Welcome back to the show, this is episode 43 and today’s topic is quite a requested one. We’re in business to make sales, whether that’s selling your course, services, ad space on your platform, yourself as a brand, or anything else. And usually, the reasons why your offer, whatever that is, isn’t getting traction are the same.
In this episode, I’ll try to cover as many of them as possible and hopefully at least one of them will stand out for you and you’ll be motivated to go and take action on it. Often one little tweak is all we need to start making sales.
Tune into the episode below:
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Show Notes:
- How to make sure everyone knows about your offer
- What happens when your messaging is off
- Product vs offer
- Targeting a bigger vs a smaller audience
- 为什么以及如何出售更多
- 如何增加报价的紧迫性有助于您的买家
- When your pricing doesn’t make sense
- What is offer alignment
- Why having a pre-launch period matters
- What a good launch plan involves
- 如何为您的报价增加排他性
- One thing to focus on when selling instead of the actual numbers
- Ideas on how to make extra sales during the launch
Mentioned:
Transcript
1. Your people don’t know about your offer.
The first reason is that your people don’t even know about your offer, or at least most of them.
Maybe you just have it somewhere on your website. Maybe it was shared a few times on socials or in emails but it wasn’t that visible, it wasn’t repeated many times. People forgot, they didn’t read your post or email that far. Or they assumed that you’ll promote it all the time on every platform so they don’t need to look for it. Or maybe they weren’t online during the days when you were actively selling.
Selling is simply informing but you gotta do that a lot. Let your offer and its sales page, the links, the details be found easily and from all your platforms.
If people are listening to a podcast episode of yours, have it in the show notes. If they follow you on IG, have it in your bio link, inside posts, on Stories and in a Highlight.
If it’s in emails, add it in the beginning, or at the bottom of every next email as a reminder.
不管是什么，请确保听众中的每个人都知道您提供的内容，并且有足够的信息来决定是否适合他们。
2.您的消息传递已经关闭。
Messaging is how you communicate with your people, how you describe your offer, the words you use and the emotions you evoke in your followers.
That’s a form of art and it takes time to get there. But usually, other than good marketing skills andthe right sales mindset，它也需要真实性。在自己的业务中真实地成为自己，真正意义188亚洲真人体育上的意思，以最好的方式为人们服务，从不试图说服或推动他们做任何事情。
It’s up to them to decide. You can only provide them with what they need to know to make that decision.
如果您的消息传递关闭，人们不会真正与您和您的品牌更深入地联系。您的销售页面不会转换，即使里面的内容令人赞叹，您的报价也听起来不值得。您不会磁化人员，您不会让他们想抓住它，投资于其中的任何金额，与您联系并提出更多问题。
They will simply look elsewhere.
Messaging is how you can form relationships, how you can show what you stand for, how you can create engagement and make sure anything you share with your audience makes an impact.
Maybe you’re tying too hard in your marketing copy, maybe your sales page is just copied from templates you’ve used that experts recommend but has nothing personal. It doesn’t tell a story, it doesn’t talk about the transformation your product can provide. Which brings me to the next point.
3. When selling, you only talk about the product and what is inside.
就是这样 - 人们不购买产品，他们购买经验和转型。您的产品不是您的报价。您的报价比您的销售要大得多。
例如，课程中的内容只是大局的一小部分。如果您只是在营销中坚持这样做，那么人们就不会真正留下深刻的印象。
不要出售功能，出售转型。
Your program is here to solve a problem or help people achieve a certain result. So talk about how their life is now vs how it can be after they complete your program.
Tell them how it will feel like on the other side. Tell them how you’ll support them and challenge them and help them grow during the time you’ll work together.
Instead of saying what modules and lessons you have in your course, talk about one of the simple strategies you share inside that got you tremendous results. Or about the mindset work you’ll ask them to do in the program that will change the rest of their life by helping them reframe beliefs that have been limiting them so far.
Let people imagine what the product can do for them and how better their life will be after that. Tell a story,唤起情绪您将把消息传递到一个新的水平。
4.您仍然受到上次发布的影响。
Maybe it didn’t go as planned so you think this one will fail too. You’re carrying the disappointment, the insecurity, the lack of self-worth and are bringing this energy to your current launch.
