The Fierce Business Babe Podcast Ep 113: Selling During the Holiday

Today we will be diving into the holidays and all the ways that you can sell your offers during the holidays. I hear so many entrepreneurs that are afraid to sell during the holidays because they are not sure that people are going to buy. So we are going to dive whether or not you should sell and how to do it successfully along with so much more!

Selling During the Holiday

By: Melissa Lin

Today is all about a topic that many have mixed feelings about and when I say mixed feelings, I mean pretty mixed feelings around selling during the holidays; whether to do it or not to do it. My answer- do it. Always, always, always, and we’re going to dive into the reasons behind that today along with some ways that you can be selling during the holidays. So, to give you a kind of a spoiler alert, heads up, today, we will chat about why we get to sell during the holidays, how to sell during the holidays and some examples of some of the things that we will be doing during the holidays and help you brainstorm how you can too. Are you ready?

How to Sell During Holidays

So how to sell during the holidays. Big spoiler alert for you. You get to sell as you would any other time during the year. Plus, you can add some holiday stuff on top. Maybe you're a health and fitness coach, maybe you're going to, you know, create some kind of challenge that you and your clients can do together to get through the holidays without gaining the 10lbs they normally would. If you're a business coach, maybe you were going to help your clients put together their holiday schedules, or really prep them for 2021. So add some fun holiday stuff on top of your normal offers, but you still get to sell as you would any other time, right?

Every year, every holiday, I hear the same stories from coaches and business owners. You know, people aren't going to buy. It’s the holidays, people don't buy for themselves. They’re only wanting to spend money on gifts for others. They're waiting until they get their tax return to spend money on themselves, right? How many of you have heard that or maybe told yourself that story? And the stories aren't always true. You know, most of the time money is not the reason that a potential client is holding back from working with you, right? There's typically deeper fear that you as a coach get to push through and help them see, right? If someone isn't ready to purchase it's usually because one of three reasons: they don't see the value in your offer, they don't see the value in you, or they don't see or feel that the transformation is possible for themselves. So they don't think that they can achieve that result that you're speaking about.

So you know, like, some of my best months, some of my clients best months, have been in December, and yours can be too. We’re going to start diving into things you can do, how you can be selling, recommendations, tips and tricks that I want to give you.

Two Reasons Why People Buy During the Holidays.

So you probably know this or if you're in the beginning of your business, maybe not. That's okay. Now, people buy for one of two reasons. The first reason is to move closer to pleasure or the second reason to move further away from pain. So you get to talk about these pain and pleasure points in your content everywhere. This is such an important aspect of your content. Share them on your post, in your stories, your lives, every conversation. For example, if you're wanting to start your business but aren't sure of the steps to get started, if you're wanting to get out of your 9-5, if you are tired of the Monday blues, if you want to be able to be like me with my 20 hour work weeks or be able to sleep in without an alarm clock during the week, share that with your clients, right? These are some pain and pleasure points for someone wanting to start their online business. So think about your ideal client, what are some of their pain and pleasure points? Speak into these. Again, we get to sell as we normally would, so this is something I would recommend that you normally do anyways and just a reminder because a lot of people start to forget this over time.

The second thing I want to get into is objections, this is when a potential client says “no.” This happens anytime you sell, and this will happen! Everybody receives some type of objection most of the time, right? We are years into our business and we still hear objections. Everybody has an objection. We’re human, right? We want to hold on to our money for as long as we can because it makes us feel safe, most of the time, depending on where your money mindset is, but it's a human instinct to object.

So when a potential client says no or has an objection, this does not mean it's the end of the conversation, even during the holidays. This is an opportunity to continue the conversation. You as a couch need to work through those objections, push through and help a potential client see what's really holding them back. Really clear up the reason why they are afraid to move forward. This allows you to handle the real objection, because most of the time it's not money. So those are just some quick sales tips that I want to get into. Because again, selling during the holidays gets to be the same as selling during any time of the Year. Sales are sales. And we get to shift the story that we can’t sell during the holidays and that's the next thing I want to get into with you.

People DO Want to buy during the holidays.

