Archives for August 2021

Do you have the right Audience?

How this Fundamental rule of sales can help you

When was the last time you did market research and updated your target audience? Are you still selling to the same people as a few months ago?

Many entrepreneurs don’t understand this fundamental rule of sales… 

You must know who your audience is at any given moment. And trust me – it will change over time. You can’t just have one unchanging customer persona… Unless you want to waste money and time on sales efforts that have stopped working.

You can have the best product in the world. But, if you market it to the wrong audience, that won’t matter. And you won’t be making enough sales.

In recent times, the market has changed drastically. We live in an unprecedented period that calls for major changes.

And one of the first changes you need to make, if you haven’t already, is to focus on your audience. More specifically, you must know if your target market is still relevant to your business.

In most cases, this won’t be the case. Your target customers from just a month ago might not be your ideal customers of today.

Because of this, I advise you to bring your team together and do some research. Round up the troops with the idea of finding the audience that needs you right now.

No matter what you’re selling, there are people out there who need it. In fact, there are probably many of them. Your only job is to identify those people and get in front of them.

If your sales have gone down, it doesn’t necessarily mean that there’s something wrong with your offer. It’s more likely that you’re not marketing to the right people.

Get your team together and help them sell like there’s no tomorrow. The key is to target the right people.

Be Awesome,

Blair Singer

This one characteristic will impact your success

The most important secret to success

Believe it or not, I have clients who are making a killing out there, pandemic and all.

They’re doubling their conversions and quadrupling their social media reach. They’re getting 20–30% more sales than before!

What’s their secret? Do they know something you don’t?


The easiest way to explain is through an analogy… 

How do you get fit and build muscle? Do you go out for a 3-hour run once a week, or do 100 pull ups once a month?

Probably not. 

You’re better off running for one hour, three times a week, or doing 10 pull-ups every day.

Now, I’m not here to give you fitness advice. But, there’s a very important lesson to learn here… 

Success is largely about discipline.

Your mindset and skills matter too. But, they won’t do much if you’re not practicing consistently. At the end of the day, it’s perseverance that takes your skills in the right direction long enough to see results.

The one thing that separates winners and losers during these times is discipline. It’s the power to keep going when things get rough. It’s the commitment necessary to push through anything.

And, this is something that you can pick up, as well.

Let me get back to the fitness analogy. To build muscle, you must exercise consistently. And you’ll probably have to endure pain before your muscles can grow and strengthen.

Your business works in the same way!

If you give up exercising because it hurts too much, you’ll never get results. 

By the same token, if you abandon growing your business and sales because things are too tough right now, guess what’s going to happen?

If you’re asking yourself, “What can I arm myself with, first and foremost, so I can get through this?” 

The answer is discipline, my friend.

Take the responsibility, make a commitment, and continue to push until you come out on top!

Have you stopped selling?

Your Customers Need You

Tell me, how do you feel about selling right now?

Chances are  you don’t feel very confident, right? Many entrepreneurs are terrified of selling in these crazy times.

Just recently, I got a call from a business owner saying that he had no idea how to sell right now. He felt like a predator taking advantage of people.

Even though you might use a milder word, there’s a chance that you’re thinking the same way. People are angry and afraid, so the last thing you want to do is try and get them to buy from you.

If this is your viewpoint, you need a complete mindset shift…or it could all be over.

Your customers didn’t disappear at the start of the pandemic. They’re still there, and they still need you. Many of them need you more now than ever before!

With this in mind, you don’t have to feel bad or sleazy about selling. You’re not forcing anyone to buy. You’re simply being there for your customer when they need you.

Remember this one rule:

Always be selling!

Without sales, there’s no income. Without income, there’s no safety or stability – only fear and frustration. And I think you’ll agree that we have more than enough of that right now.

There’s no reason whatsoever to stop selling or to feel bad about it. As I mentioned in an earlier email, it’s about finding the people who need what you have to offer.

If you’re struggling to sell to your current audience, it doesn’t mean that you should stop altogether. It simply means that you need to refocus a little and find those who can benefit from what you have to offer.

If you make this happen, you’ll never feel bad about selling. You’ll realize that you’re adding value to people’s lives, not taking advantage of them.

