The RIP Show

TRS 09 – Closing Sales and Calls To Action

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Host: Richard Chancey
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What You Will Learn

1. How to Convert Sales
2. The Four Numbers We Focus On
3. The 10 Rules of Calls to Action

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Books

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Tools

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Transcript +
[00:00:00] The RIP show where it's all about building revolutionary information products so you can work smarter and scale your business faster and now your host. Richard Chancey.

[00:00:12] Welcome or welcome back to session number nine of the show this is your host Richard cheesy and today is the day you've been waiting for. Today we're going to talk about all of our favorite subject closing sales are converting sales making money whatever you want to call it. Today is the day where we're going to dive into that. Now we are in the middle of a six or seven part series Inside of season number one of the RIP show. So the first season I really just wanted to focus on deep diving talking to you about information products. Now we're doing a little mini series Inside of that talking about this thing called the perfect customer life cycle and the perfect customer lifecycle is seven stages with the first stage being a attract traffic we talked about that in session number six. And then in seven session said and we talked about capturing leads then we talked about in-session number eight nurturing prospects. Today we're going to talk about converting sales and then in the next couple of weeks we're going to talk about Deliverance satisfice What do you do after people buy selling and then getting referrals. And that'll either be two or three more sessions depending on how the notes map out. So before I dive in and I start talking to you about converting SALES I want you to know that there is a difference between closing sales and calls to action.

[00:01:24] I'm going to jump back and forth between those two ideas throughout this session today and it's so important that you know that that calls to actions are relevant to every stage in your sales funnel process closing sales is generally what we think about when we think about getting people to get their wallet out and taking action. OK so there is a difference. Now if you're in a business where you're closing sales part of your sales funnel is not actually closing sales. A prime example is the church world. I sell a lot of digital products to pastors into churches well converting sales to them is not money converting sales to a past or might be getting somebody to go from sitting in a row to volunteering in the church. Sometimes it's getting them to give but a lot of times it's just that point of call to action where you're trying to get people to move from one stage to the next. So there's a lot of overlap between closing sales and calls to action. And I just wanted to clarify that a bit before we dive in and start talking about closing sales so let me jump in now and just talk about this now. There's four metrics that you want to measure in this closing sales process. Now keep in mind there's a huge difference between selling off line and selling online. There's a lot of similarities you still have to really understand your customer and you have to put a value proposition out there. The things that are different is closing sales online. We can actually make ourselves process better over time.

[00:02:42] OK we can offer two or three different pitches we can offer two or three different ads or two or three different e-mail sequences and there's really four numbers in my business that we focus on and keeping in mind as we move through this 90 percent of the sales that we make are from video right. We do webinars we do many webinars we do a lot of content where we drip out emails that drive to videos. Most of the time when we're putting an offer in front of people it's in a video format where we're driving people to an order form or a sales page. But it primarily begins with that video. So there's four numbers that we tend to focus on are click through rate optician's or show up rates and our sales conversion. So let me explain what each one of those is really quickly. And I did a great I did a great I did a really good training on this for one of our training products called Facebook Ads ultimate blueprint where we talk about these metrics and I show you an Excel document that talks about the power of these metrics and how they compound over these four numbers. You can find that if you go to Richard Cheney dot com forward slash register and then search metrics and you'll find that training in there that register site is for my free membership if you haven't signed up already you can go there if you have signed up. Go to that link and there's a log in there as well. OK so click through rates suck about these one at the time click through rates or if we run a Facebook add to web opt in page. The first metric I want to look at is how many people were clicking through that ad.

[00:04:11] Now we run tons of ads at one time usually when we launch an ad there will be 120 different variations of that and I know that sounds like a lot. We use tools to drive our ads and create variations and then we try to look at which of these is doing better and that all depends on the copy on the ad as well as the image that we put in there the image plagal plays a huge role in Facebook ads and Facebook is always making it I'll say interesting they're making it interesting for us to keep the right kind of ads in front of people because they're constantly changing the metric for how much text you can have on an image. It used to be that you could put quite a bit of text on there up to 20 percent of the image. Now it's like they really don't want you to have text on your images when you're putting in there they want them to look like everything else in the News Feed and that makes a little bit more challenging. You have to come up with images that really reflect the industry that you're that you're going after. And we feel like we're doing a pretty good job with that. But our click through rate our bottom our baseline click the rate that we're looking for from the Facebook ads 2 percent now 22 percent that doesn't sound like a very big number. They are putting your ad out in front of people all the time and that click through rate when it drops below 2 percent. We just use that as the line of demarcation saying blow this is a no go. Now we're averaging right at 3 percent. That sounds like a 1 percent difference and it is.