Again, people do want to buy during the holidays. I am always buying things. I'm always buying things for myself all throughout the year, of course, but people do want to gift themselves. They want to invest in their health and their business. They want to kick off 2021 with a bang. Whether it's their health or business or social media content, graphic designing, maybe their website launch support on creating their website, anything like that. People want to invest in themselves. So we get to help them see that for them as well. Right? We get to share our offers with them. We get to promote our offers. They need to know how they can work with us. How can people buy if they don't know about our offers, right? Selling is serving at the end of the day/ Instruct them on how to apply, how to sign up, DM you to book a call, how they can take that next step and enroll into your program, your course, your service, whatever it is, you're selling, purchase your product, your download. We get to be so crystal clear and share that with them. And again, sales is sales. So you may have the belief that nobody will buy because of the holidays. That's your story and now, you can shift that story. So I want you to rewrite that right now. Pause this episode, rewrite that right now, people want to invest in themselves. People will invest in themselves even during the holidays, right? If you still have the belief that nobody will buy during the holidays, what's going to happen is you will subconsciously see that and hold back from selling in December. Your potential clients are going to feel that limiting belief that you have, that no one's going to buy during the holidays. Because of that, they're going to feel it in your stories and your content, your lives, your training and your pitches, and not feel that you're the one that they want to work with.

So believe, be excited, so, so excited when you're offering your offers. Even during the holidays, people want to invest. I bought courses every single year, I'm always buying things, things that are going to help my business, scale my business every month and every year. So people are investing, they're getting gifts from their partners, gifts from family, you know, so that they can put it towards investments. I have had so many clients come to me during the holidays because their parents gave them a gift to use towards some type of course or program of mine. People are getting gifted and people want to invest in themselves.

So, yes, the holidays are a great time to sell, every month is a great time to sell. And so again, if selling during the holidays has some kind of icky feeling right now, that means we haven't worked through that sales mindset during the holidays. So, we get to work through that. Go through, go back a minute or two and rewrite your story because we get to have that breakthrough first. Before we can even strategize, your mindset has got to be clear around that. And you've got to believe in and feel great about it. So we get to get out there and we get to start selling through November, through December. Do not use the holidays as an excuse not to sell and share your gift. Do we want to take time off during the holidays? Of course. You most definitely can. I'm going to be taking so much time off in December to spend time with family, friends, all of that. Does that mean that I'm not selling? No, we're selling all through the month. We're supporting our clients all through the month and you can have both. You can have both, and this is exactly what I love helping my clients with. So you get to get out there, start selling, all of the things.

How to sell during Black Friday

Now let's dive into details about the first holiday that's literally happening right now. And it's Black Friday. Now, How do we do this? What should our Black Friday sales look like? As I mentioned, ours has already started. And if you don't have a Black Friday plan together yet, don't you worry, I'm going to make it so easy so that you can put it together right after reading this, very, very quickly. It doesn't need to be super extravagant. You don't need to spend months and months to prep for it. You can put together your own Black Friday sale very quickly. And I'm going to show you how.

So, we like to keep things simple over here at Team Melissa Lin. We like to make things easy. This doesn't mean it's not strategized. No. Everything that we do is very intentional. However, you can keep it simple. So we're going to dive into some of those details. We keep things simple. We don't have pages and pages and pages of sales pages for Black Friday. We keep it very simple, very clean, you know, a few Instagram posts, a few emails and a sales page. That's it. I'm going to go into details for you, what you can map out, how you can keep it simple without even having the sales page. Now, why do we keep it simple? Why do we not have a three month launch for Black Friday? Because it's not necessary. We like to keep it simple, just a few days. I mean, we're going to have ours through the week. We didn't want to start it right on Thanksgiving or Black Friday, because to be honest, I'm going to be spending it with my family, with my friends and we want you to be able to do the same too. So we're starting a few days early so that you can. Now, we will be having a multiple five figure Black Friday sale. We always do. It doesn't have to be complicated.

Mapping out your Black Friday Offers

So the first thing we get to do is we get to first map out your Black Friday offers. If you already have your Black Friday offers put together, amazing. Maybe use this time to brainstorm what you're going to be doing in December, or maybe to kick off the new year in January. So map out your Black Friday offers. I usually recommend anywhere from one to three. If you have three, you want to make sure that you can cater to everyone in your audience, right? This is the time. This is going to be the biggest sale of the year for you and your business. And so you want to make sure that you have something available for everyone at every level. As you might have noticed, if you take a look at my page, we have something that is a little lower ticket, something middle and then higher as well. So I definitely recommend that, that way someone who's wanting to work with you, they have an option and people at different levels, all have options.

