Okay, it's time to talk about how to generate actual leads into sales.
Marianne DeNovellis here with the Six Figure Mastermind, stay tuned at the end of this
video because I've got an extra bonus for you.
Today, we're going to have an amazing conversation. How do we convert that
boatload of leads into sales. How do we create income? How do we create money?
We want to get money in your pocket.This is a really really cool conversation and
one that honestly a lot of salesmen and a lot of entrepreneurs will actually
shy away from because it's the scariest part of marketing. I've got all this
information, maybe you've watched one of our YouTube videos in the past and
you've seen how to gather those leads and have those people knocking down your door.
Now what do you do about it? Now you've got to find a way to take all of these leads
over here and translate it into all of this money over here.
Now doesn't that sound kind of salesy? Doesn't it sound like, oh I'm just
bringing people into to take their money or whatever you want to call it.
That's the limiting belief, that's why fears will put the brakes on what you're
making because this salesman has this weird greasy energy to it, right?
You think you've used car salesmen and what immediately pops into your mind. Oh man,
they're going to swindle me, they're going to take me for all I'm worth, they're going to
make me blah blah blah blah blah, all of this stuff, that is not what we're here
to discuss. Because that's not who you are. You're the kind of person that says,
you know what? I know how to solve problems and I love making sales transactions.
I love it when the right people come along. I know how many clients I'm going to
take on. I don't know if you're the client or not, you may or may not be but
I know that I have amazing capabilities to get the sales closed so let's get
started. First thing you need to do is find out how you're going to solve their
problems. Now in our other video on how to generate massive leads, we talked
about actually creating solutions to their problems and how to know what
problems they are coming to the table with so that you can offer massive
solutions but now let's get to that the benefits and the features of exactly
what it is that you do. Benefits are things like what are they going to walk
away from this experience with? Benefits means, I'm going to be better by this way or
in this way when I'm done working with you, that's the benefit of my program.
The features means all of the details, all of the nitty gritty whether we're meeting
on Tuesdays, whether meeting on Fridays, how long our meetings
are, all the, you know, that really Excel spreadsheet details that you're going to
have during your meetings and your sessions, those are the features and
the benefits of what you're selling. That's how you solve the problem that
they're coming to the table with. So you need to know what those are, your client
needs to know what the features and benefits are for what you're offering
them in order for them to want to invest. The more time that they get to spend
with you before they make the transaction, the higher the likelihood and
the higher the dollars that they will spend with you once that time comes.
So once you have those benefits and features nailed down, you'll have a
really clear picture of how to present it to your clients so that they know
exactly how they should work with you and how you get to move forward together
so you need to know how to solve the problem. You already know that you can
now you just need to know how. Be a solutions provider. The next step in
getting those leads to become customers is how do we make the offer. Now it's
time to offer your solution to your customers. You've already addressed the
problem, you've addressed the benefits, you've addressed the features and now
it's time to actually say, this is what I have, this is how much it is. You need to
make the offer to your client and in a way that helps them to understand that
this offer isn't just something they could get anywhere else, this is a
uniquely you. Whether you're selling a product or a service, whether your
service is tangible or whether it's not. People are buying not your product, not
your service, they're buying you. They're investing because they like who you are,
they're investing in because they love your philosophy, they are investing
because they resonate with you. The term resonate refers to when something makes
sense over here and it makes sense over here. Think of tuning forks. If you've
ever played with tuning forks, this is an incredible phenomenon. If you have a
tuning fork that's vibrating and making a noise over here, this tuning fork will
resonate, it will make the same noise at the same frequently if they are in
harmony, if they're synced together, if they resonate with each other. The same
thing that makes noise over here will make the same noise over here. If it's a
different size, if it's not the right frequency, if it's a wrong
note then this tuning fork won't make any noise when this one makes noise.
When you're resonating, that means you're on the same wavelength, it means you have
the same ideas, the same philosophies, the same ideals so this is where you get to
actually make the offer and you can only do that if it's a resonating fit for
both of you. When you have a client and the customer,
especially when you're in the services area, let's say life coaching for example,
you're going to be spending a lot of time with this client so you're going to
want to make sure that you're a resonant frequency fit for them. You're going to
be spending time with them, they're going to be investing time with you and you want
to make sure that you enjoy doing that. So you're making your offer, only make it
if you feel like it's a good fit for the two of you to work together. With a
product, it's a little bit different. When you have a product, you're not going to be
spending a lot of time. Once they pay for your product and you deliver the product,
your fulfillment is already done so you don't need to worry so much about
resonating frequencies. You know it's a resonant fit because they made the
purchase and you deliver the product. So the question is, how do we actually make
the offer? And there's a psychology to this. The psychology is this, no matter
what the sticker price for your product is, people may have sticker shock, meaning
they're going to be hung up on that price and not be able to process anything else
until that price and equal to the value that you're bringing to the table so
when you're sharing your product and making the offer, always name the price
first. You're going to make the price first so that their brain has time to chew on
it while you're sharing the benefits and features of your program so for example,
if I had a product that I was saying, you know what, this is a service that I'm
rendering to you, I'm going to spend so much time with you this week, I'm going to spend
and 3-hour chunk with you every single week for the next two years, I'm going to
teach you how to speak on stage, I'm going to show you how to dress for success,
I'm going to teach you how to do processes and do breakthrough work and create
transformations so you can get on stage with maximum effects for your audience.
