So…

What does it take to make happy paying customers?

The answer lies in the secret to selling anything…

The secrets to selling anything is to create trust, tell a true personal story, make an irresistible offer and help fulfill a burning desire in your customer.

Sounds simple, right?

Let’s look at each of those elements in turn…

#1. The Secret To Selling Anything – Create Trust

The first and most important step to make a sale is to create trust with your prospect. If they don’t believe your promise… if they don’t know or believe your authority… if they don’t believe you want to help them… then they won’t buy.

There is a spectrum of trust depending on what you are selling. If you are selling nails, then there's zero trust to be built. If you are selling free money, in the form of a loan, again there is zero trust that needs to be built.

But…

If you are selling your expertise as a product, workshop or mentorship, then you need to build trust with your audience… regardless of the price you are charging!

Imagine that you are selling property investment advice and you promise to show people how to buy a house for free!

Now, if you’re anything like me, your first reaction is going to be Bull Sh*t! Your second reaction is going to be Bull Sh*t! Your third reaction might be, Prove It!

So, what do you need to prove?

First, you need to prove that it really is possible to buy a house for free! I know it’s possible because I’ve done it… but when I first heard about this, I thought it was impossible! Even when I learned the system, I still doubted it would work for me, until I achieved this life-changing result.

Why did I doubt the power of the system? Because results like this defy the laws of gravity!

So how do you prove that anyone can buy a house for free when they follow a proven system? You tell stories of houses that you’ve bought for free using your secret system.

When you tell your inspirational personal stories, 2 things will happen.

It proves your outrageous promise, and it demonstrates your authority!

So, you kill 2 birds with 1 stone.

When you tell your inspirational personal stories well, you do much more than create trust. You make yourself unique. You make yourself memorable. You make prospects want to work with you over anyone else.

Why?

Because your stories reveal more than just your expertise and the results that you have achieved. They reveal your values! They show your grit and determination to succeed no matter what setbacks you face.

Who would you want to learn from? The guy or gal that got lucky and succeeded the first time? Or the one who made the mistakes and can show you how to avoid them.

And…

Which one are you going to believe?

That’s what I thought. The one that’s just like you and me. The one who has made loads of mistakes, learned from them, and kept striving for success regardless of the setbacks. The one that can show you what the costly mistakes are and how to avoid them.

How else can you build trust?

You give results in advance without asking for anything in return!

That means you give content away for free. Not the crumbs of a strategy. Not the scraps that would not even satisfy a starving dog. You give away enough content to give your reader an Ah-Ha.

To give your reader an Ah-Ha, you don’t have to give away all your secrets. In fact, if they are at the start of their journey, then giving them every tip, trick and hard-won secret on one plate that’s stacked a mile high, is going to create confusion rather than excitement about the future.

The best example of creating an Ah-Ha moment for your audience is the book Rich Dad Poor Dad. The book is about investing, but it does not show you how to invest! It's about the concept of financial freedom. That alone is worth its weight in gold because you give the reader a mindset shift from, I’m on a life path of Education - Work – Death to I can take control of my financial future and achieve financial freedom within a few years!

That’s a big Ah-Ha!

Now I’m not suggesting that you need to give a book away for free! What I am saying is that the more generous you are giving away content, the more trust you will earn.

If you give your audience an Ah-Ha before you ask them to put their hand in their pocket, then they will always remember that you helped them achieve something in their life. This could be a mindset shift. This could be showing them that change is possible when they use your system. This could be showing them how to take the first step on their journey to the life of their dreams.

The goodwill created by that memory of achievement can last for months or even years.

#2. The Secret To Selling Anything – Tell A True Personal Story

There’s nothing that builds trust more than an inspiring personal story!

Stories get past our sales resistance because we have been listening to them since childbirth. Because we pay good money to see and read them in movies and novels.

Stories are memorable. Stories connect 2 human beings in a lasting way because you create an emotional connection.

But…

To tell an inspirational personal story requires courage! You see, stories that inspire, that create an emotional connection, are stories of struggle and success. So you need the courage to talk about your struggles! The courage to talk about where your journey started and why you wanted to change your life.

