What's up everyone.
Welcome back to my channel, the number one place for new coaches at content creators
and entrepreneurs.
Now, occasionally over here on my Instagram, I love to pull you guys and ask what questions
you want answered on this youtube channel.
And I saw a couple of interesting things.
The first is someone asking about how you know when is the right time to sell to your
audience.
And then the second one is how to make sure you're not sleazy or salesy in your marketing
efforts.
I thought both of these were really great questions.
That's why in today's video, I am going to answer that and I'm going to talk all about
how you know when is the right time to sell to your audience without being sleazy.
So if you want my advice on this, then keep on watching.
Now, first things first, I completely agree with majority of the populations that nobody
likes to have a sleazy and slimy salesman.
Nobody likes to follow that person who's constantly shoving products and services down our throats.
However, I also completely understand that we all want to make a living doing what we
love.
We all want to convert our followers, our subscribers, or whoever, on social media into
clients and customers.
But how exactly do we do this?
What is the fine line?
Because on one hand, we don't really want to lose that trust that we've built with our
audience.
And on the other hand, we also need to make money in order for us to actually scale our
businesses in order for us to do the things that we love.
So what's the deal?
How do we approach this?
Now, in order for us to overcome this challenge of how do I sell, we first need to change
the question.
A lot of us, including myself, at some point, we're always asking, how do I sell my programs?
How do I sell my products or services?
But what I learned from reading this book right here called the Little Red Book of selling,
which I actually recommended in this video, Jeffrey Gitomer.
The author says that instead of asking yourself, how do I sell, you first need to ask yourself,
why do people buy?
Because at the end of the day, I completely agree.
Nobody likes to have a sleazy slimy salesman, but that doesn't prevent the fact that people
are still buying products and services every single day.
Even for you, the new camera that you bought, the makeup that you bought, the course that
you bought, the coach that you invested in, all of these things you are willing to buy
however you just don't like to be sold to.
That's why it's really important when you're thinking about selling, you're more thinking
about why your product and services would be truly beneficial to that particular customer
and how you position yourself to that customer so that they can come to their own conclusion
that they need to buy your products and your services.
And for me, I'm a really good example of this.
I started my youtube channel back in July of last year, so July, 2018 and for six months
I didn't sell a single thing.
However, from the moment I started my youtube channel, I was technically already selling
without selling and that enabled me in January to make over $10,000 the moment I launched
my coaching program, how the heck does that even happen?
That's why the first tip that I have for you is to learn to sell without selling.
Let me explain now the primary reason of why we all want to avoid sleazy and slimy salesman
is because these people do not know how to build relationships with us first or they
don't really understand our needs and our desires first.
And all they're doing is straight up trying to sell you immediately.
And obviously you can feel that energy, you can feel that they're not being genuine.
You can feel that they don't really understand you and all they're thinking about is selling
their products and your services and that's why you start to want to avoid them and you
want them to GTFO.
And I completely understand that.
That's why in order for you to actually sell efficiently, you need to make sure that you're
creating that relationship first and that you're truly taking the time to understand
your audience.
Take me, for example, I didn't mention any of my products or my services for half a year
on my youtube channel, but that doesn't mean I wasn't doing anything and that I was sitting
on my bum just filming videos and scripting videos for no reason.
I was spending that six months building a relationship, really taking the time to understand
my audience, doing market research, refining my product, refining my service.
But beyond that, how to pitch my products and my services based on those six months
of collecting the feedback from my audience.
Because like I said earlier, it doesn't matter if you learn how to sell, if you don't know
why people buy or what motivates your audience to buy, you're not taking that time to collect
that feedback and understand that you're not going to be able to position your products
and services in a way where the moment your audience looks at that landing page or that
sales page, they're like, oh my goodness, I need this and you don't have to do any of
that sleazy, pushy, salesy type of thing because we're not about that life.
Right?
