Description
Selling actually has different meanings for different people. A salesperson who loves his or her job may love the term selling. It might feel exciting and wonderful. Another person may feel that it is the worst activity in the world. Why is there such a wide range of feelings? Let’s look at that.
You are probably a small business person if you are reading this book. While the examples used here are for hypnotherapists, you can use it for any holistic practitioner work. Much of it will even work for most small businesses.
Table of Contents
I. WHAT IS SELLING REALLY? 3
A. WHY DOES SELLING HAVE A BAD CONNOTATION? 3
B. SELLING WITH INTEGRITY 3
C. WHY YOU SHOULD SELL AND IT’S NOT WHAT YOU THINK 4
D. RELATIONSHIP SELLING 4
E. WHY DO PEOPLE BUY? 6
F. WHAT ARE YOU SELLING? 7
II. SALES FUNNEL BASICS 7
A. WHAT IS A SALES FUNNEL? 7
B. MARKETING TO SALES FUNNEL 8
C. TRADITIONAL SALES FUNNEL BY THE NUMBERS 8
D. INTEGRITY SALES FUNNEL 9
E. WEB BASED SALES FUNNEL 9
F. FULL CYCLE SALES FUNNEL 10
G. WHAT IS THE BUYER’S PROCESS? 11
H. WHAT IS THE SELLER’S PROCESS? 11
III. PRICING YOUR PRODUCTS AND SERVICES 12
A. PRODUCTS AND SERVICES IN A SAMPLE PRODUCT FUNNEL 12
B. SELLING VALUE VS PRICE 12
1. How to Handle Someone Asking the Price? 12
2. What is the Value You Bring Someone? 12
3. Stories Sell 13
4. Presentation Determines Price 13
C. HOW TO PRICE PRODUCTS AND SERVICES TO OVERCOME COST OBJECTIONS 13
1. Shift your marketing to engage your customer’s emotions first 13
2. Help your potential client see the true value of your products and services 14
3. Be sure to offer attractive choices so your prospect will feel in control 14
4. Appreciate your existing clients! 14
5. Evaluate your pricing regularly 14
D. TIPS TO HELP HYPNOTHERAPISTS PRICE SERVICES APPROPRIATELY 15
IV. USING GIVEAWAYS TO HELP SELL YOUR SERVICES AND PRODUCTS 16
A. WHY GIVE SOMETHING AWAY? 16
B. WHAT CAN YOU GIVE AWAY? 17
V. PHONE CALLS WITH PROSPECTS 17
A. HOW TO CONVERT PROSPECTS ON PHONE INTO CLIENTS 17
B. SUMMARY STEPS FOR TALKING TO PROSPECT BY PHONE 18
C. HOW TO DO A FREE CONSULTATION CALL 19
1. Section 1 – Create Rapport/Trust/Credentials 19
2. Section 2 – Find out their Problem and their Pain 19
3. Section 3 – Finding a Solution Agreement 20
4. Section 4 – Another Problem and then Find Solution Agreement 20
5. Section 5 – Gain Prospect’s Agreement to Move Forward with Solution 20
6. Section 6 – Get Signup/Appointment 21
7. Misc 21
VI. SELLING WITH A FREE TELESEMINAR 21
A. BULLET POINTS IN YOUR MARKETING 22
B. SAMPLE INSTRUCTIONS DURING THE TELESEMINAR 22
C. HOW TO SELL WITH INTEGRITY 22
VII. WEBSITE ARTICLES AND BLOG POSTS FOR VISITORS 23
A. HOW TO CONVERT WEBSITE VISITORS INTO CLIENTS 23
B. WAYS TO CONVERT YOUR WEBSITE VISITORS INTO CLIENTS 24
C. EFFECTIVE WAYS IN CONVERTING SALES PROSPECTS INTO CLIENTS 25
D. EFFECTIVE WAYS TO CONVERT YOUR WEBSITE VISITORS INTO CUSTOMERS 26
VIII. EMAIL MARKETING 27
A. HOW TO CONVERT EMAIL READERS INTO CLIENTS 27
B. EMAIL SALES CAMPAIGN 28
IX. GIVE AWAY EBOOKS, AUDIOS AND VIDEOS 29
X. HOW TO SELL ONLINE WITH SALES PAGES 30
A. ABOUT SQUEEZE, SALES, REGISTRATION AND DOWNLOAD PAGES 30
B. SALES PAGE AKA SALES LETTER 30
XI. CATCH THEIR INTEREST WITH AWESOME WORDS 36
A. CREATING GREAT TITLES FOR ARTICLES, BLOG POSTS, EMAILS 36
B. DYNAMIC WORDS FOR TITLES 38
1. Action Words 38
2. Smart Words 39
3. Power Words 40
C. GREAT HEADLINES AND TITLES 41
1. Key Elements 41
2. Headline and Title Examples 41
3. Email Subject Line Examples 43
D. USING WORDS FOR A PERSON’S TYPE 45
XII. GET OUT OF THE WAY FOR MUTUAL SUCCESS 46
XIII. WHAT ARE THE NEXT STEPS? 49