[00:05:29] But it's also a 50 percent difference right. Three is 50 percent better than two. And then that 50 percent plays out all the way through these other three metrics because if we get one and a half times as many people to click through in our optin rate stays the same then we're going to get one and a half times as many options. OK so we're constantly trying to improve that click through rate on the opt in page we usually split test to opt in pages at a time. We sent people to a web in our optin page we give away a lot of free up and we'll usually test a page that has a video with one that doesn't. In the beginning and then we'll test we might test two videos one with the bonus offers for registration right off the bat. And then one that has them a little bit later in the video. Variations like that. Once we get them to opt in we look at show up rates right how many people are showing up to our webinars. We usually try to get about 40 to 45 percent show up right to our webinars and if we don't then we've got to go back and improve something in the process between when they opted in and when it's time to show up and then the last thing is sales conversions. What percentage of people are we actually selling now. I'll tell you all that to tell you this. That's the basic framework for how this works. Let me give you our numbers as a kind of a ballpark figure of what we're looking through.

[00:06:39] Click through rates we're usually averaging about between 2.7 and 3 percent is healthy. Opt in rates on a weapon or 12 to 15 percent. If we're driving people from a partner e-mail list to our Web and our options we're getting about a 50 percent opt in rate that's Bibo which is a huge difference but DeCola traffic we average about 12 to 15 percent. We get about 40 to 45 percent show up rate for those webinars and then we convert about 12 to 15 percent of people that that watch the web in our bottom line is we get about five point five percent of the people that register for one of our webinars buy from us. OK so that's important numbers to know and then let me just kind of destroy those numbers right here for you for a second. Be realistic about your numbers. The reason I give you my numbers is these are real world numbers that work for us. They have been tweaked over time tweaked and tweaked and tweaked over time to where they are nothing like what we started with. So when you start this process be realistic build your own mass metrics. Most people most people that you listen to the experts or people that you close to on podcast whatever it is most of them are winging their numbers. When you really draw down you start asking measured questions about how they're defining these metrics. They can't give you answers which means that their ball parking or the spit balling or they're trying to sound smart. Don't don't just listen to those people go out and build your own metrics. Start from zero and then look at what your baseline is and just improve it.

[00:08:05] Don't use someone else's fake numbers to measure as a measure of your success and that's so important because I used to run a sales team for a really large organization and what I realized is that we would go out and we would grab goal numbers we'd just pull them out of thin air or we would say OK we did X last year let's do 25 percent over over X next year. And if you're not careful what happens is your fake standards equal a culture of failure. And that's a huge deal when it's just you out here work and by yourself and you need to feel like you're winning. If you don't have realistic expectations about your what percentage of sales you should close then it sucks when you start to build a team. It sucks times 10 right because the people that are working for you they work for you because they need the paycheck to eat and live indoors. Vision is the thing that keeps them inspired about what you're doing. And if the constant message is we're failing your vision. It doesn't matter where you're trying to take people if the people that are with you feel like they're failing. You're not going to go there quickly or at all. Your call to action must match your level of Influence. We will talk about this all throughout the seasons and these sessions. You can't ask for too much early on in the process to get an email address you've got to have one level of influence to get a $5000 order. You've got to have a whole different level of Influence. That's not rocket science.