Seriously, what were your hopes and dreams? How quickly did you think you would enjoy success? And how long did it take you to achieve? Why didn’t you quit when achieving your goals was a lot harder than you thought? Was it because you didn’t want to let down your family? Was it because you wanted to prove the doubters wrong?

Whatever the reason, you must share the reason with your reader. This must be part of your story.

What about the moments when you wanted to quit? How did you feel when you lost a key client? How did you feel when you lost a big investment of time and money?

And…

Show the reader the lessons those experiences taught you. Show the reader how they made you stronger and wiser and got you to where you are today.

You see, it’s likely that your reader is going through some of the same challenges. They may read your story and be inspired to keep going. Just think how powerful that is for them. That could be the biggest results in advance that you could give your reader because that’s the mindset shift that you need to achieve all your goals.

If you'd like a step by step system to tell your inspirational personal story, then you'll love this blog: 5 Simple Steps To Tell A Thrilling Tale

This gives you a step-by-step system to tell your story so your reader will hang on every word.

And if you think that systems and formulas will make every story look and feel the same then let me ask you this… do you think that Avatar, Moana, and Rocky are similar movies? They are virtually identical if you know the formula and when you’re watching each movie, they are completely different.

The same will be true with each story you want to tell. So please click this link to learn how to use this simple and crushingly powerful storytelling system: 5 Simple Steps To Tell A Thrilling Tale

#3. The Secret To Selling Anything – Make An Irresistible Offer

There are 3 elements to an irresistible offer

1. Value far in excess of the price
2. Bonuses
3. Deadline

The first and most fundamental part of an irresistible offer is value in excess of the price. I'm not talking about a 10% discount. I'm talking about a no-brainer price! A price that you would happily pay if you were even remotely interested in the product.

Here’s an ancient example to illustrate this point.

Before iTunes changed the music industry, there were these things called CDs. You might remember them 😀

How much did a CD cost? £10 to £16, right?

So how much would 10x CDs cost? £100 or more, right?

So an absolute no-brainer price for 10 CDs would be £10, right?

Do the economics of your offer still work? They probably won’t with the CDs example and they can easily work if you are selling expertise as training or consulting.

By giving value in excess of price, you make your offer desirable, or irresistible.

But…

How can you stack the cool? How can you make your offer even more desirable?

You make something your prospect would happily pay for a FREE Bonus!

You could think of this like Buy one get one free offers in the supermarket only you are giving them a different product. A product that could have a higher perceived value than what you are trying to sell.

When you do that, you make your offer better than free!

The final element of an irresistible offer is a deadline.

A deadline forces your prospect to make a decision today… or in a few days. Without a deadline, your prospect will put the decision off until someday. As you know someday is not a day of the week, so they never make a decision.

A deadline puts a clear picture in their mind of when this offer disappears.

That’s the secret to making sales with or without a sales team.

So…

How To Make Sales Without A Sales Team?

There are 2 key tools that you need to make sales without a sales team:

1. Webinar
2. Sales Letter

Sales Tool #1 - Webinar

Are webinars the cure-all to making money online?

Yes…

No…

Maybe…

I don’t know…

Absolutely NOT!

They are a powerful sales tool that makes the cash register ring without a sales team. Just don’t be fooled into thinking they are your only tool.

Before we go much further, we need to agree on what a webinar is.

A webinar is an online classroom, right? Yes, and it’s more than just that.

A webinar is a live event to create rapport with your community, right? Yes, and it’s more than just that.

A webinar is a live event to teach, answer questions and objections, right? Yes, and it’s more than just that.

A webinar is a product trial! That’s what a webinar really is.

Think of it like test driving a car. If you're selling your expertise, your community wants to know:

1. Who you are
2. Why they should trust you
3. What is your expertise / what you know
4. How you can help them achieve their goals faster than they can on their own
5. Why you want to help them

But, how do you do all of that in 90 minutes?

