630: Selling Is Not Hard…Here’s My Strategy & Why

Contrary to popular belief, I don’t think selling has to be hard. Like… at all. The thing is, people are always looking for solutions to their problems, and they’re willing to pay for them if their need is urgent enough. So many business owners make the mistake of thinking they need to convince, persuade, or beg for the sale when actually, they’re missing the whole point. In this episode, I’m sharing with you the two things you need to make sales literally SO easy and have consistent revenue flowing into your business.

I’ll be sharing:

• The core concept of how people are intrinsically motivated to seek happiness and solve their problems.
• Why people are willing to pay to solve their problems, whether it’s a broken hot water heater or overwhelming stress in their business.
• Why you need to “open the door” before you can sell anything.
• The KEY to successful selling that feels easy.
• The ONE THING you need to seal the deal.

… and so much more.

This episode was inspired by my Emerge program where I help new(er) businesses create an irresistible offer and marketing strategy that secures their first 5-10 sales WITHOUT paid ads. Doing this ensures that your offer is validated and will carry your business to the 6-figure level and beyond. If you’re interested in learning more about if this is a good fit for you, click here to set up a call with my team

Tune in for a JUICY episode with two extremely key factors to effortless sales EVEN in a challenging economy. My clients and I are not struggling right now, and you don’t have to either! 

Like the podcast? Leave us a review on Apple or Spotify.

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Ways I can support:

[ENTREPRENEUR EVENT] FREE in-person event in Austin, TX for ALL Hirsh Community members! https://www.notforlazymarketers.com/experience

Tired of inconsistent revenue & marketing strategies that leave you overwhelmed? Whether you’re just starting out or ready to scale to multiple 7-figures, book a call with Team Hirsh to see how we can help: http://helpmystrategy.com

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READ THE EPISODE TRANSCRIPT

Emily Hirsh:

Hello my friends, happy Tuesday! If you are tuning in live, I am buzzing with excitement. We are t-minus like six days from when I’m recording this until the ultimate entrepreneur experience event. Oh my gosh. If you are on the fence if you have seen this event and you’re like I really want to be there and you’re going back and forth and you’re like I don’t know should I book the ticket should I book the hotel should I get the childcare all the things this is your sign because we have I think we’re at like 9 spots until our venues capped. And you guys I mean this is a free event like I am funding this event I am not saying this because I need a bunch of people there truly from the bottom of my heart this is going to be 1 of the most incredible events. That you have ever had the opportunity to go to and here’s why it is the embodiment of having it all in 1 event of the networking, the business strategy, the connections the play the dance, the fun, the challenges like everything and. I am all about experiences right? I look at marketing as an experience. I look at life as an experience. I love creating epic experiences. I love having epic experiences and so I’m really good as I’ve discovered as I create this in-person event and also creating in-person experiences.

Every detail every minute of the day. Every part is intentional and it’s going to be so good it’s going to be so good like I just am so excited to watch it unfold and I mean most likely what’s going to happen like this is the real truth most likely what’s going to happen. There’s a specific purpose for this event. There’s something I’m announcing that was the original intention and inspiration behind it like I wasn’t like oh this year I’m going to do a free event I have something really big I’m announcing and I went to my group of peers and I said. I want to do something big. I want to do something different and that’s kind of how this was born. I think that likely there’s a chance I will do some sort of event once a year similar to this but it will never be like this first one. It will never be as intimate. It may not be free like there won’t be another chance. The announcement I have, the things we’re doing around that like that’s not happening again. So if you’re on the fence really and truly we have 8 8 or 9 spots I just looked at the numbers. We just put in our t-shirt order at the last minute to get as many sizes as possible right. And this is your chance is the last one I mentioned on the podcast. Otherwise follow along on my Instagram this weekend because like I literally have full body energy pulsing through me just talking about it. It is going to be incredible. Not for lazymarketers.com/.

Experience will show you the 2 options you can come for the full day which is really a half day um or or just to the evening portion and then there also is a virtual option I mean it won’t be as cool as in person because you just can’t replicate it. But at least it’s something so get your name on one of those lists. Okay. Was inspired to record today’s podcast because I’ve been working on training for my emerge program which is in the final phase of emerge. It’s about selling their offer and I give them my entire strategy and blueprint and scripts and entire process. For selling this offer that they work to create and build the assets for and the way I teach in a mere how to sell an offer is actually not with a multi-step complicated funnel I believe that at that stage you just need to get your first few sales get money in the bank prove the offer and then you can build the webinar the lead Gen and all those things and so. I don’t teach them to build this big funnel out the gate because I want to keep it simple and as they quickly realize and as everybody quickly realizes having a webinar in emails and all these things. It’s a lot when you’re doing it by yourself. It’s possible. That’s what I teach in essential. But before we do that I need them to sell their offer. And make some sales so the way I teach them to sell is actually through having conversations and connecting with people and I said something in 1 of the trainings that made me go I need to turn this into a podcast because it’s a really important thing which is the concept that selling is not actually hard.