[00:09:31] But so many times I see people asking for a call to action that doesn't match where they are in the process. You don't want to ask people to buy right from an ad on Facebook unless you're selling something that's seven bucks. You see that happening a lot now where people are selling cell on a seven dollar book. And you know or you get the book for free if you will pay for shipping in that kind of thing and so they're just trying to get people to get their wallet out and pay for something and start the process and hopefully that book or whatever it is adds a tremendous amount of I that's about the that's about as far as you can stretch influence. People that didn't know about you two minutes ago now they're getting their wallet out to give you $7 I will tell you this we close five point five percent of the people in our webinars as I said a minute ago. And you know today is a Wednesday. We have people that will sign up for Webvan or today that they'll watch to morrow that will be customers at the end of the day tomorrow. And right now they have no idea who we are and we only sell 5.5 percent of them now that's a good number. Our average value is somewhere between a hundred and eleven hundred dollars so it's we can definitely work on those numbers. But the bottom line is you got to stay in your lane when it comes to influence. Now how do you build influence. Well there's five different ways that you can build influencers probably a lot more.

[00:10:45] These are the ones that I feel like are most important. The number one way to build influence is to really know who it is that you're talking to know your avatar. That means you've got a written avatar of the person that you're talking to and you're not trying to to speak to an amalgamation of ten different kinds of people you were speaking at the heart level to one person. Second thing is speak their language. Assuming you aren't trying to be something that you're not right. One of the things that I think is a tenet of starting an all on business or an information product or digital product is staying in the lane. As far as teaching people that are the 1.0 version of 2.0 itself right you have some experience in that industry. The big difference between you and them is you're a step farther down the road. And the second big thing is you've taken time to think about what it takes to go from 1.0 to 2.0 which is what this whole process is about. The third thing is be transparent. People identify more with you when you are transparent than they do when you are the guru when you are the guru and you you know everything and you've never missed a pitch and you get everything right every time that distances you between you and the audience that you're trying to serve. One of the things I think Oprah Winfrey is the best example of this I think one of the keys to Oprah's success among a lot of other things was the struggle that she had with her weight and how transparent she was about it.

[00:12:08] It endeared her to the center of her audience. People that would also struggle with that kind of thing. So be transparent expose your poser. We all pose right. Everybody has times in their lifetimes in their career when they're putting an image out there that's not quite accurate for who they are. Sometimes it's radically different. And when you can take it take the time to talk to people and expose that pose what you're learning is a mistake that I made. Here's this failure and how I'm dealing with it or how I dealt with it. Especially if you're if it's something that's happening right now when you're transparent about a true struggle that you're having right now. People will be dear to you. You will build influence with those people and help them take your next call to action and close sales down the road serve that group of people. So your heart for these people the people that you're trying to get to move through a process and that yes that is your cell phone. But we're also trying to help people make their lives better. Right. As I've mentioned many times caring is the number one thing. It's the number one ingredient for success in any of these businesses and how you care for people is that you learn how to serve them and then you serve them. Now here's an interesting side note Alida's high school small group that my church boys are in the 10th grade right now.

[00:13:21] One of the guys that leads with me is a 20 year old guy who was in my last group and a couple of years ago we were coming back from a beach trip with these guys. And I was particularly frustrated from the week that we had just had felt like these guys were running over me and this 20 year old guy looks at me and says hey do you know how to tell if you're truly a servant. And I said clearly I don't. And he said when people treat you like one OK if you're if you're out in your marketplace and you're really serving people sometimes you're going to feel like people think you're just there to serve them OK and that's OK. That's actually what we're striving for that's how we know that we're really serving people. OK so let's get back to the call in action. The call to action formula is this problem agitate solve. Now you can create this this process over and over again. Right when we do 11 or we are going to problem agitate and solve at least four to seven times depending on how many points we have in our web. We will take six bullet points in 11 or we'll break them down and give you an example of that we have a web right now that we're running on Facebook called the six unbreakable laws of church growth and I'm going to run these down just so that you can see how this work. Now step number one is is healthy things grow. OK so the problem there is most of the churches especially the ones that we're after and we're targeting most of the churches are not growing so the problem is healthy things grow.

[00:14:46] Immediately what we're telling that pastor is your problem is if you're not grow and you're not health healthy and then we begin to agitate that by talking about the gap between the ministry he was called to and the one he's experiencing or will will die in this one in particular we talked about systems in this point you know help things grow and healthy things have system and we're creating this this agitation this we're saying things that the content is coming from a pastor who's done it through a church from 60 to 3500 people in a very small town. So the content is coming from somebody that already has influence they already have credibility and they're telling them healthy things grow. That's the problem we agitate that by talking about the missing systems in most churches in that area. OK. And then we start talking about some high level solutions to those things. Here's how you develop leaders Here's how you do those kind of things. The next one is dream big think long term. Most of these guys are just waking up every day and trying to keep the plates spinning. OK. They're not. They've lost the ability to think about vision and long term impact so where the problem is they know that there's a vision that they have. We agitate that by talking about how they never even get to talk about it and then we solve it by by again diving into some systems they need to put in place so they can stop doing things and then the third thing and I'll end with this point because there are six of them here is choose a model that works.