Let’s not forget the sale. How do you deliver all that and give your community the opportunity to buy?

That’s why you need a webinar presentation formula.

One more thing…

If you are using webinars as a sales vehicle, then you need to make your community believe that they can change their lives! Let’s face it, we’ve got a lot of influences trying to keep us in our place. Our friends… our family… our work colleagues… society (people we don’t know)!

And…

Chances are, they are doing this out of love because they don't want you to fail. I'm also sure that their own fear motivates part of their concern. You see, if you chase and achieve your dreams, what does that say about them?

Maybe you and your community are like me… perhaps you've had a previous business that failed, and you are terrified of failing again. Does that fear keep you in a job? If that’s the case, no problem. I started my consulting business while I was still working full-time.

Fear can keep you safe! Just don’t let it keep you small. Don’t let it stamp on your dreams.

So a webinar is really a product trial that smashes fear with social proof, makes your audience believe they can change their lives and gives them the opportunity to work with you further.

As you can see, there's a lot to pack into a 90-minute presentation, which is why you need a formula to follow.

Here’s the good news: I’m going to give you a proven formula for your webinar presentations.

If you’d like a proven system to craft a webinar presentation that makes the cash register ring, then you need to read this blog: Is Generosity Murdering Your Webinar Sales?

Sales Tool #2 - Sales Letter

A sales letter is a salesman in print!

It tells stories to earn your readers trust, it shows the reader the benefits of your offer in words that they can see and it answers every objection to the sale in an entertaining way that pulls the reader through to the end in a breathless excitement!

That sounds like a lot for one letter, right?

Yes, you’re absolutely right. And that’s why a sales letter is as long as it needs to be. After all, you wouldn’t tell a salesman on the phone that he had to make the sale in less than 300 words! Imagine going to a meeting and limiting yourself to just 300 words before you walk out the door.

You just wouldn’t do it. The idea is crazy!

So why would you limit yourself like that in a letter?

Because you worry that people will not read every word?

The truth is you can’t bore someone into buying. And if you appeal to their passions and show them how you can help them, if you answer their objections and relieve their fears, then why would they stop reading?

They wouldn't, and they don't. I’ve run numerous campaigns in many different industries to prove that long copy makes the cash register ring.

What do I mean by long copy? It’s as long as you need to tell a compelling story and make an irresistible offer. This could be anything from 3,000 to 10,000 words!

I know it sounds crazy to write a letter that’s 10,000 words and I’m the idiot that did that. I was absolutely terrified that no one would read that much copy. Then the results came in and proved that inspirational personal stories told well keep the reader hooked.

The terrifying reality is that I’m one of the few people that will admit to reading sales letters. Everyone else that I speak to tells me that they don’t read these letters and they don’t know anyone that does.

That’s okay. They can tell me what they want. I’m not interested in what people say. I’m interested in what they do… how they act.

And long copy sales pages have proven time and time again that they make the cash register ring without a sales team!

Now It’s Your Turn

So there you have it. Two powerful ways to turn leads into happy paying customers without a sales team.

The reality is that the sales medium (sales page or webinar) is irrelevant. The persuasion process starts with earning your customers trust by telling an inspirational personal story and then making them feel good about buying with an irresistible offer.

So start thinking about your stories of struggle and success. Use my simple 5-step system to tell a thrilling tale. And have the courage to tell it well. Remember, it’s the struggles that make a story interesting.

Then use my 3-step system to create your Irresistible Offer.

With those 2 assets, you can grow your business fast, in every corner of the world, without a sales team. So get started right now.

Let me know the difference these secrets make in your business in the comments below.

If this blog can help someone you know then please share it with them.

Until next time…

Carpe diem

Roland Eva

P.S.if you'd like to start or grow a business then you need a proven system to turn leads into happy paying customers.

After many, many failures, I’ve created a simple 5-step system to turn leads into happy paying customers. This system made me £672,989 in just 9 days!

I’d like to give you a free ebook that reveals: how to use the simple 5-step system that made me £672,989 in just 9 days!

How To Turn Expertise Into Cash