STOP BEING TOO SALESY | How to Effectively Sell Your Digital Products in 2024
Summary
TLDRThis 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
- π‘ People are not opposed to buying; they dislike being sold to, but they love to buy, which implies a need for effective selling techniques.
- π Successful selling involves understanding the customer's desire to buy and the seller's ability to present their offerings in a non-intrusive way.
- π° The speaker has achieved significant success with a single digital product, emphasizing the importance of mastering the art of selling.
- β° The speaker promises to break down the concept of selling in about 5 minutes, highlighting the accessibility and learnability of sales techniques.
- π 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.
- ποΈ 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.
- π 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.
- π€ 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.
- π― 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.
- π§βπ¨ Creating an 'avatar profile' of the ideal customer helps in tailoring content and solutions to better serve and attract a specific target audience.
- π 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
ποΈ 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.
π― 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.
π 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.
π 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.
Mindmap
Keywords
π‘Selling
π‘Buying
π‘Problem Solving
π‘Emotions
π‘Avatar Profile
π‘Niche
π‘Epic Expert Content
π‘Pain Points
π‘Call to Action (CTA)
π‘Digital Product
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
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