[00:16:07] Now one important thing to note here about webinars you when you build your web are we always tell people to build their weapon or to build your offer first and then structure your web in or around the offer because what I don't want to do when I'm teaching on a web or is to leak the value proposition of our training. OK so when we're when we're teaching we teach and when we're pitching we pitch. OK. Keep that in. So the third step in this one was to choose a model that worked so the problem agitates solved in that in that one point right there and then that is a natural lead into our offer. And before we dive into our offer we add one more step to the problem agitate solve model and that is recap so we talk a little about hey we talked about how healthy things grow how to dream big and think long term and then how important it is to choose a model that works. And then we say you know well that makes a lot of sense for you Richard but for me I'm one guy and a half a person. So we we jump into their mindset a little bit and then you know which is another problem the big picture problem is it's just me. I'm on my own. Well our systems teach people how to build volunteer teams and grow their church from the inside out. It's the 80:20 principle in reverse if you can add a person volunteering then your church is going to grow for people and we understand all that. Right so where we're at we're putting the problem that there were agitating it by talking about all the people that are missing.

[00:17:24] And then we give them a solution which is this 24 month program we're past or you don't teach this. You bring your people in together and learn it all together from a pastor that's walked the path that you're walking. OK. I hope that makes a lot of sense because that problem agitate solve method is really easy to employ especially in weather in our format. But you've got to make sure you're you're offering some solutions in there because you don't want it to be all fluff where you just problem agitate problem majesté problem agitate and then you're your only solution and your one hour training is by my product. OK we want to be giving people real value as we move through that or because again and I say this all the time. I think I actually had this in a bullet point further down your brand in the marketplace is going to be more defined by the people that don't buy from you right away than it will be by the people that do you're going to get great testimonies from customers. I know because you're going to put good stuff out into the world. But as I said before five point five percent of people by ninety four point five percent of people are not buying today. And I want them to go away feeling like they just got something really valuable for free from us. OK. Hope that makes sense. OK. So let's now having a little bit right now I'm going to talk to the 10 rules of call to action.

[00:18:36] Now I made these up in just you know two when I'm doing the podcast or planning anything whether or what it is it is I usually will start out with 10 ways to do this. Ten ways of how to X or 10 rules a call to action six ways to six on breakables of church growth as I mentioned just a minute ago. But I always start out with 10 and then I challenge myself to get to 10 of those in this case it was 10 rules of a call to action. And I got to 12. So and I want to share all these with you but I just wanted to kind of give you a little bit of philosophy for how I do these things and put them together a podcast or webinars of this kind of things. So the first rule is the confused mind says no. OK. Keep your offer simple you don't want to sell more than one thing on 11 or you don't want to sell something up front. And then in the middle sell something else and at the end sell a third product. In fact I would just stay away from selling and pitching on the front end of any kind of training altogether because of that whole influence model that I talked about earlier. But the confused mind says no if you give people the option to buy you web dark horse or the option to buy your Facebook cores on the same web and our chances are they're going to pick option C which is none of the above. Number two is closely related to that. The Macs have two purchasing options now. I usually only do one so we'll do webinars.

[00:19:54] I think all of our webinars right now run to a 14 day free trial and then as soon as they buy the free trial we do not sell but the offer on the web in our is the only way you can buy it. It's very simple you either buy it on the 14 day trial and it converts to a $99 month program after that or you. OK. A lot of guys gals are smarter than they probably do and webinars will do it where they say hey you can get this for $99 a month for ours is 24 months so they might say ninety nine bucks a month which is twenty four hundred dollars. Or you can get it for one payment today. Fifteen hundred dollars and you save 900 bucks both acceptable ways to do that. Just make sure you have the bandwidth to be able to pull that off from sales pages. But the bottom line is this don't offer more than one thing don't offer more than one purchasing option on it. Risk reversal is the third thing this is when we talk about guarantees. You've got to have a guarantee in there because every single person that watches that looks at your sales page they watch your mini Webvan or they see your video on YouTube or they come to a web or every one of them is asking the same question What happens if this is complete crap what do I do. OK so here's my advice to you offer an ironclad guarantee. No questions asked. In fact on many of our digital products the guarantee is tried out for 30 days. If it's not everything that we've told you and more not only will we give you your money back you can actually keep the product.