So that's why it's so important to dedicate that time to truly understand your audience,
but beyond this, if you take my example as a case study, I not only spent those six months
doing intensive market research in order to perfect my positioning, but I also had not
just a content strategy, but I had an intentional content strategy.
Let me explain now, this is something that I teach my Bossgram Academy students and we
go really in depth on this, but the overview is that I've always noticed that content creators,
business owners, they always struggle with creating content and they're always stressing
about what content that they need to produce.
However, I reassure you that it's going to be so much simpler, especially if you already
know you've got a product or service that you're going to sell in the future.
That instead of thinking about the end result of that content, meaning you're stressing
about what content should I do, you instead focus on all the possible questions, all the
possible objections that your ideal client or customer may need to have answered before
they even consider buying your product or your service.
Now using my own experience, my own journey as a prime.
At case example, when I launched my business or when I started to announce I had a service
to offer in January, I made a 10k months, but prior to that on my youtube channel for
six months, I was creating content that would address any of the questions or any of the
objections that my ideal client or customer may have prior to investing in a one on one
mentorship with me.
For example, I did videos on how to deal with toxic friends, how to deal with your parents,
not supporting you because I know a lot of my ideal clients are really nervous and jumping
into their ventures because they're worried about what their friends and family are thinking.
I also give them a sneak peek of what it's like to start a business.
I talk about my decision of leaving my corporate job.
I talk all about what it's like to start a youtube channel and all of these things, questions
that I know my audience may have prior to them.
Even considering investing in a one on one mentorship with me and guess what?
I don't feel sleazy at all and I'm sure a lot of you guys don't think it's sleazy either
because I'm giving all of that value away for free and if you want to invest in my program,
perfect.
If you don't, great, you can still consume my content.
It's a win win for everyone and you're getting the help that you need.
Not only this, by doing this strategy and having a very intentional content plan, I
can actually test the waters, meaning that each content piece Kinda serves as market
research for me.
If a video doesn't perform, then I know it's maybe not resonating with you guys and then
I changed my positioning.
If a video skyrockets, then I know, okay, great.
This is probably something I should highlight even more because it's really resonating with
you guys or in the comment section.
If there's more questions being asked, then I know, again, I can change my positioning
or I can address these things in my paid products or services so that it's even more appealing
to you guys.
There's so many different avenues that you can take this, but ideally what I'm trying
to say is that in order for you to sell without selling, you need to first prime your audience
by ensuring that you are actually addressing their primary questions and objections through
your content.
Now at this point, I talk a lot about how to sell without selling and ensuring that
you're priming your audience in order for them to understand, oh wow, maybe I do need
your service.
However, it doesn't answer the question of when is actually the right time to tell people
about your products or your services because yes, you can sell without selling, but even
for me, you'll notice in my videos I'll mention Bossrgram Academy.
I'll mention my coaching program.
I'm still mentioning that I have paid products and services and if you actually want to upgrade
to get more premium help from me, then you can do that.
But when is the right time?
Because I know a lot of you guys are scared to even mention that you have something to
sell.
That's why the next tip that I have is you got a test skin in the game because there's
one thing of people consuming your content for free, but for them to actually pay you
or for them to actually take the next step with you.
That's a whole nother story because we all know a good majority of people are just lurkers.
They're just freeloaders.
How can you actually differentiate the freeloaders who are also equally as important because
sometimes they're your biggest brand ambassadors versus the people who actually have the capacity
to pay you for your service.
How do you differentiate that?
Now, the first thing that you can do, which is the easiest way to at least test the initial
parts of having skin in the game, is creating a Freebie, a lead magnet that requires someone
to actually give you their email, and I talk a lot about this in this video right here,
so make sure you check it out because I don't really want to repeat myself, but essentially
there's a huge difference between someone lurking for free content, finding you on Instagram,
finding you on Youtube, finding you on Facebook, and there's another of them actually giving
you their email in order to receive a piece of content from yours directly in their inbox.
That is another level of trust.
