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Use This Simple 4 Letter Word To Sell Anything

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businessman in a red cape in city

In my seminars I ask my audience, “How many of you don’t like this word?” The word on the flip chart is “Sell.”

A lot of people put their hands up in agreement. They don’t like the word “Sell.” And I say, “My hand is up too. I don’t like the word ‘Sell’ either.”

It has a really gross connotation to it, doesn’t it? There’s nothing wrong with it, but its got a bad rap.

So here’s a trick…

As I mention in my video below, don’t ever use the word “Sell.” Actually, just cross it out and instead use “Help.” Watch the video to learn why you should be using that word instead.

Don’t Use The Word “Sell.” Use “Help.”

I don’t want you to sell anything. I just want you to help people.

How do you make money?

You make money by solving a problem for someone. That’s the only reason people give you money. They don’t give you money because you look good.

So do something that helps more people. Stick within your niche, but do something that helps people and tell them how you help them. That’s called your message.

“My product really helps people.” What people do you help? Tell them in a nice way how you help them.

For example… Don’t say, “Hey, I have a great hair loss program. I have a product that grows hair.”

That’s ok, but is that really attractive? Is that your message? People will say, “That’s not bad.”

Here’s an example…

“Are you sick and tired of looking at your bald, ugly head in the mirror? Do you feel terrible about yourself? Do you remember the days when you used to have a full head of hair and people used to walk up to you and say, ‘Wow, I love your hair’?

“Every single day since then you’ve watched your hairline go back. Here you are trying to comb your three ugly strands of hair across your entire head, and you know it doesn’t cover. You know it sucks.

“How do you feel when people look at you and the first thing you think they’re looking at is your lack of hair? How does that make you feel about yourself? Herculean? No. Hercules had hair. You don’t.

“Would you like to grow it back and feel good about yourself again? Would you like to be attractive? Would you like to feel good in your relationships and your business?

“I have a product for you!”

There’s a little difference, right?

That’s “selling” something. When you know what problem you’re solving for whom, you don’t have to sell anything.

You’re making an offer to people who are looking for your solution. Now you’re in the position of helping, not needing to sell.

Watch my free webinar where I explain a step-by-step model to sell anything at any time and make your business sales predictable.


Let’s Be Clear: Your Goal Is Sales… 

And there’s nothing wrong with that.

You are making an offer for money because that’s what you’re in this for. Those sales are people you’re trying to help.

Just don’t think about it as selling. Whatever you want to call it, if you’re not doing it, you’re broke, or setting yourself up to be broke one day, regardless of your field.

Your business will always have a sales/marketing department. Call it whatever you need to call it to make the unpleasantry behind our typical perceptions about selling go down easier.

Whatever you come up with, it’s all about how you frame it, not the fact that you are indeed selling.

If you liked this lesson, then you’ll love my free web class, The 500 Million Dollar Secret, where I’ll teach you more of these strategies and principles that will show you exactly how to write your own ticket to success. It’s completely free to attend.

Click here to register and select a date and time that works best for you. See you there!

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What do you think? What kind of language could you use to frame selling without “selling”? If the idea’s good, keep it and use it! If you’re up for some creative brainstorming with fellow learners, let us hear from you in the comments below!

For Your Freedom,

The Four Most Important Words In Marketing

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man drinking coffee using computer

“If I could teach my children only one thing, it would be the skill of marketing. For with that skill, they could be successful at anything they chose for the rest of their lives.”

That’s a quote from financial advisor Howard Ruff. It speaks for itself — if you can market yourself, you will always have potential buyers for whatever it is you have to offer.

This is what scares so many people, though. They think you have to know everything about marketing in order to be good at it.

I’m gonna let you in on a little secret:

I don’t know everything about marketing, not by a long-shot! I don’t have time to know everything, nor do I need to, nor do you!

However, there are some critical secrets to great marketing and that includes the four most important words in marketing.


The Four Most Important Words In Marketing

1. PRESENTING

You’ve got to let people know what you have — your Unique Selling Proposition.

Without marketing, nobody knows that you or your product exists. If they don’t know about it, they can’t buy it.  And if they don’t know why they might want it, they certainly won’t.

