Editor’s note: Today we are thrilled to begin offering you extra value by introducing you to other great marketers who have new perspectives on how to grow your business and your impact. From us here at MFA, this is one of the best ways we know to make sure you find a formula that works for YOU and helps you be wildly successful! To start off this regular series, we get to hear from a woman who really KNOWS how to sell, without sounding “salesy”.
Guest blogger, Lisa Sasevich, the Queen of Sales Conversion.
When I was first starting out, I tried doing sales and marketing the way I was taught, but the pressure tactics and manipulation just felt yucky.
That’s why I came up with the tool of “seeding,” which creates hunger and desire in your prospects without your having to be salesy or pushy.
When I started seeding, not only did marketing feel good to do, but my sales skyrocketed. In fact, I came to be known as the Queen of Sales Conversion.
That’s because, when you seed, you’re giving immediate value; you’re being very generous with your education, and, at the same time, you’re planting useful information about the products or services that can deepen the learning for your clients and that you will be offering for sale later.
Seeding can be used during live presentations, teleseminars and webinars, sales letters, one-on-one conversations, recorded products, and many other ways throughout the life of your business. I even use it with my kids!
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If you seed throughout your marketing, as my Speak-to-Sell Formula teaches you to do, by the time you’re ready to present your offer, all of those seeds will have sprouted, and your prospects will be asking you for more.
If you’d like to try out seeding for yourself, here are three ways to begin:
1. Tell your personal story
When you follow our Speak-to-Sell Formula—which can be applied in many different formats, from presentations to interviews—early on you position yourself for credibility and vulnerability. That means you present yourself in such a way that your audience sees you as someone worthy of their time and as someone they like and can relate to.
For instance, during a presentation, you can do this by sharing your hero’s journey, telling your audience what happened in your life that led you to create your XYZ program or system, or to become an expert and coach or mentor to others in a certain area.
The minute you mention your program or process, your coaching or mentorship, you’ve seeded it. The audience knows that it exists. Just that simple mention plants a seed of desire in your ideal clients that you will continue to water throughout the rest of your talk.
2. Partnership from the start
I call this seed “partnership from the start”, because it establishes trust while also giving you permission to unabashedly promote your offers.
To plant this seed at the beginning of any format that involves training and a sales offer, such as a live presentation, teleseminar or webinar, or a video, you would say something like this:
“We have a limited amount of time together, but I’m going to give you everything I can in the time we do have. From experience I can tell you that there will be some topics that you will want to dive deeper into and we just won’t have time. So, along the way I’ll show you how you can get more on that subject through one of the resources that I offer. And then later, I’ll show you how you can get some amazing deals on my products and services if you feel inspired and want more.”
This works because it’s respectful. It lets listeners know that you’re going to give, give, give, and you really are. It’s not just a pitch, and you are also going to share the other learning that you have, so it’s not a big surprise when you present your special offers.
3. Don’t worry
I also call this the “Jewish Mother seed”, although you don’t have to be Jewish or a mother to use it! You want to use this seed when you get any sense that your audience might be feeling overwhelmed.
At that point, you can say, “Look, guys, I know I’ve taught you a lot today. Don’t worry. I have templates. I have systems. I have worksheets. I’ve got a simple process for you. And in a few minutes, I’m going to show you how I can hold your hand and walk you through this step by step after today.”
Those are just three of the twelve seeds that are sprinkled throughout my Speak-to-Sell Formula. To learn more about how you can create desire and hunger in your ideal clients without being salesy, visit me here.
Honored as the Extraordinary Entrepreneur of the Year by Women Online Magazine, recipient of the coveted eWomen Network Foundation Champion award for her generous fundraising, and ranked on the prestigious Inc. 500/5000 list of America’s Fastest Growing Private Companies for 2 years in a row, Lisa Sasevich “The Queen of Sales Conversion” teaches experts who are making a difference how to get their message out and enjoy massive results, without being salesy. To receive her monthly Sales Nuggets and FREE Sales Training sign up today at www.FreeSalesTrainingFromLisa.com.
