Hard sell: a method of advertising or selling that is direct, forceful, and insistent;high-
pressure salesmanship (opposed to soft sell ).
a method of advertising or selling that is quietly persuasive, subtle, and
indirect (opposed to hard sell ).
So – you’ve got an amazing audience, who you love and adore, and much to your delight and gratitude, the feeling is mutual. You’ve got Facebook Fans, and Twitter buds, and you’ve worked bloomin’ hard to connect with them.
Now comes an earth shaking, life changing time for you – the time to sell.
A time to launch a project that you’ve been pouring your heart and soul into for months. A chance to show the world just what you can do and the worth that’s in it. And you’re jazzed, because your already existing loyal audience are going to be first to get the goods.
So why are you you dragging your feet about blasting into launch? There’s this nagging feeling in your tummy, a nervous drumming of fingers on your keyboard. What’s up, buttercup? Why haven’t you started shouting about your new course or product from the roof tops?
The answer is simple: you’re afraid to sell. And you’re not alone.
By the way, if your reaction to the above sentence is ‘Oh my GOD how dare you tell me what I’m afraid of, you sailor-mouthed, gimpy-headed Irish git!’ (or something similar) well hunny, I’ve got news for you, a selling nerve has just been stuck. It’s okay though, stick with me, I’ve reached deep inside and dug up some wonderful wisdom that’s going to get the both of us past our fear of spamming our beautiful audience with our hard sell. It’s going to move us towards our ethical selling nirvana, and it’s three fold. I call it:
Drop the guilt, See the Truth, and Find A Way.
1. Drop the guilt.
When it comes to my business, I set it up on a tiny income, in order to create an awesome income for myself to help me live the life I’ve always dreamed of. That life I’ve always dreamed of is a life of growth, great adventure and total financial independence and freedom. The aim of my business is to help others achieve exactly the same, on their own tiny income, and their own terms.
So I suppose, in essence, charging my audience for content to help them do just that, is something I find hard to do.
In my mind, it’s not in line with my why I set up my business.
However, I need to let go of the idea that I’m taking without giving. I need to realise that when I’m providing a product which meets my target market’s needs at an affordable price, I’m making quite a positive impact on their growth, both life and biz wise.
So, with all that in mind, I need to drop the guilt, and if you feel it too, so do you.
First, you need to isolate the exact thoughts and beliefs around your business and selling to your audience which are causing you guilt. Then expunge that bad ass shiz in a healthy way. Why? Because at the end of the day, we’re running businesses, not trying to get 1st place at the ‘who feels most guilty’ egg and spoon race. We are worth SO much more than that.
Which brings me to my next point;
2. See the truth: you’re offering value.
Realize the Value and Worth of what you have to offer.
Believing in your product, it’s overall worth and value, is something that you NEED to start doing.
You need to be able to stand up and sing off the reasons why YOUR product or service is going to be a valuable asset to your target audience. This can help you in SO many ways – physiologically it’ll help you build up a strong sense of love and worth in relation to your products, and practically it can help you do things like easily point out the benefits of taking your course at a moment’s notice or in a planned public setting, or even help you write an amazing sales page.
Take a look at the sales page for my most recent course, Mailchimp Magic.
It’s not too shabby, right? In it, you’ll not just see what the customer gets from purchasing the course itself, but you also see what value it has to offer to the customer.
I will admit, it took me a while and a bit of pushing mentally to sit my ass down and write about how awesome something I just created is, but as unnatural as it felt to be blowing my own trumpet, I simply knew it was a step I had to take. I made myself do it by promising I only had to do it ONE sales page at a time.
So, for ONE SALES PAGE ONLY I had to do two things:
1: Define how what I have to offer is valuable and
2: Communicate that clearly, with my target audience in mind.
Did it feel unnatural at first? Damn right it did.
Did I eventually enjoy it, hell yeah! And I’m totally okay with that.
SO – I challenge you to find the value in your own products, courses, mentor ship, coaching, or whatever it is that you do, no matter what the price tag is. Get out a piece of paper and a pen, and list 20 notes of value about what you’re selling. If you can add more the list, excellent.
If you can’t get to 20, here’s an idea: Go back to your beta tester’s testimonials and see what THEY found most valuable / interesting / fun / enticing about your course. If you’ve already sold similar items/ services, get back in touch with your customers and clients and find out just exactly what THEY found was of value to them.
Once again, remember: You need to do this, this is not a luxury or a frivolous act, this is a necessity. You need to be able to stand up and tell people why your course is valuable. You KNOW why it is, now just put that into words.
3. Find a Way – to sell (that suits you – i.e. that satisfies your ethics & morals, and leaves you feeling satisfied, and minus that sleezy ‘ick’ sales feeling).
Okay, so here’s a cheeky secret; If you haven’t already guessed by now, this blog is my soft sell for my Mailchimp Magic course!
Yes! That’s right? Are you feeling duped? Lied to? Like you’ve been played and now we’ll never be friends again and I’m off your Christmas list? Maybe you are. Or maybe you’re not too upset about it all, because even while I’m selling to you, I’m still providing you with FREE and valuable content and information which you can apply to your own business to watch it grow.
That’s how I like to sell and to write / share in general. I like to make sure that my audience get something of value from everything I do. Why? Because that’s what I’d like to receive from a business myself, if it was me who was reading a blog or opening a newsletter.
I also think adding value to every bit of content I produce, free or not, is an amazing way to run my business. So that’s what I try to do with each and every piece of content I release.
So; that’s my way. What about you? If you don’t blog (which you should totally consider doing btw, the world needs to hear your voice!) then you could always consider a sweet give away, or early bird price for your existing subscribers.
You could turn a hard sell into a soft sell by offering a set of educational emails featuring amazing free content, and then a link to your product at the end of it all.
I challenge you to sit your butt down and list 10 ways in which you can sell to your clients, without feeling like you’re doing them wrong. If you’re not sure if your selling ideas are icky or inspiring, just put yourself in the shoes of your potential client or customer as you read through each selling method. Choose the methods that make you feel free and non-pressured.
P.S. – here are some hard sell strategies that aren’t so hard – keep your eyes open in groups on Facebook for those who actually need what you’re selling, then simply link your product under their comment, suggestion that they check it out and simply see if it’s for them. Simples.
Now get out there and share your amazing products and courses with the world. We need them!
Grace : ) xXx