2. POTENTIAL

Make sure there is a real possibility of a transaction happening.

If they can’t or won’t buy it, you make no money.

3. EAGER

Create desire for your product or service.

At its most basic, marketing is presenting products or services to potential consumers to make them eager to buy from you. It’s about the psychology of putting yourself in front of others effectively and creatively.

4. BUY

If people don’t buy your product, all this is for naught.

Sometimes it helps to go back to the basics, especially core basics. This has to be engrained in every cell in our bodies


Marketing Equals Money

Marketing equals money, and this principle works for all businesses!

If you are a great marketer, chances are you will make great money. And if you are a poor marketer, chances are you will struggle financially.

The good news is marketing is a learnable skill and there aren’t that many different strategies and principles that you need to know to become an expert at marketing. You just need to know the right elements that will have the biggest impact on your business and your bottom line.

Which is why I created my free web class, The 500 Million Dollar Secret, to give you the key elements I used to get rich.

Click here to register for the class and select a date and time that works best for you. See you there!

The_80/20_Principle

How great that you can live your mission and not ever worry about how you’re going to make money! What does or will that look like for you? Share your thoughts with me in the comments below!

For Your Freedom,

The Money is in the Message

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verizon guy

“Can you hear me now? Good!”

I’m a marketing fanatic as many of you know, so I try to appreciate great ideas communicated brilliantly when I see it. Verizon’s cell phone television ad campaign articulated and took advantage of a simple but powerful truth— with other cell phone carriers, lots of people were experiencing the frustration of dropped calls in the middle of important conversations.

You’ll never have to worry about that with us, Verizon basically said, with commercial after commercial of the same Verizon field test guy in the most remote areas of the country still being heard, still good.

The number of Verizon subscribers jumped from 32.2 million at the start of that campaign in January 2002 to 43.8 million in two years. They also poured billions into their network infrastructure; continually investing in what they said they would deliver on—fewer dropped calls anywhere.

I’m not a Verizon spokesman or advocate, I just use the example to illustrate the power of a simple message communicated to the tune of more customers, and more money. The money is in the message. Marketing and promotion is how you get customers to your business, and customers are how you get more money.

This is exactly the problem most businesses have, though—communicating clearly and concisely what they do and how it benefits their potential customers. It’s one thing for you to know what you do, who you help and how they benefit, but it’s quite another thing for other people to know the same thing.

One of the most essential skills you can have is the ability to articulate what you do in a powerful and concise way. Clarity leads to power, for both you and your customers. It empowers them to understand exactly what you can do for them and why they should buy from you. The reason most people fail in business is that they have a very poor message.

Your message has to cut through like a knife to the core. You have to be very selective and specific about what you say. You might have lots of different things to offer, but you can’t put them all in a 30-second sound bite. Don’t try to be all things to all people. Keep it simple. Less is more. You want to leave people saying, “That sounds interesting.”

What’s your “thumbprint”? What’s unique about you? Why should someone do business with you versus the person next door?

If you don’t have this, you are chopping your income in half. As soon as you have a strong sound bite, and deliver on your promise, you can double your income.

The only way you’ll ever know what works is to try something out and see if it works. You always test first, and then you sprint out of the gate when you have a winning proposition.

How about you? Have you experienced a difference in success when you changed your persona—your “calling card” so to speak—as you sold yourself or a product? What was it that specifically made a difference? Was it how you perceived yourself or how others perceived you? Let us know in the comments below!

To Your Success,

harvsignature

Leaning on the Back-End

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When people are at your website, you’ve gotten through the creation of interest, credibility, and rapport. They believe in you. They’re ready to order from you, trusting enough to give up serious information. You’re not some guy in boxer shorts in some basement stealing credit cards. They don’t know who you are. You’re a webpage, but you’ve satisfied that most important question to the casual web surfer—what’s in it for me?


Now you have to convince them to buy something. Make an incredible, compelling offer, and then get them to fill out an order form or checkout or whatever. You have to ease understandable objections but having a secured site (Whatever the costs do it! You don’t want to be the site that was hacked or broken into for credit card info. It’s hard to recoup from that if you’re not one of the giants).

