Lucrative selling without sounding like a slick-haired salesman
(Emotionally engage your clients and compel them to buy)
See emotional engagement in action and Click the Play button to watch now:
(Note: I crafted this script entirely myself in under 15 minutes)
If you now desire coffee or some energy drink, then discover why and keep reading.
One of my clients once sold $4.4 million in one month.
Here's what she has to say about my selling methodology:
I come from sales. I'm going to play devil's advocate
The fact that Jake paints such a good picture -- the reader gets emotionally involved.
People buy if the emotional part is there, because they get real-world instant gratification.
She sums it up in 1 minute and 4 seconds...
Click the Play button and watch how I put the human part back in sales:
Look, this is the most important page on this website. Please read this entire page because...
I’m going to give you the secret right up front
And after you read this, please take a moment and really think about what it means.
This is the crucial difference between what we do and what everyone else does, and it is why our sales messages get people to click buy and other sales messages get bounces.
It will work for you too – absolutely guaranteed.
I know this because I’ve been helping online business owners with this since 2016, when I first crafted my selling structure.
Read what one of my clients, Kamil has to say:
I had no idea if my sales page sounded too preachy
With so much clickbait, people are put off when they smell cheap persuasion.
I'd rather avoid the style of being super sales-y.
Now I'm sure I'm not making any blatant mistakes -- hitting on the pain points without sounding dramatic.
I have peace of mind and confidence that what I'm putting out there is good.
My client Kellie has more to say about persuasive selling:
Hit those pain points.
The reader can relate to the pain points.
If it's a problem for the customer, she'll listen to you all day long.
Give them a little bit of the history of what's happened to make them think, "Wait... maybe I do need that."
Then the customer feels that problem right now. That's exactly what Jake did.
Ok, here goes … that secret:
We don’t talk about all the features and benefits of our product.
In fact we start by only talking about one feature. We craft an entire story around that one feature. Not a 'once-upon-a-time' story, but an engaging narrative.
Storytelling taps into the reader's emotional core allowing us to relate to him
This results in a sales message where:
#1: you paint an emotional picture
#2: the reader feels pain right now.
#3: the reader buys your product and gets real-world instant gratification
----- Let that sink in. Read it again ----
Maybe this storytelling stuff sounds like fluff
Here's what my client, Jamie, an initial doubter has to say:
I thought your sales pitch example was a lot of fluff
That's where I was wrong.
You're truly speaking to someone's problem and you get that right.
You can talk about the problem and they're thinking, "Yes, okay, that's what I'm going through."
The more you understand your audience, the more likely they are to buy.
They're more likely to relate.
But if your sales page is NOT relatable, they might write you back saying "This is useless."
It's about a deeper understanding.
You're going to be able to relate with your audience more.
You're going to get them nodding their head. The 'yes-cadence' -- Socrates' way for influencing people.
You're going to get them to say, "That's how I feel."
With every 'Yes', they're more likely to buy your product.
Storytelling is based on the Science of Neurology
Princeton Neurology researcher Uri Hassan declares the following:
As you relate a character's desires through a story, the reader picks up the same desires.
When trouble develops, the reader gasps, and when desires are fulfilled, the reader smiles.
When you tell a story, you transfer experiences directly to the reader's brain.
They feel what you feel. They empathize.
The human brain is hard-wired to listen to a story
Think about a movie...
A movie still seems like a bizarre way to tell a story.
A movie is colored light shown on a rectangle accompanied by sound.
Yet humans pay hundreds of billions of dollars on the film industry.
Look, I know a sales message isn't a movie.
But the underlying guideposts remain the same...
A story evokes emotions.
How the engaging structure sprouted from the ashes of my humiliation?
In 2016, I worked in-person with the Thrive Themes marketing team.
Click the play button and watch the video to discover my story:
Can't watch the video: click here to expand a summary
We had to practice live sales pitches -- impromptu. With a mere 15 minutes to study a product
After my first attempt, I got absolutely grilled by my marketing teammates.
Sweaty palms. Beads of sweat on my forehead. An almost dehumanizing sweep of humiliation.
I knew I had to change something
This moment was the spark I needed.
The fuel was all my months on months of training.
My next sales pitch... same 15 minutes of preparation. Same scenario
Except this time, people bought.
I got rave reviews.
After my 3rd sales pitch hit home, my colleague Stephanie asked: "What was the structure you used?"
That's when I knew I had something.
From that, my selling sequence was born.
I quickly threw together a text document and Slacked it to her.
What was the structure you used in your sales pitch?
I promise, if you even follow this sequence, you'll be leagues ahead of everyone else:
Click to reveal my initial 7-step selling sequence
- Agitate Problem
- General Solution
- Consequences of Competition (NOT differentiation)
- Call to Action
Since then, I dove deep into sales messages and persuasive selling.
I started to unpack my ignorant competence.
I hosted a workshop: Write Your Sales Page
(without sounding like a slick-haired salesman)
To start the workshop, I gave an example using my story-based selling framework.
I don't like coffee, but...
... I was thinking, "That does sound good. I can understand this."
You were in this person's head -- that's the goal.
Your sales pitch felt effective.
You had everything down.
I've never drank a cup of coffee in my life...
... but I can relate to the people's desires and emotions.
"I want to get stuff done on Friday afternoon without the hardship. Ohhhh, that coffee is going to be my savior."
People who don't even like coffee were drawn into the story-based narrative.
They were emotionally engaged.
They wanted to buy.
If you’re interested, I want to show you behind the curtain.
Discover how I approach selling to:
- emotionally engage the client,
- speak to their true desires, and
- relate with your client and compel him to buy (without sounding like a slick-haired salesman)