但是，没有人愿意从一个对自己的出售商品充满活力和充满信心的人那里购买。
If you struggle with that, check out您失败的发布真正的含义。
5. You’re targeting everyone.
Let’s be honest for a minute here. Are you just hoping to grow your audience as much as possible so you can have more people willing to buy? Do you think it’s just a numbers game? Are you creating content for everyone? Are you trying to please them all?
Here’s the other option. What if with all you do online, you target a specific group of people? Those who need you the most, those whose struggles you’re so familiar with and for whom your program is just perfect.
If you focus on serving these people, a few amazing things will happen.
First, they will find you because the content and your whole branding will be speaking directly to them. Thanks to that they willlike and trust you。他们毫不怀疑您是合适的人，他们会为接下来的事情感到兴奋。
Then, you will have them in mind when creating andlaunching your offer。销售页面上的任何句子，您在Instagram上使用的任何图形，您发送的任何电子邮件都将是对他们的个人邀请。
It will be coming from your heart and speaking to their pain points. You’ll be able to easily draw a picture in their mind of how their reality can look like after investing in your offer.
They will know pretty soon or right away if it’s made for them or if they aren’t ready yet. Those who take the leap, will be trusting you fully, letting them guide you and implementing all that you teach them. They will achieve wild results and they will become your biggest fans.
然后，您可以利用他们的成功向他人展示对任何人的可能性。
虽然您将首先瞄准一小群人，但它也将到达许多其他人。但是这种营销和niching down将为您提供对潜在学生的焦点和清晰度，为什么这是他们的计划。
6. You aren’t selling enough.
Maybe you think you’ll turn people off. Or you don’t wanna annoy them by repeating the same things on your socials or in emails.
But guess what? Most of them didn’t hear it the first or second or third time. And those who follow you, don’t usually mind when you sell. They aren’t gonna unsubscribe or change their opinion of you just because you have offers to share.
They’ll still stick around and engage with your brand and be excited for your free content, and maybe they will buy in the future but aren’t ready yet.
销售正在服务。您出售的是您最好的战术知识，您最具变革性的心态工作或将为人们节省大量时间和许多错误的程序。因此，您的工作是要通知他们，重复它，以便他们可以牢记它，并知道何时关闭门或何时价格上涨或其他任何东西。
This is connected to the next reason why your offer isn’t selling.
7. You aren’t giving people a reason to buy now.
There’s no urgency, no incentives. They might know about offer and even want it, but why should they buy now?
Usually, the reason is because it’s open only for a limited amount of time or you have limited spots or the price increases. All these are examples of urgency and scarcity in marketing and these are powerful and helpful not just for your launch but also for your potential students.
They need to know why they do something. They also work better with deadlines or often realize they truly need something only if they know it will be gone tomorrow. So don’t think that kind of marketing is sleazy.
No. It can be the turning point to inspiring more people to work with you and that will lead to the transformations they are about to experience.
8. You aren’t passionate about your offer.
Passion can make you sales. It’s the ingredient people are looking for that magnetizes them.
当您真正相信自己的销售商品时，您会充满信心地出现，您经常出现，您不怕失败。您只知道该产品的强大功能，您也希望其他人也明白这一点。
You aren’t afraid of rejection, of negative comments, of being called salesy. You just know this is knowledge and support that others can really benefit from and you want to give them that opportunity.
如果您对现在销售的内容不热衷，那么该退后一步并弄清楚原因了。可能是限制信念例如认为您不值得进行销售，因此您必须对此进行努力。
It could be that you didn’t do your best with your course so you don’t like some elements about it. Then go and improve them. Then come back and sell that new version of it with excitement.
9.您的定价没有意义。
This can go both ways. Maybe you’reunderpricing your offer这对你的听众是你说undervaluing yourself. It’s too cheap so anyone can have it and that doesn’t make it magnetic to those who really need the result it provides.
或者价格是如此之高,以至于你的听众imply can’t afford it. There are 2 ways you can go here. Either keep serving them with your free content and realize that you attract people who don’t really invest in high-ticket offers, so you will focus on finding those who can.
Or you can release a different version of that same product for a smaller price, or just have more offers that people can choose from. Eventually, those who worked with you thanks to your low-ticket offers can still decide to invest in the big program. They just needed a bit more trust, progress or proof before taking the leap.
