The Fierce Business Babe Podcast Ep 300: Make Your Next Sale This Week
Today, I will be answering a question that a client asked inside of one of my programs. Today’s question is, how to generate new leads? If you want to learn how to boost your income by generating new leads, listen to today’s episode.
Make Your Next Sale This Week
BY: MELISSA LIN
Welcome back to another episode of The Fierce Business Babe Podcast. In today's episode I’m going to be diving into how to get people to pay for your programs, how to get more sales and enrollment into your programs. At this moment you are the only person that truly knows the value of your program. You're the one that created it, you've been inside of it, you know what you deliver. It is our job as creators, as entrepreneurs, as business owners to share it with the world. It is our job to share it with our audience so that they can start to see it as well. The only way that anybody else can truly see the value of your programs is if they've experienced it. At the end of the day, we have information about our programs that our audience does not. I'm so excited to dive into various strategies and tips with you to make it easier for people to see your offers. We’re also going to talk about how to also get more people actually paying for your offers and your program. We're going to be diving into some juicy stuff today. We’re going to talk all about utilizing social media for your business, your biggest tool for pitching your offer, tips for more sales, and so much more.
HOW YOU SHOULD BE UTILIZING SOCIAL MEDIA
The first thing I want to chat about is utilizing social media for your business. Social media is such an incredible tool. It is a free tool that we get to use as business owners to grow our business. You can grow your business from your phone. It is such an easy way for you to start your business and start to generate income. I want us to chat about this for a few minutes because we can definitely utilize it. We want to make sure that we are adding strategy behind how we are utilizing this amazing tool.
You can be on social media for years and not make any sales in your business, and that's not the goal. We want to make sure that we're utilizing it in a way to bring in more sales. We want to be strategic with our content. I want you to go to your social media platform right now and give yourself a little audit. Audit your account and see how much content that you're actually putting out and what type of content that you're putting out. Are you giving direction in your content for your audience to take action? What type of content are you putting out there right now? Are you sharing educational pieces? Are you adding in storytelling? Are you actually selling? Are you putting out content that shares your offer, what's included, and what the transformations are? The more that we're able to share this content with our audience, the easier it will be for them to take that next step.
Do you have any Instagram story highlights right now? It blows my mind when I go to business owners' Instagram accounts and they don't have Instagram story highlights highlighting their offers, highlighting them, highlighting client testimonials, highlighting their lead magnets. That's one of the first things that people are going to look at if they're staying on your page after connecting with you and your “I help…” sentence. Video is such a high touchpoint for you and your audience as well, so definitely add in those Instagram story highlights if you don't have them. Be strategic with your content. Make sure that you're actually talking about your offer. We want to make sure that we're actually selling and not just beating around the bush. If we truly believe that selling is serving, then we get to put our offers out there.
A very easy way to get your offers out there is to relate your content to your offers. For example, if I am trying to sell a program where I am helping clients scale to multiple six figures in their business, I do that inside of my program Fiercely Scale, I'm not going to be talking about content on my social media feed about how to start your business. I'm wanting to put out content that my ideal client who is wanting to hit multiple six-figures is going to relate to. Make sure that your content is related to your offers. If you are a social media manager, we want to be sharing content about social media. If you are a dating coach, we want to share content about that. If you are selling a coaching program about how to find your perfect match, we want to share content around that, not necessarily content around marriage tips. We want to relate our content to the offer you're wanting to fill at this moment. You can definitely shift month to month. I talked about this in some of my podcast episodes where we sell multiple offers all the time and how we organize our content month to month because most of our offers are now evergreen.
Give yourself a mini audit today. Take a look at your content. Does your content relate to your offers? Are you sharing your offers enough and giving your audience the opportunity to reach out? I always tell my clients, have your leads self-identify as much as possible, it makes it so much easier for you. For every one person who does reach out, there are 20 to 30 more watching your stories. They'll never comment or engage, but they're on the fence of purchasing. Make sure that you are giving them the opportunity to let you know they're interested. You can use polls, quizzes, and question boxes to connect with them on social media and build those relationships.