Once they’re convinced, you want them to fill out the whole order form that’s user-friendly, simple, yet detailed. What did they order? Is it a product that is used consistently? If so, about when would you expect this customer to be most open to buying this product again, and maybe something else, something that costs even more?

Here’s where the backend marketing starts. Great customer service and reliable producers and movers are musts, but your marketing costs are absolutely zero in terms of your ability to follow with hundreds, thousands, hundreds of thousands of people (depending on the product/service). By having a system in place that captures key information, that database becomes your genie for when you are most likely to make your next sales. You can literally predict about how much money you’ll make at intervals you determine.

Let’s say you have a repetitive product like vitamins.  You sell a bottle of Vitamin C to one customer that amounts to a 45-day supply. Guess what they’re going to get 30 days later? On your order form you’ve captured name, email, product, date, all the key data you can manipulate any way you like to automatically kick a personalized email to that customer when they’re most likely to by that again. Throw in a 10 percent discount. Make them an offer hard to refuse.

Now think about the up-sell, and the limitless people you can reach on the web. And what did that cost? Zero. Nothing. Nada. Zilch. No time at all. It’s done automatically. If 10,000 people order today, 10,000 people are going to get an email 30 days from now to remind them of that.

Think you’re going to get any extra business from that? And even if you don’t, so what? It’s free! It didn’t cost anything to do it. If it didn’t work, just fix the content of the email, go back and do it again. It’s so easy and simple, the power of Net. That’s backend marketing.

Once you have that email address, it’s free to market to them forever. Backend marketing is the key to online business. The old way of backend marketing meant sales aggressive sales calls or mailing catalogues, both expensive. By email, you can reach as many people as you can bear and do it free all the time.

And this doesn’t just apply to strictly online businesses. Next month we’ll look at how a few extra seconds of effort with your in-store customers means the beginnings of a database and more sales!

Give ‘Em What They Want … and More

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buy now button on laptop

Do a little digging and you find out it’s relatively easier to make that million-dollar mission-accomplished by finding an online niche–preferably one that actually excites you at your core–and finding out what that niche want.

Too many people do the opposite–they focus on the hottest product or service and try to blast that out to as many people as possible. There’s an inherent risk in being left holding a bag of goodies nobody wants. Only that’s one expensive bag!

Just like the old-fashioned way, you’re not buying tons of inventory and then hoping that you sell it. You get the orders and the money first, then you deliver. Online, you learn your market’s want or gap in fulfillment, and then you deliver a product or service that market wants. Social media is a great way to learn more about your market (and pull in very qualified leads!) once you’ve established what your niche will be and build your website around it.

As usual, proceed with caution. Not everything can be sold online. Not every want that might be clear and evident can be fulfilled just by throwing up a website.

The late Cory Rudl, one of the pioneers of internet marketing and online businesses, used this analogy. If you had a cure for the common cold, in an easy-to-digest pill form, billionaire might not even apply to what you’d be worth. That product would be everywhere–Seven Eleven, every grocery store, corner store, market, you name it.

Now try selling that online. At minimum it takes at least three to four days for the product to get to you. You’re already over your cold by then. It’s a failure from day one. Don’t start with a product. Start with a market, and then find a product for that market that that market wants.

People spend money on things that they want. It’s an emotional investment. A necessity can be satisfied by the most convenient and cheapest product or service. People are willing to pay more money for wants, but they’re usually very price-conscious with things they have to get or do.

And no different than traditional businesses, there’s the backend after that want is fulfilled. It’s the product or service you sell after they’ve bought the first product from you. That’s where all the money is.

Been to the movies lately? If not, no one can blame you as expensive as it can be to take your family out for movie night. But think about whoever is making all that money at the concession stand alone.

You go up to the counter for a small popcorn (because you’ve already tucked away all the candy you’ll need in your purse or bag), but you leave with a large bucket plus a soda. Why? "Well, you can get this for only 40 cents more … Or this meal-deal that saves you this much money."

Even fast-food workers are routinely taught to up-sell. It’s no different online–the point is your customers come in for one thing and walk away with more–because you gave them something they wanted from the beginning.

Once you have the customer’s name online, it costs you nothing to sell to them again and again and again. You can make 100% more net income than you are right now by back-end selling.

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