Archives for November 2021

Problems and Consequences

What does your sales presentation look like?

It doesn’t matter if it’s a live presentation in front of people, a webinar, or a formal presentation. The real question is…

Do you think that it’s strong enough to convert the leads that are coming in?

If not, I’m here to help.

I’ve spent the last few emails discussing the importance of understanding your audience’s main problems, and for a good reason.

Your ability in that regard can make or break your business.

That’s because whatever problems that you uncover will be an integral part of your sales presentation.

Let’s say that you’re in the coaching business.

A prospect comes in and says that they’re struggling with sales. It’s at that moment that your sales presentation begins. And it should start by restating the problem.

You could say something like:

“So you’re having problems with conversions. As a result, you’re wasting time and energy for very little productivity. It’d almost be better off if you’d hired someone on commission than to keep a full-fledged sales team.”

Do you see what I’m doing here?

I connect the problem with the consequence. And in doing so, I show the prospect that I know what they’re going through.

You can do the same, regardless of what you’re selling. For instance, if someone’s under a lot of stress, it means that they can’t think straight, which leads to poor decision-making.

Similarly, if someone has back pain, they feel old for their age. They’re unable to enjoy life to the fullest.

You must make such a connection at the beginning of your sales presentation. If you’ve added enough value up to that point, this level of understanding will make the client ready to work with you.

After that, you go on to describe how you can solve the problem. This is a topic of its own and something I’ll talk about in my next email.

Be Awesome,

Blair Singer

If you want know the secrets to deliver a powerful presentation to any crowd, online or offline so they trust, love, and respect you within minutes, I’d like to invite you to click here >>

Why Work for Free

In the past few messages, I’ve been showing you how to find your audience and understand their problems. After you get this done, it’s time to move onto the next step, which is to create a sales presentation.

Before that, however, there’s an important matter that I’d like to bring up.

You see, your sales presentation will depend on your audience’s problems and the target message.

It shouldn’t be a big deal to get to your prospects’ deeply-rooted problems if you’ve been doing this for a while.

You can use all the experience that you have with the market to deepen your understanding. And you’ll get insight into your clients over time and use this information to refine your message.

But what if you don’t have this experience yet?

That’s where this email comes in.

It’s for those who are just starting or don’t have the resources to perform market research. I want to show you how to discover your market’s problems even if you don’t have a lot of money or time to spare.

The answer is quite simple:

You’re just going to have to work for free.

You might be hesitant, but think about it. There’s a lot of value in free work that escapes the attention of entrepreneurs.

When you work for free, you get to learn a lot about your clientele. You also get your hands on lots of first-hand information that’s going to prove invaluable down the line.

Furthermore, you’re not really working for free.

You can (and should) ask for testimonials after you get results for a client.

Even though you’re not getting paid, you’ll be getting something that positions you as an expert in your niche. That’s going to really work out well later on.

Here’s what you can do:

Rather than focusing on short-term gains, you can invest in your future by working for free and get rewarded in the long run.

Be Awesome,

Blair Singer

If you want know the secrets to deliver a powerful presentation to any crowd, online or offline so they trust, love, and respect you within minutes, I’d like to invite you to click here >>

Assess and Qualify

What’s going to make your business more successful right now?

What would put your mind at ease and show you that you can weather this storm?

It’s sales. Right?

I bet you probably don’t care where those sales are coming from or who’s agreeing to work with you. Like most business owners these days, you’d just be happy to be landing new clients.

Except… This wouldn’t be the right approach.

Even today, you don’t want to work with just anyone!

In my last email, I wrote about asking lots of questions. This would allow you to uncover your audience’s deepest problems that you can solve.

But it actually does more than that.

Asking questions allows you to qualify your prospects and cherry-pick those that will be the right fit. You need a system that will make this happen if you want to thrive in the long run.

For instance, I never accept a client unless I’m 100% sure that I can help them. I’d much rather refer them to someone else if I know of a coach that’s more suitable for their situation.

This is why I always do a thorough assessment of all my prospects before I make a final decision. My goal is to see where the client’s at right now and if I can do something to get them the desired outcome.

I come across way too many business owners who try to sell too soon. Don’t make this mistake or it can be costly. More often than not, you’re going to find that working with unfit clients isn’t worth the money.

Here’s what I’m getting at:

Assess a client’s situation and qualify them first before accepting them as your client. Don’t just accept everyone that knocks on your door.

Finding the right match will not only make sales easier, but it will also allow you to do your best work.

Be Awesome,

Blair Singer

Signup for Blair’s Virtual Academy >>

Discover the Real Issues

What is the biggest pain point of your customer?

Can you nail down that underlying issue that you can help them eliminate?

In reality, many businesses don’t understand what their market truly wants. They focus on the surface-level messages without digging deeper to identify the root problem.

I don’t want you to be like those businesses.

You need to learn how to identify the issues that even your customer might not see themselves.


Because when you do this, your marketing and sales effort will start to return much better results.

Think of it this way:

Nobody gets fat from eating one piece of cake. There’s got to be something about their eating patterns.

Similarly, a business doesn’t struggle for a lack of sales. There has to be something in the processes that isn’t performing up to par and affecting sales.

Do you see where I’m going with this?

You need to look beyond the obvious and find precisely what’s causing it.

This is how your audience will recognize that you understand their struggle. And when they realize that you know their real pain, they’re more likely to work with you on solving it.

But, how do you find those underlying issues?

The answer is in asking a lot of questions.

For example, we have a list of 50 questions that we ask our clients to shed light on their business processes. This allows us to know what works and what doesn’t in our clients’ business.

Let’s say that you’re in real estate. You’d need to know the investor’s needs, risk appetite, and all other crucial criteria in great detail.

Just because you have a lower-ticket offer (compared to real estate) doesn’t mean that you shouldn’t dig as much into your audience’s needs.

My advice is for you to start figuring out your audience’s underlying pain as soon as possible. I trust that you now know the benefits.

Be Awesome,

Blair Singer