PITCHING YOUR OFFER
The next thing I want to chat about is your biggest tool for pitching your offer. This is something I share everywhere. Your biggest tool for pitching your offers, your programs, your business, and your brand is value. This is how I scaled my business to seven figures– value. Value is your tool for pitching. Let's take a look at my business for example. I give so much value for free. I give some of my best stuff for free and we have even more stuff inside of my paid containers. I give a ton of value for free. One way that I do this is through podcast episodes. This is episode 224. We have over 200 free episodes for our audience. Every week we share a Fierce Business Q&A episode over on my Instagram where I dive deep into a client question and support our clients through it. We have so many free lead magnets. I have a free 60-minute webinar that dives into how to start your successful coaching or service-based business and it goes deep, it is packed full of value. We dive deep into how to determine what type of business you want to start and how to determine your niche. We even set up your “I help…” statement together. We also determine who your ideal client is, how to map out your first offer in your business, what type of offer to create, how to market it online, how to sell your first offer, and how to start signing clients. All of this is free in my class.
We have so much free value because I deeply want to create this incredible and expansive impact for so many. I want to put value out there, regardless if somebody buys from me or not. As I'm giving value, people are going to be talking about it. People are going to go to my free class and then sit down at happy hour with their girlfriends and ask, “Do you know who this Melissa Lin gal is? If you're wanting to start a business, she's the gal. Go and watch her free class. Go binge her 200+ podcast episodes. Go look at her social media content.” We pump out value. At the end of the day, value is your pitch. If you're able to help your audience get a quick win and do something that moves them closer to the transformation they're looking for, they're going to be blown away. They're not even going to be able to imagine what the paid containers are like. My paid containers inside of my Academy, for example, give over 25 hours of video content. That doesn't even include all of our sales scripts, email sequences, lead tracking templates, and marketing templates for our clients. There's so much in our programs. We also give so much value for free because we want to create that impact. Value is your biggest tool. I want you to get out there and be in service today. Go add value. Go send a tip through your content. Come to my Instagram and see how we do it. Show up for your audience because they need you and they're looking for that guidance. They wouldn't be around on your account if they weren't. Value is your biggest tool in your business for impact. As I always say, the bigger the impact that you’re able to make, the more success will come your way because you're serving more people. You're helping more people. You're creating that impact. Success is inevitable and it is coming your way. I deeply, deeply believe that.
STRATEGIES FOR SELLING
Now, let's get into some strategies for selling. We already talked a bit about how to utilize social media for your business. I gave you an assignment about auditing your Instagram, some questions to ask yourself, and some things to add in if you don't have them yet. We talked about how the value truly is your biggest tool and how we get to show up in a place of service. Now I want to get into some tips for more sales and more enrollments into your program. One of the biggest things is sharing about your offer. At the end of the day, it's not our job to convince anybody. You should not need to convince somebody to hop into your program, however, it is our job to share the information with them. It is our job to share the opportunity with, regardless if it's a yes or no.
For example, my partner Ryen and I moved into our brand new home that we spent quite a few years building and we purchased brand new appliances for our new home. When we went to choose our appliances, we did tons of research. We also had an expert at the store share information about the various models that we were looking at. One was a little cheaper, but it didn't have as great reviews and it was not as highly recommended. We really wouldn't have known some of this information if the expert hadn't taken the time to share information about each model with us and what some of the perks were for some of the mid-level appliances and higher-level appliances. The same exact thing goes for your business. When you are selling your offer, you cannot assume that your audience knows exactly what your offers entail. We have leads come to us after seeing our Instagram stories about various programs and they have questions. It is my job to showcase what all my programs are, what the transformations are, the value inside, etc. You are really the only person that truly knows the value of your programs until your clients go through your program and experience it. It is our job as entrepreneurs to share that with our audience and continue to share it.