Like I think that people have a total misconception most of the time and miss subconscious belief around selling and I think that’s why people have a lot of fear and shame and discomfort and they end up like not. Speaking up and there’s all these people who talk about oh you’re worth in charge what you’re worth and you know make sure you sell shamelessly all those things and I think because that stems from this idea that selling is hard that it’s hard to get somebody convinced to buy your thing. And I don’t think that’s the case, selling is not hard because here’s the reality here’s the fact I don’t care how bad the economy gets people are still going to spend money and people still need help no matter what is happening everybody including you. You need help today right? with something in your life in your business and your health with your relationships like you have problems and you want to solve those problems we are motivated to solve those problems because we are all intrinsically motivated to seek a state of happiness. And perfection and like homeostasis in our life. So if we have a problem in our business with our friends, with our family, with our health that is taking us out of that state of being of that like I’ll call it homeostasis of happiness. We want to solve that problem.

Now the more it’s taking us out of that state the more urgent we want to solve that problem. That’s why if you have something I’ll give you an example if I have something like I had my hot water heater broke. Okay, no, it actually didn’t it ended up being a propane link. Whatever, I didn’t have hot water in my house so you can bet that my homeostasis of like that being okay. It’s pretty urgent that I get hot water back. I mean I do love my cold showers but I don’t want to take cold showers every single day and my kids definitely don’t want to take cold showers. So my urgency to solve this problem is a 10 right. I need to solve this problem as fast as possible. So I am ready to. Give money to whoever can solve this problem as fast as possible and as best as possible and I’ll do whatever it takes. Let’s say I don’t have any money. Well I’m still gonna figure it out. I’m going to get a loan. I’m gonna use a credit card like whatever okay because I have a 10 out of 10 problem that I need to solve to get back to my normal state. Now if I have a problem in my business where let’s say I’m overwhelmed. Okay now it’s going to depend on how much this overwhelm is taking away from my homeostasis of happiness that I need to solve that problem. But if I have that problem and I come across somebody. Who I am convinced that they can solve that problem for me. I will buy from them because I know I have this problem and it is taking away from me being present with my family, me getting my workouts and me being happy. My point being that selling is not hard when

You do things this certain way. I’m going to talk about why because people want to solve their problems. People will spend money to solve their problems if the perceived value and the perceived notion that their problem will be solved and it’s worth that to them. Is this right? So your job if we understand at a foundational level that the selling itself is not hard then what do we have to do to make selling easy. Okay, well first of all. Most of the time if not all of the time I’m not going to buy something if I don’t trust the individual or the company that I’m buying from like I don’t think you could name very many times unless you’re in an emergency house situation. Like you don’t have hot water and you’re like well I’ll go with this company right? But to spend money you first have to trust right? So your first job in marketing to get someone to want to buy from you is not like I got to convince them. I have to. I have to persuade them, I have to negotiate with them, I have to sell to them. No. The first thing we do to make selling easy is we build trust because if someone has this experience where they come into interaction with you or your brand.

Whatever happens in that interaction. Maybe it’s through content. Maybe it’s through a webinar. Maybe they come to my in-person event and a connection is formed. A bond between you and the business and that person is formed and now they start to trust and they’re like okay. I trust this person. I see that she he is genuine, that they are experts, that they know how to solve this problem, that they have experienced doing this, that they can back it up now. I have this trust and this problem that I know that I have first of all. The next time it comes to the surface or I really want to do something about it. The first person I’m going to think of is the person I trust but number 2 once you establish the trust then you need to have the answer to the problem. That’s so good. They’re going to beg for that answer right. There’s going to be a variance of people that you come into contact with of how urgent it is for them to solve their problem. Okay, so for me, not having hot water is 10 out of 10 urgent. I’m gonna solve that problem asap to the first company who can do it quickly and do it well and do it for a reasonable price. Now if you’re somebody in business who you’re having a problem making sales and maybe it’s been thirty days of you trying and trying and you’re not making sales and you’re frustrated. You’re overwhelmed and you’re like I know I can’t do this by myself.

If you’ve been actively trying to make sales for a while you’re going to have a bigger sense of urgency to go solve that problem than somebody who’s like I just started my business yesterday and I haven’t made sales yet. But maybe I can still do it by myself. So why I’m saying this is you’re going to come across people who have. Different levels of urgency to solve their problem but regardless they still want to solve their problem. So your marketing needs to number one build the trust which opens a door of possibility for them to buy from you and number 2 have an offer. That is so good. They’re like I need that because I know it will solve my problem and maybe that maybe they’re not ready today for it but they are in sixty days right and and we play the long game in business. So backing it up to what I was teaching in emerge. I was trying to get people to see that we’re moving into this phase where it’s time to sell your offer and you’ve worked so hard to create this offer like what I have them do in emerge is incredible. They all have irresistible crazy good offers because they go through like. The boot camp of boot camps to create good offers. You can’t get out to the other side without creating a good offer because my team also reviews the offer and gives you feedback on it and then gives you feedback on the sales page. So. At this point they have a good offer they have.

