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Sales Process Steps for Purpose-Driven Entrepreneurs

This is my sales process for purpose-driven entrepreneurs.

I got inspired by another post from a friend Bob Minhas.

So I want to my ‘creative’ sales process example with you too:

Here are the Sales Process Steps;

First thing is – I’m all about clarity and simplicity.

I’m also a right-brained creative. Which means I think in big picture first. I love visual learning. I see, I do. It’s why I love reading a book every week.

so my ‘sales’ process is also simple.

Step 1. I ‘qualify’ my dream client;

HERE’S HOW;

Decide WHO I want to work with (this is critical – it’s part of niching down to serve the most viable market for you which leads to the next two questions)
What I LOVE to do as it relates to the market
What RESULTS I can get the EASIEST and FASTEST for them
Do they believe my unique solution & promise?
Does what I deliver fit into their overall plan

Step 2. BEGIN the sales process

it goes like this;

a) DELIVER major value up front. No expectations

b) PROVE I can help people by actually helping them. No money exchanged

c) WAIT for the RIGHT client to reach out to me so we can go deeper into helping solve their problem.

d) REPEAT

BONUS Sales Process Template:

Do you want the “details” of my “strategy call?”

me: “Hi, it looks like you have this challenge. So let me help you with it right now.”

HELP THEM

Next.

me: “is there anything else I missed/ that I can answer?”

END the call

“Great – hope I helped you have a nice day.”

(SIDE NOTE; if you’ve been on one of my FREE strategy calls, you already know this to be true…am I right? post a comment below and let me know what your experience was like)

back to this

Ummm, but Joey, you didn’t “transition” to the sale.

RIGHT.

no need.

refer back to the step one of my “sales process”.

I don’t spend time trying to ‘convince’, ‘convert’ or ‘change’ people’s minds.

when they are fed up of all the false promises and ready to get to work guess who they come back to?

Why?

Because you TRULY helped them in the first phase!

You GOT them results without asking for anything in return.

Will EVERYONE call you back?

No.

But that’s the case with every ‘sales process’.

So It’s Your Choice To Select The Sales Process Steps That Work For You.

Your energy in the ‘front of the ‘funnel’ will either be spent:

1. convincing people to work with you

2. proving you can help people

If you’re worried about going the second route like me and that people will “take advantage” of your goodwill and generosity…

who cares.

they aren’t your dream client. and even if you ‘convinced’ them, they would cause problems later on.

there you have it.

It’s how my “sales” process has worked for over 35 years.

Many people will disagree with the laid back approach. And that’s cool.

I’m just not into expelling energy into trying to sell when I can use that energy in actually helping clients.

hope this helps you!

BTW, if you want to do this sales process in your business because you’re also a purpose-driven entrepreneur who knows what you have will impact the world in a positive way, check out the Product Marketing Blueprint.

Market Your Product

The 1- KEY to Online Marketing Success

Every day someone asks me about what they should say for marketing success.

It doesn’t matter what kind of online marketing it is.

A facebook ad.
A webinar or product launch videos.
A lead magnet
Or email sequences…

The marketing method you choose doesn’t matter.

What DOES matter, is the message.

And this is where so many people get stuck.

Because they’ve done the avatar work. Right? Doesn’t EVERY course, program, seminar, and workshop spotlight the
importance of the “ideal customer”?

Sure they do.

BUT THERE’S A MISSING LINK TO MARKETING SUCCESS.

And it’s the KEY to unlock your marketing message. So your ideal customer looks to YOU for the help they need. PLUS it makes buying your product or service irresistible.

Are you ready?
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DESIRE.

Let me explain.

Most entrepreneurs understand the importance of knowing their customers wants and fears. They do the work to find out the problem or challenge their ideal customers have.

That’s great.

BUT HERE’S THE THING.

MOST people use the SURFACE level problem as their marketing message.

So they say the same thing every other marketer says.

Which means they are NOT speaking to the DESIRE.

DESIRE is what sells.

Online marketing success comes from using the DESIRE to drive the EMOTION.

Such as “feel overwhelmed?”

Overwhelmed is an emotion.

But the DESIRE might be “I need to get unstuck and build my business or I’ll need to get a job again”

The DESIRE is not to have to get a job doing something they hate.

Ya feelin’ this?

So yea.

We can talk about “feeling overwhelmed and stuck”.

But it’s when we add in the DESIRE of “finally building your business to get your consistent 5k income every month so you don’t need to go back to a job you hate” that really sends the message.

Know what I mean?

Here’s the bottom line

Your customer secretly has a DESIRE to feel understood.