Two things that will help you sell like crazy

How You Can Attract Customers

In my last email, I explained why you must never stop selling. Just because we’re in a crisis, it doesn’t mean that your audience doesn’t need you.

With that said, there are changes that you might need to make to your sales process. Businesses are facing many challenges these days, and you must respond with the right pivots.

In this email, I’d like to talk about pivoting your sales to match the current state of the world.

There are two things that will help you sell right now:

Empathy and communication.

Right now, people are sad, afraid, and angry. They’re missing out on some of the things that they enjoy the most. They don’t have the security that they once had. They’re anxiously waiting for things to get back to some semblance of normal.

Sadly, this won’t happen anytime soon.

And because of that, people need leaders.

I’m not talking about governments and politicians. A leader is anyone who can make people’s lives easier and help them push through these crazy times.

As a business owner, you are one of those leaders.

Your job isn’t to sell. It’s to empathize with people and meet their needs. As I explained in a previous email, those needs come down to income, health, security, and happiness.

You need to show people that you understand them. More importantly, you need to contribute to their well-being in some way. This can be through your content, offer, or anything else that provides value.

Some things about the world we live in will never be the same. You need to adapt to these changes, and your audience does as well. The people who help them do this will win the game.

While you should never stop selling, you do need to change how you do it. Focus on empathy and communication and you’ll attract lots of new customers.

Get more leads, customers, and profit…even now

Be a leader to everyone around you.

A while back, I came across a statistic that shocked me:

The average age of those diagnosed with clinical depression is 14.


How horrible is that? Imagine how many kids and young people are severely depressed, with everything going on in the world right now.

Everything about the pandemic has made people more depressed and anxious.

The isolation is to blame. Your friends, family, employees, and customers are all at risk.

As a leader, your job is to put a stop to this isolation. If you can do this, you’ll get rewarded on many levels.

First of all, it feels good to talk to people. It makes you feel safer and more confident. Nurturing relationships through communication is very rewarding on its own.

But of course, there’s even more that you can achieve.

From a business perspective, communication can translate to leads, customers, and profit. If you can reach out to those who need what you have to offer, your business can thrive. 

I’ve explained before that empathy and communication are crucial. And you need to do much more than that now.

You must let people know that they’re not alone. You need to show your customers that you care about them and that you want to help.

This is how you can sell more than ever before – and feel great along the way. Plus, you can protect your business and put your team’s mind at ease. You’ll be a leader to everyone around you.

Break the walls of isolation and communicate with people. Your business will start to flourish almost as soon as you get good at this.

Problems That Only You Can Solve

The first step to pumping up your sales is to find people with money and a need.

And then, you also need a medium or a way to reach them.

The next step is to discover and verify.

What does that mean?

When you’re selling big-ticket items, such as office equipment or real estate, you want to find out what the buyer wants.

What are their criteria?

What are their problems that those items will help solve?

A great way to know this is to create a questionnaire, like when we do a training interview for a company.

We have a list of about 50 questions we ask them – about their teams, salespeople, selling cycles, those things. Next, we ask them to rate themselves on a scale from one to ten.

That’s how we can show them where they’re weak and where they’re strong.

The same scenario applies here.

It’s helpful to let the customer do a self-assessment when you do the discovery. That’s because it helps them understand their problems. They may think that they need more money, but in reality, there’s a reason they don’t have it.

Nobody ever got fat because they ate one piece of chocolate cake, right? There’s something going on with their eating pattern that’s making them fat, not that single piece of cake.

So, you need to list those problems.

An online questionnaire works well for this purpose. It’s a great way to get an appointment. Offer them a free assessment to see if you can help.

If there’s chemistry, you can continue to work together. If not, you can move on.

How easy is that?

Just be honest and don’t try to sell too soon.

People suffer what I call premature closing syndrome. When you’re so eager to make the sale, they can smell it on you and put up their guard.

That’s why you should show that you have a genuine interest in your customer. Build good rapport and find a way to add value. Help them find solutions to the problems found in the discovery before you make the offer.

That’s the whole deal.

Through asking lots of questions, you discover the issues. After that, you verify their answers and help them connect the dots.

Be Awesome