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When something goes wrong with your business, you might think that more leads will fix the problem.

So many entrepreneurs consider leads as some kind of cure-all that will get them more money and solve any challenges.

This might make sense…but only at first. The reality is that new leads can be very costly. It takes six times more time and money to generate a new lead than to sell to an existing client.

Because of this, chasing leads often wastes resources – without giving you the desired results.

There’s a much better way to sell. One that won’t cost you as much, but will generate much better results.

What you need to do is focus on your sales cycle.

Your sales cycle is the process that starts when you go looking for someone and ends with them giving you a check or a credit card.

It’s a multi-step process. And each step must be tight if you want to get the most out of your leads. Otherwise, you’ll just be burning through a ton of leads. Not only will you not make money, you’ll be losing it all the while!

You need to understand how every step in the sales cycle works and contributes to your success.

Think of it as playing golf. Everyone can hit a ball off a tee. But not everyone can get the ball in the hole. To be a good golfer, you need to understand the technique and the steps behind it.

Your sales cycle works the same. When you know all the parts of the game, you can master them and make your sales process highly reliable.

Here’s what I’m saying… Before you go chasing after new leads, find out if there are any on your list right now that you’re letting slip away. You’ll find that to be true in most cases.

Once you’ve found them, stop wasting your lead generation efforts and start working on your sales cycle.

Be Awesome,

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

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?

No.

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!

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.

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.