因此，您的价格必须与其他所有内容保持一致 - 您的报价及其提供的价值，your marketing，您的利基和自由内容以及目标受众。这就是我们所说的要约。没有一个元素，销售通常不会发生或至少不多。
10. People weren’t prepared for your offer.
This means there was no pre-launch period. That’s a key ingredient of the sales process and it’s so important that insideBold Business School，，，，I teach it in the Business Basics Module, which is week 2 and 3 of the program. So that’s before the weeks where I show you how to set up an email list and automate it, before you create your offer, before you launch and before you even create your course.
The pre-launch is the phase in which you make people familiar with the problem your program is about to solve. Because guess what? Most of them weren’t even aware of it. You are the one that will create awareness thanks to your free content.
只有当他们知道自己遇到这个问题，清楚并想要解决方案时，他们是否有兴趣投资于您的计划。
11. You didn’t prepare for your launch and now you’re stressed.
I know what it’s like to think you’ve planned for it, but then to spend launch week checking if links work, wondering what to post that day on socials, how many emails is too many, or wondering if you should change your whole strategy in the middle of launching just because you don’t feel good and aren’t seeing results.
良好的发射计划意味着你可以享受fe during your promo campaign. That you can sleep peacefully knowing that everything is ready and even scheduled, and you just need to show up when you feel like, answer questions and feel good about all this.
That means you know the dates, you’ve written the email, the social media posts are ready, the links and sales page are double-checked, the decisions are made in advance, and everything has a place in your calendar. If you feel like, you can still change something. But better have it ready in case you just want to follow through and not worry about anything else.
12. There’s nothing exclusive about your offer.
Is it boring? Is it like everyone else’s in the industry?
还是您知道自己的经验，精力和独特的做法使它成为一种？如果是这样，请告诉人们。
Show them your bold branding, be happy and energetic during launch week and turn it into one big party so that more people would like to join and celebrate enrolling in your program.
拥有一个在程序中教授的强大框架，该框架基于对您有用的东西，现在您迫不及待地想与他人分享。
如果您觉得，创建自己的路线，并将其变成游戏。在里面有挑战，练习和惊喜。
有很多方法可以使您的报价与众不同。不要创造平均值。收听您的潜力，创造力和礼物，并与世界分享。
13. Numbers are limiting you.
Obsessing over metrics during your launch can be a bad thing sometimes.
If you’re constantly refreshing the page to see how many clicks your link got, or calculating conversion rates and comparing email open rates during the launch, you’ll end up discouraging yourself.
The numbers can be analyzed when doors to your program close. Now, it’s about people.
So encourage them to ask you questions, be there for them, keep serving them, maybe have another new piece of content that week if you want. Or post often on socials and talk more about their pain points. Be helpful, inform, and be there for them.
Many will be in the process of deciding whether they will invest, so just support them.
14. You don’t leave room for inspiration and intuition.
If it’s only strategy and structure, you might be limiting the potential of your launch, your program and what your own energy is capable of.
So while you can have your dates decided, emails ready and goals set, you can also get creative and pay attention to your ideas and intuitive hits during the launch or just any time you sell, even if it’s evergreen.
Maybe you send an extra email, a really personal one and that builds more trust than anything else.
也许您想一天发布新的付款计划。或者，您想出一个新的奖励想法，一个激励措施使更多的人现在购买。
Maybe you bundle your offer with something else you’ve already released and that makes it more irresistible to your audience.
These often don’t make sense, can’t really be planned, but in the moment, they can get results. This is part of authentic marketing combined with going with the flow. Your people know when you’re being real, they love your energy when you’re inspired, and all these are new ways to attract potential buyers.
Final words
好的，这是您的报价不出售的14个原因。我希望我对某些事情睁开眼睛，并为您提供有关如何改变计划，营销或销售思维方式的许多想法。
Let me know what you think and which tip was your favorite.
All that I shared today is something I dive deep into inBold Business School。目标是帮助您不仅创建一门课程，而且还可以一遍又一遍地出售，并将其转变为基于产品的业务的基础，该业务为您提供了一切自由，并让您服务于目标。188亚洲真人体育
Join the waitlistand expect an email these days so you can learn more and have the chance to join with the first students and watch everything unfold.