So, we get a map out your Black Friday offers. I usually recommend no more than three offers. Please don't have 10 different offers, right? Selling is just like selling at any time. You're not going to be selling 10 offers at one time, even if it's a bundle sale or something like that. So no more than three offers. I usually recommend sticking to three or below. So map it out, start to brainstorm what those could look like. Can definitely be something new if you have the space and the energy to create something new or bring back a course that maybe you haven't sold in quite some time. Put together a little mini bundle, a mini course of old trainings that you have, you have so much that you could put together that you've already created. Don't create something brand new just for Black Friday if you don't have the space and energy to do so, because you don't have to. Keep it simple. Keep it simple.

Discounting for Black Friday

Now the second thing we get to get into is, what does this even look like? Do I give them a discount? What does this look like? So yes, Black Friday is about, you know, adding a discount to your offer, having some kind of sale. Remember this, this sale that your audience is going to want to take advantage of. And so, for example, if you ever wanted to work with me in any capacity, Now is the time as these discounts and offers only come around once per year.

We even have something special for those that are wanting to hop into the Fierce Business Academy to start and scale your online business. We have discounts, we've got bonuses that we're adding in, things that we never do other times of the year. So map out your offers. Add some kind of discount to your offers, something that you were so excited about. And remember, this is giving everybody the opportunity to work with you. The ones that have definitely wanted to work with you at some capacity in the past.

Then we get to let your audience know that you're going to be having the sale. Right? They won't know if you don't prepare them. So even if you're not going to launch until Friday, which is technically the actual day of Black Friday. That's okay. We can start to prep them. You can map it out today and have your first announcement or tease post about it tomorrow. That's okay. We get to keep it simple, but you've got to let them know that something is coming. I believe we had our first little tease about it earlier this month, and we've made a few little teases here and there to prepare you so that you know, something is coming.

Then we get to put your offers together so that you can actually share it on Friday or Thursday. Whenever you decide to launch your Black Friday Sale, or maybe you're going to do only a Cyber Monday, right? Whatever is going to feel best for you and your business.

Putting Together Your Offer

Now, putting your offer together. What can this look like? “Melissa, do I need to put together a huge sales page, hire a team to help me? I don't have a website yet. What do I do?” Keep it simple. That's my answer for you. Keep it simple. I'm going to tell you how you can have your offers in an Instagram post. Describe your discounts, your offers, and the discounts you're going to have for Black Friday in a post. You can create some Instagram stories, sharing what your Black Friday offers are. You can email your list. Keep it simple. If you want, you can have a short sales page, but again, today's Monday. And so Black Friday is right around the corner. You may not have the time to do so. That's okay. You don't need to.

I believe that my very first black Friday sale I ever had, I don't believe I even had a sales page for it. It was a few Instagram posts and few emails. To be our very first Black Friday, it was absolutely incredible. It was huge for us. Definitely hit five figures, possibly multiple five. I'll have to go back and look. It was quite some time ago. But every year, since then, multiple five. And now it's your turn and you can do so by keeping it simple, letting people know what's coming, having some incredible discounts and offers that people have been wanting. It definitely gets to make sense for you and your business. No need to overthink it. You can have your best Black Friday sale ever, “Without making it hard”. Right? You can enjoy time with loved ones, You can have fun, all while making a buttload of money over the holiday season. It doesn't need to be this or that, it can be both and you can have it all. You literally can have it all if you choose to.

So I would love to hear from you, what are your offers that you're going to be putting together? Let me know on Instagram @TheMelissaLin, either your biggest takeaway or maybe your favorite holiday dish? I love hearing new dishes and maybe what you're going to be making during the holidays. I'm kind of in a cooking mood and looking for some new recipes. I cannot wait to see your holiday offers and see you really stepping out of your comfort zone and getting into the mode of service and serving. I can't wait to hear all about it!

Topics we cover include:

How to sell during holidays
Two Reasons Why People Buy During the Holidays
How to Sell During Black Friday
Mapping Out Your Offers
How to Discount Your Offers

And so much more!

Times to check out:

(7:08) How to Sell During the Holidays

(9:32) Two Reasons Why People Buy During the Holidays

(16:32) How to Sell During Black Friday

(18:28) Mapping Out Your Black Friday Offers

(20:29) How to Discount Your Offers.

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