My 3000th Post: How To Monetize The Problem In Selling And Never Hear "That's Too Much!" Again

10 replies
If you've ever
  • been told the knee-jerk reaction of "That's Too Much!" from prospects
  • talked all the way through a sales pitch only to discover that your prospect can't afford what you offer
  • demonstrated what you offer for a prospect, spilling the beans on how you do what you do, and then found out that they just don't need what you offer badly enough
and felt the sinking feeling that you've wasted your time, then I made this video for you:


You'll be astonished at its simplicity.

Work with it, personalize it, make it yours! This is an easily-learned but little-used method of qualifying prospects and getting them to see the value of what you have to offer.

Want more like this?
#3000th post #3th #hear #monetize #post #problem #sales #selling #that too much
  • Great information as always jason.
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    • Profile picture of the author umc
      Nice share Jason. Love the simplicity of getting them to essentially name their own price, to engage their minds in the process and make it real to themselves.
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  • Profile picture of the author wsiebler
    Wow some of the best sales advice I have ever seen thank you Jason.
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  • Profile picture of the author swords
    Awesome video! Would love to ask a few questions:

    1. You gave mobile websites as an example... how can you guarantee them X # of people 'extra' based off just getting them a mobile website? Mobile websites are great for businesses, but they don't generate 100% more unique visitors (as some people just view that non-mobile site anyways)

    2. I assume you're always targeting people that have search volume that is viewable so you can estimate the traffic you can generate? What do you do about small towns that don't have search volume - avoid them?

    3. We all know you've been around the block for a while selling offline services... My biggest question to you would be: what happens when you don't deliver? Or have you learned to completely underestimate the traffic you can guarantee them? For example, in your video you tell them to multiply a traffic amount (that you give to them) by their average sales... So that traffic number would be what your customer is expecting, and if you deliver, let's say half, then you're going to have one pissed off client. My guess would be an incredible underestimate just to save your butt?

    Thanks a bunch if you have the time!
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    • Profile picture of the author Jason Kanigan
      Originally Posted by swords View Post

      Awesome video! Would love to ask a few questions:

      1. You gave mobile websites as an example... how can you guarantee them X # of people 'extra' based off just getting them a mobile website? Mobile websites are great for businesses, but they don't generate 100% more unique visitors (as some people just view that non-mobile site anyways)

      2. I assume you're always targeting people that have search volume that is viewable so you can estimate the traffic you can generate? What do you do about small towns that don't have search volume - avoid them?

      3. We all know you've been around the block for a while selling offline services... My biggest question to you would be: what happens when you don't deliver? Or have you learned to completely underestimate the traffic you can guarantee them? For example, in your video you tell them to multiply a traffic amount (that you give to them) by their average sales... So that traffic number would be what your customer is expecting, and if you deliver, let's say half, then you're going to have one pissed off client. My guess would be an incredible underestimate just to save your butt?

      Thanks a bunch if you have the time!
      It's up to YOU to provide a solution to your prospect that you know can deliver the results. I think everyone is clear on that. So if you have to add SEO or another traffic generation method to your service to get the results, that's what you do. (Hmm, now the investment is going up, isn't it?) And the reason we discuss the results is so that you're both clear on what's expected.

      However, I did not say the word "guarantee." The numbers are the prospect's numbers. Don't promise what you can't deliver. Use the word "conservatively" when asking your prospect about proposed sales figures. And it's your job to adjust up or down based on what you know to be true. It's a lot easier to adjust than to throw out a number and have it get shot at.

      The solution comes at the end of the process, not at the beginning. At this point, we are trying to get a picture of our prospect's world, and where we can take them, before we invest any further energy on them. Qualify first. Sell second. How you get it done is nowhere near as important to your prospect as the results. You can stand out from commodity providers ("Here's a website") by showing your prospects that the solution you're providing will be effective...rather than a slapped-together billboard in the middle of the internet desert.

      You can apply this to any selling situation. Just use your brain.
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      • Profile picture of the author swords
        Originally Posted by Jason Kanigan View Post

        It's up to YOU to provide a solution to your prospect that you know can deliver the results. I think everyone is clear on that. So if you have to add SEO or another traffic generation method to your service to get the results, that's what you do. (Hmm, now the investment is going up, isn't it?) And the reason we discuss the results is so that you're both clear on what's expected.

        However, I did not say the word "guarantee." The numbers are the prospect's numbers. Don't promise what you can't deliver. Use the word "conservatively" when asking your prospect about proposed sales figures. And it's your job to adjust up or down based on what you know to be true. It's a lot easier to adjust than to throw out a number and have it get shot at.

        The solution comes at the end of the process, not at the beginning. At this point, we are trying to get a picture of our prospect's world, and where we can take them, before we invest any further energy on them. Qualify first. Sell second. How you get it done is nowhere near as important to your prospect as the results. You can stand out from commodity providers ("Here's a website") by showing your prospects that the solution you're providing will be effective...rather than a slapped-together billboard in the middle of the internet desert.

        You can apply this to any selling situation. Just use your brain.
        Great post right here folks.

        Thanks so much Jason!

        Edit: A burning light just came on. So what you're saying is that you don't actually sell them ANY particular service to get these results, but rather do the offline methods that you see would beat benefit them? If they have lots of bad reviews, ORM would be one of your main tactics, however you aren't actually charging them for a separate ORM service, but rather the results it yields in your whole monthly package. Is that right? Kinda?
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        • Profile picture of the author Jason Kanigan
          Originally Posted by swords View Post

          Great post right here folks.

          Thanks so much Jason!

          Edit: A burning light just came on. So what you're saying is that you don't actually sell them ANY particular service to get these results, but rather do the offline methods that you see would beat benefit them? If they have lots of bad reviews, ORM would be one of your main tactics, however you aren't actually charging them for a separate ORM service, but rather the results it yields in your whole monthly package. Is that right? Kinda?
          Find out the results your prospect wants first, and the problems they're experiencing that block them from doing so. THEN apply your toolbox to fix the problem, and charge for it.
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  • Profile picture of the author dave147
    Originally Posted by Jason Kanigan View Post

    If you've ever
    • been told the knee-jerk reaction of "That's Too Much!" from prospects
      YES
    • talked all the way through a sales pitch only to discover that your prospect can't afford what you offer
      YES
    • demonstrated what you offer for a prospect, spilling the beans on how you do what you do, and then found out that they just don't need what you offer badly enough
      YES
    and felt the sinking feeling that you've wasted your time, then I made this video for
    Great info thank you Jason!
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  • Profile picture of the author laurencewins
    Congrats, Jason, for achieving 3000 posts. I am nearing 1000 and I thought that was a lot. Your contributions to this forum are invaluable.
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    Cheers, Laurence. Writer/Editor/Proofreader.
    Website / Blog for more info.

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  • Profile picture of the author MyLuckyYear
    Very useful information. I also check out your website pain free profits. Great gems.
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