That’s OUR job as a marketer/business owner.

We need to make our marketing message so powerful that they feel we are talking to them.

We need to describe the problem so they feel understood if we want marketing success.

Read that again.

Describe the problem so they feel understood if you want marketing success

And when you can describe the problem so they feel understood, they will automatically assume you have the solution.

Which means your product or service becomes irresistible.

Without selling.

Hope this helps.

Whenever you’re ready for marketing success with a message that makes buying your product or service irresistible to ideal customers check out the Product Marketing Blueprint.

Market Your Product

How to market your product

Do you want to know how to market your product?

Follow the Product Marketing Framework.

Here’s the logic behind it:

The first thing you should know when it comes to how to market your product is… we never “close”. It’s about how to OPEN relationships from day one.

A sale to me is never closing. It’s an OPEN. So I don’t focus on how to “close” someone.

Whenever I hear the word “close” when it relates to business, I shudder.

“closing someone” might work for others…but it’s the furthest thing from my mind.

Why?

Because I want a long term relationship with people. I don’t want to make a sale and move on.

This is how to market your product in my perspective. It’s why I created this Product Marketing Framework model. So I can teach it to people who are like me. People who don’t like selling at ALL.

But know that we NEED to sell.

Otherwise we can’t stay in business.

But you can CHOOSE how you want to sell. And who you want to sell to.

In fact,

let me change the ‘selling’ mindset RIGHT NOW as you read this.

We don’t learn to sell. we learn to make buying easier.

Read that carefully.

Because it’s a HUGE difference if you want to know how to market your product in a cool non-salesy way
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If you’re in my tribe this entire marketing process breaks down like this:

1. Who you WANT to work with?
2. What you LOVE to do (as it relates to the market you’re considering)
3. What results you can get the EASIEST for you and FASTEST for them.

In a nutshell;

“WHO is the person you WANT to work with, doing the thing you LOVE to do, AND you can get them results in the easiest, fastest way for you?”

This way, all the focus is on “how can I deliver value, proof and solutions up front so that the product or service becomes the natural next step for them?”

That’s the positioning part of the framework BTW.

Because as you know, it takes time to build relationships, and create the know, like and trust components…and anyone with a focus on PROFIT first, loses patience when they can’t “close” someone fast enough.

They don’t want to “waste time”.

That ain’t me.

And it’s up to you how you want to approach your own business.

You can spend all your time looking for new prospects and leads.

you can spend your time focused on building long-term relationships with a SMALL precise tribe of people.

That tribe eventually buys from you. And they continue buying without any sales pressure/pitch whatsoever.

Because they know, like and trust you. Because you’ve EARNED it. You’ve PROVEN it.

How?

By giving a shit about their outcome first and foremost.

We both know the marketers who don’t really care about helping people. They focus on their wallets only. “how do I get the sale?”

THAT MENTALITY ABOUT HOW TO MARKET YOUR PRODUCT IS FADING FAST

the world has changed. people know when you’re feeding them a marketing line.

I find that a focus on helping people, (which is why we’re having this discussion) regardless of the sale means more money in the long run.

It’s kinda funny how that works.

Having a focal point on the people you want to serve, the pains and problems they have and then delivering solutions UP FRONT, makes the sales process happen naturally.

All this means is by the time someone comes into your world, they are already “sold.” The conversation goes from “what can you do for me and how much do you charge?” to “how do I work with you?”

Because you’ve already proven how you help them by helping them without asking for anything.
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Do you want to know more about how to do this with YOUR tribe? Click here to see if the Product Marketing Blueprint fits your business.

Write Copy That Sells

How to write marketing copy like a pro

Do you want to write marketing copy like a pro quickly?

Here’s a simple framework to use:

Pain > Problem > Promise

Now. it might look like something you’ve seen before.

that’s OK.

but the reason I’m sharing this marketing copy tip is to help you really get the attention of your ideal customer.

here’s what I mean.

In coaching endless people on their marketing message I found a common challenge.

they didn’t REALLY get the difference between a pain and a problem.

what’s that you ask?

isn’t a pain and problem the same?

not really.

and this is from “Joey’s Opinionated Perspective™” LOL

in a marketing message the pain is the “deep thing”

a problem is the something the pain causes.

and what I see happening most often is we listen to the market on the SURFACE. We don’t dig deeper to find the real pain.

here’s how simple it is to write marketing copy

let’s say I’m helping dog owners stop their dog from biting / jumping on people.

in this example, the PAIN is: “I can’t take my dog out because I’m afraid she’ll attack people”

and the PROBLEM is; “my dog bites everyone”

the pain is what really motivates people to buy.

but you FIX the problem

with me?

in my experience most marketers stop with the surface problem when they write marketing copy.

so their marketing message isn’t powerful enough. It would be something like:

“stop your dog from biting in 5 days or less”

That’s OK, but the message isn’t motivating enough. Because we haven’t spoken to the real pain. Which is the secret to write marketing copy like a pro.

let’s make this marketing message better;

“stop your dog from biting in 5 days or less so you feel confident to go outside again without it attacking anyone.”

can you see how powerful that marketing message is compared to the first one? IF these were the true pains and problems of the market I’m sending the message too.

here’s the best part.