We have so much information about our programs that our audience doesn't really see. We want them to see the value. If somebody doesn't hop into your program it is usually for one of three reasons. One reason is that they don't see the value in you and your program yet. We want to make sure that we are conveying that as much as possible. Number two, they don't believe they can actually get the transformation for themselves. They have some limiting fears and some mindset blocks. The third reason is that they really just can't afford it. It is usually one of those three reasons. We want to do our best to share the information with them so that they can make a decision. Regardless if it's a yes or no, we still want them to make a decision.
One way that we share more information about our programs with our audience is through Instagram stories. We do this often. Share details about your program. What's included? What is the transformation? What are they going to learn? Share those details, your audience wants to see it. They really can't make a decision unless they know some of it. We also have behind-the-scenes videos for our programs that we share with leads if they reach out to us and have questions. You can also do this on a sales call. Years ago when I was doing sales calls, I did show behind the scenes of our program so that they could see what it looked like and what it could feel like. I would walk them through and showcase client wins. That's another way to help them get close to being able to feel what that experience is, by seeing what others have been able to accomplish in your programs and what's possible for them too. It's evidence for them. We do each of these and we do them often.
I actually asked my Instagram audience yesterday how often they sell. I'm always so curious about how often other business owners are selling in their businesses. I sell every single day and I talk about this often. About 80% of those that answered my poll yesterday said that they are selling less than three times per month. This is one of the reasons why they may not be seeing as many sales as other people. If we are only selling three times per month, people are not seeing your offers as often as they need to. People need to see and hear about your offer at least 7 to 10 times. In the industry we are seeing longer lead times, so it may even be up to 20 now. The more you sell, the more sales you will get. At the end of the day, that's what the numbers come out to be. The more that you sell, the more sales you will get. The more you sell, the bigger impact you can make. Again, people need to hear about your offer a minimum of 7 to 10 times before taking that next step. When you truly believe that selling is serving, you will start selling more.
If you're not selling more than a few times per month, I want you to dig into that. What is it that doesn't feel good about selling? How can we start to shift it so that you start to really feel that selling is serving? Until we're at that moment, you're not going to want to sell more. Subconsciously you're going to avoid selling. You're going to avoid handling objections. You’re going to avoid following up with leads. Get out there and sell more, but let’s also check in with how you're feeling around it. What’s the mindset around sales? Here's an example for you that may help. This is an example I like to share with my clients about grocery stores and department stores. When you walk into a grocery store or a department store, you're walking into a business. They are selling everywhere you turn from the moment that you walk into the store and it doesn't even phase us as customers. We walk into Fred Meyer, QFC, Safeway, Whole Foods, Trader Joe's, whatever the store is, and they are selling everywhere you turn. They are a business, of course they're selling, that makes sense. It doesn’t even phase us. You are also running a business.
I want you to get into the mindset that you get to sell as often as a grocery store does. You are running a business, you get to sell. Sell, handle objections, detach from the outcome, and just know that not everybody is an ideal client. Not everybody will be a yes for you. That's okay, that's normal. It's about you being available for those that are your ideal client. I promise you, they are out there. People are spending thousands and thousands and thousands on high-ticket coaching in all areas of life, not just business coaching. Get out there and sell something today if you haven't. This gets to be a little sales break. This is your reminder to take a ten minute break and go sell something. Follow up with a lead. Talk about your offer on social media. Send out some private invitations. Handling an objection that maybe you've been avoiding. Get out there and sell today. Go serve. Selling is serving, you're here to make an impact. People need to hear about your offers. As they hear about it more and more, they're going to start to get a better understanding of what your program entails, what that experience could feel like, and what that transformation could feel like. We want to convey that as much as possible. Today we have talked about utilizing social media for your business, your biggest tool for pitching your offer, tips for more sales, and so much more. We are already getting ready for next week's episode and I cannot wait to share it with you. We will see you next week in another brand new episode of The Fierce Business Babe Podcast bright and early next Monday morning.
Topics we cover include:
Making a big impact
Catching your audience’s attention
Advertising your offers
And so much more!
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