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Features and Benefits

Most business owners know that the way they structure their offers can have a big effect on their chances of selling.

But do you know the right way to do it?

In my experience, many people focus too much on the specifics of their offer. That’s even though they only must convey its benefits.

If you recall, my last message showed you the connection between problems and consequences. To get someone interested in buying, there’s another link that you need to highlight – the problems and solutions.

Allow me to revisit an example given in that message. If someone has back pain, that’s just the obvious problem. Beyond that, the consequences are feeling old for their age and an inability to enjoy life to the fullest.

If that’s the case, how do you present the solution?

Let’s say that you offer a $600 massage membership. As far as the offer’s concerned, this is the only thing that you should say. You should just move on to the features and benefits straight away – no need to overexplain anything.

For instance, you can say something like:

“We can offer you a $600 yearly massage membership. You’ll get X massages per month so that you can feel relaxed when you need it most. We’ll help you get rid of that stubborn pain through regular massage sessions.”

This is the structure to follow for any services or products. Simply state the offer and then dive into everything that the client will get out of it.

But if it’s so simple, why doesn’t everyone do it?

That’s because people often think that the features and benefits of their offer are obvious… But they’re wrong.

They might be obvious to you, but not to the client. If it were so, the prospect wouldn’t need any converting!

I’ll just leave you with this…

Remember that clients expect you to connect the dots for them.

Be Awesome,

Blair Singer

If you’d like to master finding the right clients which will catapult your business sales, click here>>

Turning No’s Into Yes’s

When someone declines your offer, can you turn it around and change their opinion?

Or, do you find the idea of objection handling terrifying?

I get that it might seem scary.

Because when someone declines your offer, your confidence drops. You might even start to doubt if your offer is worth as much as you thought it was.

Worse yet, you might become paralyzed when a prospect says “no.” This is especially true if they go on a rant as to why they think your offer isn’t worth it.

But the good news is that there’s an effective way to feel unafraid when handling objections. Even better, it can also change people’s minds and get you to really start selling.

I’m talking about acknowledging and asking questions.

Let’s focus on acknowledging first.

You see, the initial reaction to an objection sets the stage for the rest of the sales process. If you feel afraid or diffident, you immediately lower your chances of closing the deal.

Your prospect will sense this lack of confidence. And when they see you doubting yourself, it will justify their reason for saying “no.” From this point on, turning a prospect around becomes extremely hard.

So, what should you do instead?

It’s something so simple that it sounds almost too easy.

Just say “thank you.”

No matter what the prospect says about your offer, thank them. It’s the best way to react to an objection.

To begin with, there are no negative emotions attached to this expression of gratitude. You’re not going to feel scared or awkward. Instead, you’re simply acknowledging and confirming that the prospect has an issue with your offer.

From there, you can move on to asking questions, which is how you can turn the situation around.

I’ll explain this further in my next message so you know exactly what to do.

Be Awesome,

Blair Singer

If you want know the how-to Turn Nos into Yeses, online or offline so your customer’s trust, love, and respect you within minutes, I’d like to invite you to click here >>


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

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