by graphics Team | Mar 16, 2019 | Podcasts
Is it possible to sell millions of dollars without ever opening your mouth?
It is if you understand some very fundamental things. First, you need to understand that before you are selling you are marketing… and marketing is about communicating your message to your buyers. You can share your message in a number of ways.
One way is through social media like YouTube. My messages grew my subscribers from 100,000 to 1,000,000 in one year. It’s a way to share my teachings and my marketing using the spoken word. But what about marketing with written words?
Selling Without Speaking: Defining Copywriting
I’ve created seven steps on how to create great written copy, also called copywriting secrets, but before we get into that, let’s define what copywriting is. Most people get confused and think copywriting is writing, so they jump to conclusions and decide they are bad at copywriting.
They say their English isn’t that good or they aren’t creative. But that’s not the point! Copywriting is about reaching out to your audience and selling, or closing, your audience through print.
Emails, webpages and social media posts are all examples of copywriting. Even a video script – a video sales letter – is copywriting. It’s closing on a mass scale. So if you’re an entrepreneur or business owner and you think you’re not a great copywriter, consider other options, like hiring or outsourcing a copywriter.
It’s not a big deal if you’re not good at copywriting. The biggest sin in business is when you don’t understand what copywriting is.
Copywriting is what moves product and sells your product or service. You can have the exact same product, but your marketing message could produce $10,000 or $1 million, depending on how you articulate your message!
I always think of this metaphor to explain the importance of good copy. Think of the difference between a $1 bill and a $100 bill. The 100x difference is from the message that’s on the piece of paper.
How To Implement Copywriting Into Your Business
So how do you get started to implement copywriting into your business? I’ll give you a very powerful but simple strategy. Set up a time to talk to some of your best customers.
Tell them you can give them a small gift like a movie certificate and say, “Hey, I’m just doing some research about my company, I want to do some marketing campaigns. You’re my best and most loyal customer, can I have 30 minutes of your time?”
Find out why they stay with you. Also find out any complaints they have so you can turn it around into something positive. Your customers want to buy from you, but what they want to know is the assurance that you know what they’re going through. They want the assurance that your product and service can help them solve their problem.
So let’s make that questioning process step number one, because today I want to teach you seven steps that you can take every single time you write copy.
Defining Your Ideal Customer
This is the most important part. You need to truly understand who your ideal customer is. Now, the way I define “ideal customer” is with these three criteria.
Number one, your ideal customer has a need for your product. Don’t sell steaks to a vegan, for example. Number two is your customer has the ability to buy your product. And number three is your customer has the authority to buy your product and service. So if I am selling something to, let’s say, a husband and wife and I’m only talking to husband but the wife makes the decisions, that is not good.
Now once you know who your ideal customer is, speak to them in your copy. Envision yourself talking to them one-on-one, as if you were just sitting down for some casual conversation. Don’t try to use big, mumbo-jumbo words. Just have a casual conversation as if you’re really trying to talk with them.
The amount of money you make is in direct proportion to how well you understand your customers. You can’t sell to everybody. Even companies as big as Apple and Walmart can’t claim that everyone is their ideal customer. The more you can narrow down your message, the more effective it will be.
So that’s number one, researching and identifying your ideal customer. I believe good copy is 80 percent research and 20 percent writing. Then you get to step number two, creating an irresistible, compelling offer. This is probably one of the most important steps in the entire formula because the biggest challenge for most businesses is they sound the same as everybody else.
Creating A Compelling Offer
How can you make your offer as compelling as possible? Look at the market. The greatest message to the wrong audience won’t get you anywhere. A compelling message about a seafood dinner won’t entice someone who would rather be eating red meat.
What is it that your audience truly wants? What is it that they’re craving for, or what pain are they just sick and tired of?
That’s the power of excellent copywriting. Instead of using your spoken words, you’re using your written words in print to persuade, convince and influence someone to make a buying purchase, to do a move, to make a decision, or whatever it might be, whatever goal that you might have.
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by graphics Team | Mar 11, 2019 | Podcasts
Do you know what’s holding people back more than the fear of failure?
It’s the fear of success. The fear of the unknown. So how can you overcome the fear of success?
Recognize The Symptoms Of Fearing Success
First, you need to recognize the symptoms. Imagine making some money and experiencing some success, but your income goes on a roller coaster ride and then you lose all your money. You made a bad deal, or you made a bad investment.
Your self sabotage kicks in. You tell yourself that’s just the business cycle. People make money, people lose money. That’s just the way it is.
Another symptom is when your business is going well, marketing is going well, customers are coming in, then you stop running ads.
You stop because you’re not struggling. You tell yourself what you’re doing can’t be worthwhile because you always have to be struggling.
Or you’re always waiting for something to be perfect before you take action. But, just when things start to get better, you do something stupid to sabotage your success to ensure you fail.
Because you fear the unknown. You’re more comfortable struggling because that’s what you’ve been doing your whole life. You’re addicted to living paycheck to paycheck, addicted to your ups and downs and your stress. It’s how you get attention.
Overcome Your Fear Of Success
You don’t see the path that leads out of the hardship. Even if you’re about to lose your job and a friend offers to help with a job lead, you don’t take it.
You plan to fail the interview because of low self esteem. You don’t believe that life could be better.
So if you have these symptoms, and you’re afraid of success, ask yourself, “Is it the fear of failure that’s holding me back, or is it truly the fear of success?”
How can you overcome this fear?
The best way is to get comfortable with success. Believe that it’s possible. Dress for success. Wear a suit.
When you start seeing yourself in a different way and you have a different image of yourself, you feel better. You have a different identity.