ALL I did was answer these 3 questions:

1. What is the PAIN my customer is in?

2. What PROBLEM does that pain present in their life?

3. What is my PROMISE to solve the problem and eliminate the pain?

hint: many times it’s easier to find the problem first. then go back and find the real PAIN the customer is in.

there ya go.

A simple marketing message framework to write marketing copy like a pro.

If you have any questions about how to write marketing copy, drop ‘em below and I’ll do my best to answer.

Market Your Product

Why Do Businesses Fail?

whenever someone asks why do businesses fail I have a simple answer;

here’s how it happens

1. the entrepreneur guesses what the market wants

2. they follow conventional ‘business advice’ and do everything everyone else does

which means they tackle the wrong tasks, in the wrong order. and they get lost in the marketing noise.

BECAUSE their business is unique.

in other words, they’ve got THEIR specific process wrong.

when you ask why do businesses fail remember this:

doing everything “right” kills more businesses than you can imagine

read that again.

because COUNTLESS entrepreneurs building their businesses tell me stuff like;

“I followed X’s steps and it didn’t work”

“I don’t know how to fit this part of X’s program into my business – what am I missing?”

here’s the deal.

In the last decade of officially consulting entrepreneurs not ONCE have we stuck to ONE program, outline, method or strategy.

EVERY single time we create a specific, specialized combination of all the greatest tools, techniques, methods and strategies. We package the best of the best and fit it into their unique business model.

back to you

if you want to avoid business failure here’s what I suggest;

don’t get caught up believing in your product too soon

let’s talk about that. because I’m guessing it’s a shock to hear me say “don’t believe in your product”

so let me explain. because it’s important to why businesses fail.

whenever I see people struggle with marketing and selling their product, I hear words like “passionate” “vision” “determination”.

nothing wrong with that.

but the problem is, most entrepreneurs (me included) are blind.

we fall in love with our product. we often have a vision no-one else shares.

so we spend years building a product/service and then go to sell it. crickets.

if reading this stings – good. you need to hear it.

because it’s why businesses fail. and it’s my job as a consultant. I tell the hard truth so you get out of the trap and get moving on the way to success and profit.

onward.

even though we need passion, commitment and a big vision for the future…it’s extremely dangerous when we hold on too tight.

ask me how I know.

after pushing thousands of entrepreneurs out of their comfort zone for this long, I’d be crazy not to see a pattern that answers the why do businesses fail question.

all of this means one thing.

most often we (entrepreneurs) don’t listen to the market. we don’t listen to what people really want. we don’t analyze negative feedback.

which is another reason why businesses fail.

negative feedback might not be easy to detect. because it’s not always “doubtingdan68” spittin’ hate bomb comments.

negative feedback might be as simple as nobody’s opting in to our stuff.

so what do we do?

we need to turn the passion, commitment and vision into a positive feedback loop.

here’s how:

1 understand the customer’s needs

2 commit to honest intellectual learning based on what the market is “saying”

the reason I’m telling you this is because I see so many entrepreneurs who need help – they build the “Field of Dreams”

remember the Kevin Costner movie?

“build it and they will come”

no.

they won’t.

here’s how you build a product/service that sells effortlessly;

1. ask the market what they want

2. interpret what they really need

3. create the irresistible solution/offer

“duh Joey, tell me something I don’t know”

ok, let me break it down for you with this example

Henry Ford famously said “if I asked the market what they wanted, they would have said a faster horse”

Instead, he understood the market wanted to get to where they want to go FASTER.

THAT was the real pain and problem. NOT the horse.

So he created a better way of transportation.

Make sense?

which means our job as visionary entrepreneurs is to interpret the pain people have. and the problem it presents in their life.

and create a solution around that

THEN they’ll come.

THEN they’ll buy.

anyhoo…

…just an outpour of my own love and passion to serve – I know I went on and on and on. but it’s difficult watching so many people follow the same path to nowhere and why businesses fail.

I hope this serves you.

Joey

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