James: James Schramko here. I’m here with my buddy John Lint from 10XPRO.io. Good day, John.
John: Hey, how are you?
James: Good! John, you know, I had a sales background. And we used to do a lot of training. And I read plenty of books. And there’s one statistic that used to blow my mind. And this was 50% of salespeople never asked for the order.
James: Yeah, and I thought this is crazy. I mean, someone’s doing this for a living. They’re making sales, supposedly. And they do the presentation, they meet and greet, they tell everyone about the features, often a lot about the features. Sometimes they forget to talk about the benefits. And then the customer says, Great! Thanks a lot, I’ll think about it. Goodbye. And that’s it. There’s no offer made, there’s nothing. And I figured this probably happens online, as well. If this is happening in real life, probably happens with people when they’re doing marketing content. And an interesting place where offers could really be made a lot more is not the obvious place.
Of course, we think about a sales page. We’ve talked about that a few times in our little videos. But one place to make an offer is actually in your product, and when you’re fulfilling a product. This is a way that people can get extra help and get more value by going deeper into your solutions. So I want you to talk about that from the perspective of some of the courses you’ve seen put together and some of the funnels and sales pathways that you’ve seen your customers building on 10XPRO.io. What sort of situations have you seen? Do you think this is common, by the way?
John: Yeah, I think it’s common especially for people starting out or who are experiencing with their first funnels, and maybe they are creating their first online course, and they want to set it online. Some people are really concerned. They’re a little bit afraid, you know? We talked about selling from your heels, I think, right? That’s what it is, right?
James: Selling off the back foot.
John: Right, exactly. So maybe you want to buy it. Yeah, here it is. So that translates online to a sales page that is just Hey, name of the product, price and a little icon. And, like you said, some features, that’s it, you know? Because they feel like, yeah, I shouldn’t talk so much about how it’s going to change their life, or I shouldn’t remind them about the product. They’re afraid of asking for the sale, right? They’re just doing their job and just putting some facts and hoping that people are just going to buy. Or at the same time, they give a ton of information about the product and then they don’t really have the call to actions, or at least repeating the call to action, like for example, you’re going to see a sales page that has only one link or one button, when in reality, you always want to remind them that, Hey, here’s what to do next, here’s the call to action. Click on the button below to get started, click to go to the next page, this is what happens, etc.
So you know, I see that a lot in sales pages that are not done properly that way. People are kind of afraid of asking for the sale. And yeah, you do see it as well in the case scenario you talked about where maybe they are now one of your customers, and you have other products that might benefit them, that will help them but you’re not mentioning it, right? You’re saying, I’m sure that one day they’re going to find it, right? They’re going to find it in one of my dark pages on my website, they would find that product. Well, that’s not going to happen. You just need to remind people about what you have, the benefits, what you will do for them, how it’s going to change your life and just tell them, this is exactly what you need to do to get access to it.
You don’t need to be annoying, you don’t need to be obnoxious, you don’t need to be pushy, it’s just doing a job about this is what you need to do if you want access to it. If you don’t want it, that’s fine. We can just ignore that. But for the people who want it, you need to do a good job of letting them know exactly what they should do. It’s as simple as, here’s what you need to do, click on the button below to get access. And you’re basically, yeah, asking for the sale. Instead of being afraid of hey, what are people going to think about me if I do that, you know? If you’re cool, if you provide value upfront, if you help people out, if you have a great product and a great offer, like we talked about before, then people are going to be totally fine with that, you know?
So yeah, I do see that a lot. I know it’s one of the major mistakes that online course creators make, especially when it’s the first online course that they released, and it’s very easy. It’s just getting over that mental roadblock, and just, Hey, let’s go for it. Let’s do our job. We spent all that time creating that online course, we know that we can help people, let’s just do the basics. Let’s just tell them, this is what it is, this is what it will do for you. And especially this is what you need to do next. Now, to get that result, click on the button. That’s it.
James: Yeah, I think you’re right, it definitely affects all first-timers who have a specialty or expertise. And most likely they’ve even got people asking them to teach them or to help them. This is often how the demand starts. And I had someone type in their post yesterday that they were concerned about putting themselves out there, you know, it’s a bit scary. And the thing is, you do need to step out. A turtle can’t move forward unless it sticks its neck out of the shell. Like, you can’t just stay there. If you’re not moving forward, then you’re going backwards. So, it’s part of growth.
I think some of the fear comes down to prehistoric men where we leave the cave and we take risks, we might actually die. But now the risks, the downsides are very minimal if you have a goal. The reality is, in the beginning, in the early days of your product, probably not that many people are going to see your offer until you start getting better with traffic anyway. So it’s a fairly small situation to put yourself in.
And it’s where you get the growth opportunity. And you can’t help people unless you make sales. And you can’t make sales unless you let people know you’ve got something available for them. And sales isn’t something dirty or terrible that we do to someone. Sales is simply a way to help someone see that they can improve their current situation to be in a better situation. And the pathway there if they’re the right prospect for you, is your product or service, which you’ve got up there available. So you need to tell people about it. Which is why once you feel good about selling and you want to help people, it’s okay to mention your products in a relevant setting.
And they’re going to vote with their order button. They’re either going to click on it and purchase. And even that, you know, the odds are it’s going to probably be less than 10% of the traffic you send to that page initially at least until you improve your conversions. So most people will say no, but some people will say yes. And don’t take it personally, if they say no. If the 90% don’t buy now, you’ve still got things in place, you’ve got emails, you’ve got remarketing on social media opportunities to follow that up. And I certainly train about that in SuperFastBusiness, and you train about that inside your membership on cart abandonment sequences.
And they’re not saying no to you personally, they’re saying no to the opportunity at this time. And they’re only thinking about it from their perspective. They’re not making a personal judgment on you. They’re just thinking, Well, no, I can’t yet see how I could be better off for this so I’m not going to purchase. So, that means we might have to improve either the person we’re talking to or the way we word the offer.
So I think that pretty much covers it. And of course, have very clear instructions like super high contrast buttons, put visuals and text prompts, follow people up because you might not always get that first order. So they might need a few requests, and keep doing content marketing. That’s one reason we make these videos, we want to share stories about 10XPRO.io. And of course, the course that we put together for people who want to learn how to get together a course or membership, we put that on OnlineCourseSystem.com. And we don’t mind mentioning it because someone who’s going through that course is actually going to end up with a course or membership that they don’t have right now. And they’ll have the tool, the platform to put that course on and to make sales and that is truly transformational. So I feel good about sharing that as you do, John. And that’s what we’re doing here is putting the word out.
So get out there and tell the world about your offer. And who knows, you might make some sales and let us know. Send us a comment or feedback where you see this video if this is prompted you to take action because that really helps us get excited about making more and more videos just like this, absolutely free, out here to educate and help out.
James: I’ll catch up with you later, John.
John: Thank you!