Yes, you feel more confident in the suit, but it’s not really about the suit. It’s how you see yourself. That’s a very powerful way to overcome your fear of success.
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by graphics Team | Mar 10, 2019 | Podcasts
The worst clients in the world are cheap clients, wouldn’t you agree?
They negotiate prices, they try to nickel and dime you. You have to do everything on the cheap to make them happy, and it creates a bad experience for everyone when they pay you so little that you cannot do much. Instead, you’d rather be selling to people with money.
High-end clients are the people you want to attract to your business. Even McDonald’s is upgrading to McCafé to be a bit more high end. Your life would be less stressful, and it doesn’t take more effort to sell something for $10,000 than $1000. In some cases it takes less effort.
Attract High-End Clients By Changing Your Mindset
Why? Because you attract the kind of client that you are. If you are cheap, your clients are cheap. If you’re flaky, your clients are flaky. And if you’re troublesome to deal with, your clients are the same. Guaranteed.
I always say your business is the reflection of the owner. Your business is a reflection of you. If you’re not good with numbers at home, then you’re not good with numbers in business. If you don’t know how to deal with people at home as a person, as a friend, then you don’t know how to deal with people in business. It’s the same.
It’s exactly the same. I can sit down with you and in a five minute conversation, know an awful lot about you, believe it or not. Who you are is so clear to me.
Be The Type Of Client You Want to Sell To
The way you dress, the way you talk, your language patterns can tell people a lot about you. You can’t hide all that information that you’re projecting out to people. It’s just a question of whether they want to point it out to you.
Be aware of what you’re projecting about yourself to others. Remember that you are the client you attract, and your business is a reflection of you.
by graphics Team | Mar 9, 2019 | Podcasts
Here’s a truth that nobody dares to talk about.
Have you tried to help someone who wants to change their life? They say they want to do better but when they meet some resistance, some hardship, they stop trying. So if you want to help them, what should you do?
Nothing. Your job is not to help those who want to change their lives but don’t do anything beyond talking about their goals. Here’s the real secret if you want to help someone with your coaching and consulting services.
Sell Your Services To Players With Money
If you want to close high-priced services, sell to PWM, players with money. I get a lot of people looking for mentors, asking me if I will help them. But I’m not in the business of doing that.
I’m not in the business of turning losers into winners. Have you tried doing that? Turning losers into winners? It’s very difficult. I’m in the business of helping winners win more.
If you study everything I do, from my courses to my marketing, you’ll see it’s designed to attract the best and repel the rest. I’m not in the rescue business.
On the other hand, my free stuff, my Dan Lok Show podcast, my YouTube channel, all that stuff doesn’t take up my time. It’s an all you can eat smorgasbord for a specific audience. I’m giving back to the marketplace. But from a business point of view, that’s the not the segment I serve.
The Benefit To Closing High-Priced Coaching & Consulting Services
I serve the affluent or entrepreneurs. Even if they don’t have a ton of money, at least they are willing to invest in themselves. And this group is who I sell to. That’s the amazing part.
When you’re selling to players with money, your life is easier and they get results. Do you know why? They understand the process. They inspire you with your work and then you want to help them more. And they are committed because they understand the value. And there’s something deeper than that.
John is successful because of John, not because of Dan Lok. John is already successful, but now he’s going to learn that one strategy that will take him to the next level. He’s already successful because of his habits, his work ethic, his mindset, his beliefs. He’s already 90 percent there, and I just need to take him that final 10 percent.
When you work with someone starting at the 10 percent, you can get them inspired, and then their lower self, the self sabotage, takes over. Their negative associations with money gets them. Then you feel like you’re dragging them along. The key is in the client selection.
So don’t pour your heart out trying to rescue everyone. It’s a waste of your time. Focus on those who are already successful because it is much more rewarding.
Learn how to close more high ticket deals with ease. Click here to register for a free webinar on how to close more high ticket sales.
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by graphics Team | Mar 8, 2019 | Podcasts
Steve Sims’s day job is to make the impossible possible. With his help and expertise, his clients’ fantasies and wildest dreams come true. Getting married by the Pope in the Vatican, being serenaded by Elton John, and connecting with powerful business moguls like Elon Musk are just a few of the many projects he has worked on.
He’s the visionary founder of Bluefish, the internationally famous company that makes once in a lifetime events happen for the rich and famous.
In this podcast, Steve shares his perspective of rich people having the same problems as poor people… and how he became the Make a Wish Foundation for people with large checkbooks.
According to Steve, building relationships is extremely important. If you value your relationships with your clients, then you must do more than send an email. In a video message you can hear tonality, you can hear excitement. You get a more rounded picture of a person.
As an additional tip, Steve seconds his mom’s recommendation that Instagram is the best social platform. Unlike LinkedIn and Facebook, you don’t need an Instagram account to see pictures or videos, making Instagram a quick and visual way for clients and followers to get to know you.
Steve Sims has appeared in the press and TV in many countries worldwide, been quoted from Wall St Journal to South China Morning Post and even received the honor of speaking at Harvard twice.
In this episode you’ll learn:
- 3:03 Steve’s true secret sauce for working with affluent people
- 8:02 How to command high-ticket prices for services
- 9:40 The best way to make and build connections
- 15:16 How to effectively communicate with clients
- 27:25 Ways to get past the gatekeepers
- 35:00 Steve’s take on social media
- 38:28 The best social media platform to be on
- 40:35 What Steve would tell his younger self if he could go back in time
Resources:
Steve Sims Website
Connect with Steve
Connect with Dan
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