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 >>

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

Connect and Contact

Have you become isolated because of the pandemic?

But I’m not really talking about social distancing here. 

What I mean is, have you stopped reaching out to your target audience?

I see way too many business owners doing so. But the truth is, the hiding that they’re doing is only risking the future of their businesses.

In the previous email, I described the first step in the selling cycle: you have to find people with money and a need that you can meet.

Once you do that, you must connect with them with the right message.

In the old days, there were two basic ways to do it. You could go door-to-door and pitch in person. Or you could do it over the phone through cold calling.

Today, however, we have so many new opportunities. In fact, it’s never been easier to reach the right people with your offer.

Social media is one of the most obvious channels to use, and for a good reason. Done right, it can be the most effective. Posting on Instagram, Facebook, and YouTube can help you amass a large audience and keep them entertained in these tough times.

Trust me, the returns are going to be high if you can make this happen. 

People welcome any opportunity to take their minds off the doom and gloom. If you give them a chance to do this, they’ll want to engage with you. This will almost inevitably result in more sales.

Now, social media is not the only way to connect and contact your audience. You can go on speaking engagements, send out emails, blog, and do a whole bunch of other things.

If you haven’t been reaching out enough, it’s time to step up your game. 

Just be careful not to dilute your attention on too many channels. Find out where your audience is so you can meet them there and build relationships for growing your customer base.

Consistency, Charisma, and Value

I have shown you some of the best ways to connect with your audience. And now, I want to go over essential tips for this.

As you know, there’s a blizzard out there for most businesses. 

People may be in isolation, but they’re also more connected than they’ve been. Every business is moving its marketing to a handful of channels. It’s becoming hard to cut through the noise and put yourself in front of your audience.

To make your messages more effective, there are three things that you must do.

First, you need to be consistent

You often won’t see immediate results for your marketing and sales efforts. That’s because they’re investments that will only pay off later. If you give up too soon, you’ll just be wasting your resources and not get a chance to experience the results.

Next, you need to show charisma and personality. 

No matter if it’s emails, articles, or YouTube videos, charisma is critical. If your messages are monotonous and generic, most people will ignore them. They’ll devote their attention to those who work harder for it.

To avoid this, you must find a unique voice and use it across all your marketing and sales efforts. This helps you to become recognizable and easily position yourself in the market.

And finally, you must provide lots of value to your audience. They need to feel as if you’re ready to help them for free before they’re willing to pay you.

To sum it all up:

Add value publicly, sell privately.

Irrespective of how you connect with your audience, show them that they have a lot to gain with you. Even if they’re not ready to buy right now, they will be one of these days. 

In the meantime, you should be building strong connections with every member of your ideal audience.

Find People with Money and Needs

Every business has a unique selling cycle. That means you can’t sell the same way for both high-ticket and low-ticket offers. Your sales process must also look very different, depending on whether you’re a wholesaler or retailer.

But that’s not all.

Many other factors influence the specifics of your sales cycle. However, some principles are universally applicable – your type of business doesn’t matter.

Over my next few emails, I’ll break down this cycle into actionable steps that can pump up your sales.

Let’s start with the first and vital step. It’s actually simple:

Find people with money and a need.

Because of the COVID-19 pandemic, your customers from a few months ago might not be your customers today.

For example, someone might’ve lost their job and is now relying on the government to support them. But as soon as that stops, they might not be able to buy from you anymore.

On the other hand, some people might need your products more than they did before. There might be a new audience for you to tap into.

Because of this, now’s the perfect time to do some research and revisit your customer base.

Naturally, the first thing you must do is to see who can afford your offer now. And then, you must see if there’s a particular need that you can meet. Find out how your offer fits into this new context and who might need your help.

Once you’ve done this, you must figure out where your audience is. 

Do they hang out on Instagram, Facebook, or maybe LinkedIn? Perhaps your audience is in church groups or trade associations? Whatever the answer, you must locate your audience so you can position yourself in front of them.

And finally, you need to see exactly what they want from you. 

Many people and businesses just want to survive this period, instead of searching for nice-to-haves. You must structure your messaging to reflect this need if you want to get in front of your audience properly.

So, have you done any of this so far?

If not, you’ve got to start soon. There is an audience for what you’re selling…

You just need to know where to look.

Be Awesome,

Blair Singer