Editor’s note: MFA welcomes Lisa Sasevich as our guest blogger today.
In fact, you and I could talk until the cows come home about how to create and improve upon the structures you use for your sales and marketing.
But isn’t all of that expertise and effort moot if you don’t love your business?
I mean, what’s the point of making six or seven or even eight figures, if you don’t enjoy not just what you do but how you do it?
For example, let’s say a business coach offers a $2,000 package of ten private sessions, and she practices our Speak-to-Sell® formula on the stage and it goes really well, which it does for many people. So out of a room of 60 people, 20 take her up on her offer.
Of course, it’s really fun to process $40,000 of orders from one day on the stage, but the love gets lost when she goes home and has to put 200 coaching calls into her schedule over the next six months! Oops…she didn’t consider the impact on her life.
So how can you be sure you are not only designing a business you love, but that you will also enjoy delivering what you’ve sold?
The answer? Before you even take the stage or write that sales copy, ask yourself the following four questions: (If you already have a business, you can also use these questions to build in a little more love.)
1. What is the transformation you want to provide, or that you do provide, for your clients or customers?
What is the outcome your clients or customers get from working with you?
For instance, do they lose six pounds in six weeks? Double their income? Save a grand a month on accounting or IT? Have a better relationship with their teenager or spouse? Reverse their diabetes diagnosis?
2. How will I deliver that outcome?
What are the different structures that can deliver that transformation? And among the various options, which is the one you most enjoy?
For instance, many of my clients would be choosing among the structures of coaching, teaching or training groups; leading masterminds; working with clients one-on-one; and/or creating information products or membership sites. They would also decide whether they prefer to deliver their expertise in person, from the stage, by teleseminar, webinar or video, or remotely.
3. Is it leveraged?
With the model you prefer, are you serving as many people as you want to serve, while making an income that rewards you handsomely? For instance, if you love one-on-one coaching or training, and you want to make six figures, you’ve got to be willing to do the inner work and the strategy work to set your price point high enough to make that happen.
Or, you can reconsider leveraged models like teleseminars or webinars. Now is also the time to get really honest with yourself about whether you want to automate your delivery or if you prefer to keep that touch point in a live format.
4. The biggest question of all: Do I love it?
Look back at the transformation you provide, how you’re going to deliver it, and if it’s leveraged, and make sure you love all of those aspects. Because no matter how well you think you can hide your ambivalence, the truth is, your prospects will be able to tell if your heart’s not all in.
It benefits you to love it all anyway, because, let’s face it, delivering what you sell equals your day-to-day life.
And, seriously, who doesn’t want to love their life!
Honored with the Distinguished Mentor Award from the Business Expert Forum at the Harvard Faculty Club, 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 two 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 find out how to create your OWN Irresistible Offer, click here to learn more, today!