Why You Need To STOP Selling

Last week we asked our Facebook group of 3,000 entrepreneurs what they needed the most help with.  Their answer?

Leads.  Now, of course, it is absolutely crucial to sell those leads…

But if you have a decent sales team / system already in place … then the easiest way to make more money is by feeding your sales department a steady flow of good leads.

More leads = more sales.  That’s why (provided your sales system works) I want you to STOP racking your brain on how to “close more sales” … and instead… go get more leads!

How do you do that?

Well let me tell you where it starts…

Wherever you’re getting your leads…

The first thing you need to do is hook them in with curiosity.  Until you have attention, you don’t have a lead.  “Contrarian” messages work well for this…

The subject line of this email is a contrarian idea.  One of the most curiosity provoking methods you can use is telling people NOT to do something they think they’re supposed to.  These tend to grab attention best…

You might have thought, “Why on earth would Craig want me to stop selling?”  So of course, you had to open it and find out 😉  Once you have attention, build a quick connection… 

A short engaging personal story or something else your audience can immediately relate to is what you need for this.  This email opened by telling you something 3,000 entrepreneurs want help with.  If you’re an entrepreneur, you’re at least going to want to know what it is…

… and chances are you want that help too.

Next, provide value…

This is where you can do a little bit of teaching.

But not too much…

You don’t want to make it dry, boring, or technically overwhelming.  Instead, keep it fun and easy to understand.  Now, sprinkle a little “social proof” on top.

Social proof is evidence whatever you’re selling can work for them.  It’s your testimonials and client success stories.  The BEST way to handle objections… is with social proof.

People will have doubts…

They think they’re different with unique problems that might prevent a solution from working.

That’s why the more someone identifies with a success story, the more effective your social proof will be.

A busy parent might see a testimonial about how great my program works — but then think,

“Oh well it won’t work for me, I have a crazy schedule with two kids to think about.”

However…

When I share the story of Russell Brunson who has lots of kids (5!), and still used my program to dominate his mornings and get more done…

Or Isabel Price (who has been homeschooling her two kids for 6 years!), who still managed to have tremendous success with my program…

Stories like these help busy parents realize that if my program worked for other people with similar challenges…

…it can work for them too.  And finally… time for your Call To Action.  After hitting all the other key points (which I’ll summarize for you in a second)…

You’ve earned the right to make a call to action selling the next step of your process.  Remember… this is lead generation…

We’re not making the final sale yet…

We’re simply moving our prospects to the next step where the actual selling is done.  On Instagram this could be saying, “Type COACHING down below if you want this,” — and then the actual selling might be done via DM.  From Facebook ads or emails you might say “Click here to get more details,” then provide a link to a sales page.  In other cases your call to action might be to book a phone call.  Whatever it is, just make sure your “CTA” is clear and easy for your prospects to follow.  If you’ve executed well on each of the previous steps, it’ll work like a charm.

So… to recap this easy lead generation process for you…

1- Hook attention

2- Build connection

3- Provide value / light teaching

4- Use social proof

5- Make a clear call to action

When you follow this system every time, lead generation becomes a breeze…

And you’ll see a resulting swell in sales (without ANY changes to your sales system).  Let me know once you get rolling with this, I’d love to hear how it works for you!

To Your Success,
Craig Ballantyne

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