Here's the amazing thing that we're going to do, this product is a $25,000
product but here's what we're going to do, at the end of this
product, you're going to be able to speak not only on your stage locally but
internationally, I'm going to share with you how to get on stages all over the
world, how to get stages in Mexico, how to get on stages in
Hawaii, how to get on stages in Dubai and all over the world, we're also going to
teach you how to manage your presence, we're going to teach you how to create its
confidence on stage so that stage fright is going to be a thing of the past for you,
we're going to teach you how to deliver your specific message, how this message
you've been feeling in your heart that's been burning inside of you actually gets
to be translated to the world so people can take your shortcut to success, we're
going to be meeting on a regular basis, every Tuesday between 1:00 and 4:00 p.m.
we're going to teach you how to do all of those things within that space of
time and then give you the tools that you need to go out and practice it in
the real world, we're going to be the toolkit for how to speak on stage and
deliver your signature presentation, we're going to teach you how to do physical
process so you're not just delivering information, you're delivering
transformation, you're giving all of these things away and we've got
everything that you need in order to do that. Now do you see what I did there? And
name the price of the product or service then I delivered the features and
benefits and then I'm just going to ask them, does that feel like a good fit for
you? And they're going to say yes or no. If it's yes, great, if it's no, great. I'm not
attached to either one and then you need to have the ability to process the sale
on your end which means you need some kind of a merchant account, a way to
accept cash or credit or checks or whatever it is that you accept money.
You're going to need to have a processing center in order to transact
the payment. I've seen so many coaches, the ones I've working with say, deliver
the amazing message, they deliver a great closing, they deliver the amazing price
and give the benefits and the features of the product and then when the client
says yes, the biggest mistake is they don't have a way to accept the yes, they
don't have contracts ready, they don't have order forms ready, they don't have a
merchant account set up, they don't have a an e-commerce site for them to go and
purchase their product so make sure that by the time that you make the offer, way
before that, you have a way to accept the money then you can set up a PayPal
account to do that, you can say that venmo, whatever your favorite venue is
using. Maybe you have a product using Etsy online, you're using your amazing
Amazon store, you can you can even use Facebook to transact money but you have
got to have a way for people to get the money to you. Make
sure that you have that in place before you even meet one-on-one because if you
can't accept the money in your bank account, then your leads are not going to
be able to do any business with you. What's the point of being in business if
you can't convert your leads into cash? Now here's the thing, you want to make
sure that you have an amazing aligned mindset. If you go into any sales
conversation trying to convert all these leads into sales with this agenda, the
sticky factor of this greasy salesman idea where you're saying, I know it's
best for you, I know my product is amazing for you and you need to buy now
now now, nobody likes that and you won't create any transactions,
you won't create any business. Here's the mindset that I have, I have room for five
more clients in my schedule, I don't know who they are and I'm going to have amazing
conversations, people to find out if they're the right fit or not
but I'm totally unattached. Like I said before, if it's a yes, great, if it's no,
great but I know that I come to every conversation delivering maximum value.
Here's a bonus tip for you, if you want to deliver massive value and convert as
many clients into cash as possible, you're going to want to deliver a next
step. Every client that works with me, whether it's a first introduction
meeting or we've been working together for a year, no client ever leaves me
without clarity on their next action step. Every client that I get to talk to
whether they're action step is working with me or whether they're action step
is taking their dog on a walk, whether their actions that may even be working
with another mentor, they are entitled to know what's best for them and it's my
job to help them find out exactly what that is so if you want a bonus, if you
want to deliver massive value and create more business for yourself, make sure
that every client that leaves your space leaves you better than they found you,
meaning that their life gets to be improved in a massive way by coming to
you, they get to have a next action step and they get to know exactly what that
is and you were just the amazing service provider that made the way and open the
door. Okay, you've got your next steps, you got your action plan,
your client is totally happy with the value you've provided, make sure that you're
tracking all of your progress, track what works for you, track what doesn't and
then repeat, repeat, repeat. Make some amazing sales in your business.