If a random stranger came up to you and said, hey, give me your email, you're probably going
to say no.
However, if you trust them enough or if they have something that you want, then you're
probably going to hand it over.
Now.
Again, I want you to make sure you're being resourceful and that you're capitalizing on
this video right here because I talk a lot about freebies and building an email list
and I think I also have a Freebie attached to this in order for you to learn how to create
your first lead magnet.
So just make sure you're checking that out as well.
Not only this, if your product and your service isn't necessarily ready yet, you can easily
put up the sales page and make sure that people are signing up for a waitlist because that's
still an exchange of their email and if they're interested enough then they're going to hand
that over and later on you can nurture them in an email sequence or you can finally launch
your program and tell them more about it and all these things.
That's more probably more from another video.
But essentially if you know that your product and your service is ready, why not put the
sales page, see what happens, see who signs up for it, and then that's going to be able
to qualify more people within your audience and actually weed out the people who aren't
interested versus the people that are.
Now, obviously if people are signing up for things that are free, it doesn't really gauge
or qualify them as buyers.
They're more people that are interested, which is good for initial skin in the game, but
eventually you obviously want people that have money that can actually afford your services,
that can actually buy and all that.
Because like I said in the beginning of this video, you need to make a living.
So in order to do this, you can also consider doing affiliate links for other companies
such as Amazon or whatever company you choose to at least gauge whether or not your audience
trusts you enough to actually buy something that you recommend through your affiliate
link.
Specifically for me, when I started to make affiliate commission off of two buddy off
of Amazon, off of Kajabi, off of all my affiliate partners, I knew that my audience trusts me
enough to take my recommendations and to actually use my affiliate link in order for me to get
that commission in order for me to be compensated for that recommendation.
Now obviously there's a lot of people that could have easily just googled it and not
use my affiliate link, but the fact that there are people out there who use my affiliate
links as a thank you to me and also as a symbol that they trust me enough.
That also gave me confidence in launching my products and my services.
Now of course, this test only works if you actually explicitly tell people that you're
using an affiliate link and that you're a partner with these companies because if you're
just sending the link and hiding it in a bitly link and they're clicking it and they don't
really know that you get a commission, then that's a whole different story.
However, it is a good gauge of whether or not you have trust with your audience, especially
if you've done a sponsored video or if you're explicitly telling people that you're an affiliate
partner with specific companies.
Anyways, going a little bit off tangent.
I don't really want to do that in this video.
The next tip that I have for you in order to understand when is the right time to actually
sell to your audience is to pay attention to your audience requests.
Even for me, I wasn't sure when was the right time to actually create a program when was
the actual right time to sell a course and it wasn't until I got an influx of questions
from my audience around social media, around building a coaching program around all these
things was then when I knew my audience was ready to buy something from me because at
some point you cannot be giving freebies away every single time when your social media channels,
and I talk a lot about that in this video right here, that's why you know that there
is demand for something.
There is actual demand for a future product or a service based on all the questions and
all the requests that you're getting from your audience.
Now, at this point in the video, we talked a lot about the strategies around selling
without selling and ensuring that you're not feeling sleazy or slimy.
However, what I found is it's not only the fact that people are scared to feel sleazy
or slimy that prevents them from actually showing up and presenting their products or
their offers, but it's the fact that they don't feel like they're an expert enough.
The fact that they have imposter syndrome.
That's why I want you to hit the notification bell because in the next video we're going
to talk all about that.
I'm going to share with you my tips and tricks on how you can become an expert and overcome
your imposter syndrome within your business or within your content creation journey, so
make sure you hit the notification bell so you don't miss that video.
In the meantime, while you wait for that, make sure you also check out these two videos
that I have right here.
I talk a lot about social media, content creation, entrepreneurship, having a coaching business.
So if you're interested in any of those topics, make sure you also check these videos out.
As always, guys, I appreciate you.
I hope you guys learned a lot in this video and I'll see you in the next one.
Bye guys.