to a somewhat intelligent 10

11 12 year old you need to dumb it down

that's the Epic side of it the expert

side the E stands for

educate I'm telling you you make so much

money if you can make what I call

edutainment type content educational

with the entertaining aspect the X

stands for experience I know there's

always one person oh experience starts

with the E shut up it sounds the same

and this is my stuff and I know it works

because I work it now I'm able to speak

remember the i in Epic irrefutable I'm

able to speak from experience because I

only talk about stuff that I do when I

only talk about stuff that I've done so

I know that I'm speaking from experience

because I can speak from a place of

authority with those irrefutable facts

because I only talk about stuff that

I've actually done the P stands for

problem

solving problem solving

remember we're entrepreneurs we're in

the problem solving business people they

pay us for the solutions that we have to

their problems the E stands for

execute on any piece of my content I

give out great valuable information that

people can execute on right now like you

can watch this video and you can go out

and execute on everything that I'm

saying today the

r stands for relevant to

pain relevant to pain remember this it's

always going to be easier to draw

someone away from their pain than to

lead them towards their pleasure this is

just basic human Psych ology like I said

this stuff works on human beings and

we're all pretty much the same up here

in Our Minds when stuff sounds too good

to be true red flags come up oh aware

aware aware but when we're in pain we

want to alleviate that pain we want to

get away from that pain as fast as

possible that's why you have to build

your avatar profile so you know what

pain points to dig in on in your epic

expert

content and the

T stands for take

action you need to give some

type of CTA CTA call to action you need

to give some type of call to action in

all of your content whether that be some

type of call to action to actually buy

your product whether that be some type

of call to action to download your free

lead magnet so you can get somebody's

name phone number and email address

whether that be some type of call to

action to sign up for a email list

whether that be some type of call to

action to watch your next video but in

all of your content you need to give

some type of call to action to where

that viewer or that perspective customer

that perspective lead can take action

and do something from your direction we

can't just assume that people know where

to go we can't just assume that people

will go here to buy we can't just assume

that people will click this we have to

tell them and direct them to do so and

this is your epic expert content and

once you have this down now you can

actually create environments that make

people feel like purchasing and then

giving them or offering them the

solution to their problem because how

this flywheel works is that everything

starts with your avatar you create your

content only speaking to that one Avatar

and showing them that you have the

solution to their problems then these

platforms algorithms will start to

categorize your

content where most people mess up is

that they're not speaking to anybody so

then they just always cry and complain

and moan about the algorithms I can't

get any views I can't get any traffic I

can't none the algorithms say hate me no

the algorithms are designed to only put

content in front of people to keep them

on those platforms a lot of people are

just confusing the algorithms and they

don't know who to place the content in

front of but once these algorithms

categorize you then they start to use

their organic traffic

sources to place you in front of more

people that fit your Avatar's profile

you do this that's how you get numbers

coming in online your business like all

them that you see on the screen right

now if you're ready to make more working

less from stuff that you already know

with a digital product go ahead and

click the link down in the description

and join this credit at the top

Community for weekly coaching from

myself all of my exclusive trainings

plus a private community of

entrepreneurs all designed to grow your

business online it's only 47 butts a

month to join right now that's less than

a couple Cofe per day so click the link

down in the description to tap in and

I'll see you on our coaching call this

Wednesday but this this is when selling

becomes very very very easy you don't

have to try to sell people when you are

just genuinely coming up with solutions

to people's problems and offering them

that solution through your epic expert

content it becomes so easy this stuff is

so simple people just tend to over

complicate it that's another human being

thing that we all do I'm victim of it

myself that's a lot of things that I do

that I just make hard on myself that

I don't have to but this selling stuff

it ain't got to be hard so go ahead and

click the link down in the description

if you want to tap into the community

and I see you on our coaching call this

Wednesday go ahead and check out this

video right here on how you can create a

digital product which is a eBook in a

single day and make a bare minimum of

$100,000 worth it it's crowded at the

top