Built their foundation. Their ideal customer, their ideal customers’ pain and frustration desire. They tied that to the offer they built the offer they have a customer experience. They have a sales page right now they’re ready to sell and what I was teaching them was. It’s not about now like let me go and beg for sales or let me go try to really convince people to buy my thing and ask all these people and send cold Dms and focus on the sale like yes we want sales but the faster you understand in all marketing. Sales are a byproduct of everything else. You do the faster you’re going to be successful. So in this case in emerge they have this offer. They’re ready to sell. They have a sales page. It’s not about just going and messaging as many people as they can and saying hey here’s my offer. It’s really awesome. Do you want to buy it? No step 1 is build the trust open the door. The door is locked right now for the people who don’t know you. They’ve got the door shut. You have to make the interaction where now the door opens and we do that by establishing ourselves as an expert. Serving people. We can do this in all different ways. I mean one of the ways that you can do this is through content. My podcast opens the door for you guys to say oh I trust Emily she’s for sure, an expert listen to what she’s saying.

She sees behind the scenes her team does this. She’s gotten these results. She talks about how the doors now open. I’m either so in a 10 out of 10 urgent place that I need marketing help or I’m in the middle. I know I need it but I’m going back and forth. I don’t know or maybe I don’t need it at all right now. But in three months that’s going to shift and who am I going to think of Emily every single time for the people that the door has been opened so instead of just immediately sprinting towards like let me convince people. Let me tell them about my offer. Let me try to get this sale. And oh my god it’s going to be so hard because I got to convince people and it’s a recession and the economy and blah blah blah no sprint towards let’s build the trust let’s build the connection. So essentially the way I teach this in emerge, you need to have conversations, not conversations about your offer yet. Conversations that first open the door then you can bring your offering you need to focus on them make the conversations about the ideal customer. What are they struggling with and what do they want? What do they need? How can you support them now that the door’s open and keeping in mind people want. To solve their problem. So once the door is open we say and now here is an offer that is so good. Why would you say no to it because you just told me about this problem that you have and then depending on how urgent of a problem it is for them. They’re going to buy sales. It’s not hard.

Selling is not hard when you’ve created trust and you have an irresistable offer doing those 2 things I’m not going to say it’s hard but you have to be intentional. It doesn’t happen overnight. It doesn’t happen with somebody’s Abc template. And it doesn’t happen copying somebody else and doing it in one week like those 2 things take intention and take really connecting to and putting your ideal customer first and making that the priority making that the intention making that the goal. And then selling’s easy like honestly you guys? Um I recently shifted ah who’s doing my sales in my company and um the feedback I’ve gotten from everybody who has been trained on. It is like oh it’s so easy to sell for you. Like to sell this offer is so easy and I said yeah because by the time they get to a call. You’re not persuading and convincing and begging right? It’s not hard by the time they get to a call they’ve built. Trust they’ve built a relationship with me. They have a desire for what I can do for their business and my company can do for their business and then you just explain the offer and the results the offers create that I have and it’s a no brainer now getting to that place has taken me years.

But I’ve refined my offer dozens of times my offers but now it’s not hard. We’re not convincing. We’re not begging ever and it’s not like oh my god it’s so hard to make sales. It’s easy to make sales once they get on the call. The part where I put the most effort into is actually getting them to book the call to have the trust and then having the offers that back that and are so good. So selling is not hard but selling and making it easy. It actually should feel easy to sell. There’s something wrong with your foundation if it doesn’t feel easy when you sell it. There’s something wrong with your offer or there’s something wrong with what’s happening leading up to the sale if it feels hard. You have to be intentional with everything else you do. Sales are a byproduct of everything else. All right you guys I hope to see you in Austin Texas on Saturday. I’m so excited and I hope you guys got some value from this and just really looking at your priorities. Looking at where you are thinking. Maybe the problem is or the focus needs to go in your marketing, the focus needs to go in the trust and the relationships and the experience you create that leads to the sale and then the focus needs to go into the offer itself and how to create an actual.

Irresistible offer because I’ve talked about this before but that is actually the most important thing to your marketing because if you have an offer that people don’t really really want everything you do is going to be hard if you’re like I think I need emerge then go to helpmystrategy.com book a call and you can chat with us about emerge and let’s say you’re in emerge or you are in essential if you come to Austin next week and you also get to go to a free vip day on Sunday I’m hosting a free 4 hour ish vip day where we’re going to do hot seats in business brainstorming and person coaching and there will be an optional breathwork session beforehand so all right everybody I will talk to you on Thursday.