[00:21:15] OK hold firm on that decision too by the way so if you decide you've got a 30 day money back guarantee. 31 days is not an option. OK and you want to do that for either yourself or whoever is going to be doing customer service with you don't make that decision every time somebody asks. Make it one time and be done with it. Now your 30 day money back guarantee may be 30 day money back guarantee but you'll give their money back up to 40 days. OK which is kind of what we do. We give people a little bit of a grace period. We don't tell them that because then it becomes 50 days. But the bottom line is hold firm on that. Guarantees are needed in this process. And I'll even sometimes tell them you know 30 days is enough time for you to check this out. And if you don't if you decide it's not for you and then we wind up being complete crooks you still got time to call your credit card company and say don't make this payment which I said that an 11 or two probably terrible terrible form because immediately you put people on in a different frame of mind which is so important to be think about when you're selling but you want your risk of versal guarantee to be that strong where you're confident that if people get this they're absolutely going to love it or they're going to get their money back. Now step. Point number four is this so your avatar and not the shady characters.

[00:22:30] OK let me say that again the step the fourth rule in the call to action is to sell to your avatar not to shady characters. Because here's what can happen with this call to action thing you can go into it with your shields up and say well if I'll ever guarantee you like that people are just going to get my product for free and then cause me a lot of work and still have my product Absolutely that's going to happen. Don't sell to those people. OK. Let them have the product for free if they want it for free. The bottom line is if it's if they're not willing to pay for it they're not going to get anything out of it. Those kind of people are going through life trying to steal other people's ideas and steal value. The challenges that mindset puts them in a bucket. That's really not healthy for them. And you can't let them pull you in there and that bucket is there's not enough for everybody. I don't believe in myself enough to invest in myself in this so I'm just going to take from other people very very rarely do you see one of those people really succeed. Bonuses every call into action every time you're trying to close a sale. You should be throwing bonuses in there. And the way we use that structure is we will talk about our our main our core product and we'll kind of get the outlines of it and the features benefits and the core communication part of really speaking at the heart level this is where this is going to get you and then we'll make the offer.

[00:23:45] Here's what you get it's nine bucks a month or you know one payment of fifteen hundred dollars. Now if you act today you're also going to get this. And so we call those fast action bonuses to sweeten the pot and give them irresistible solutions to tangent problems. OK so if I'm selling my course on launch of digital product which is the product we're working on right now I don't want to give away a product that's related to building a web site necessarily. I might that might be a tangent problem. Actually we don't want to give away something that's going to be directly beneficial to that product. My launch of digital products course it should come with a program that teaches people how to create script shoot edit video in less than an hour because you can't build a digital product without having that in there. Now that's something that we would probably add in there anyway but it's a separate product and we're offering that as a bonus for signing up today. Hope that makes sense. Number six 10 x the value or don't sell. If you don't feel like the product that you're putting out in the world is going to add 10 times the value that people are paying for it you're not ready to sell it. OK. I don't think there needs to be a lot set said about that. The bottom line is when you get this thing when you take it the market whatever the number in your head is that you started out with if you're saying I'm going to sell a $500 product when you get done building that product if you're not sitting there thinking this is a $2000 product then you're not there yet.

[00:25:09] I'm not saying raise the price I'm saying raise the standard for what you're going to put out into the world. OK. Number seven. Step Number Seven of a called Action is protect your personal brand with your calls to action only ask people to take legitimate action. Don't go out into the world and sell things that you haven't tried. Don't act like you're an expert in things that you haven't put out into the world. Let me just tell you this. We want people through a process in our launch digital product scores where it talks about how to map your skills to a market into solutions. The bottom line is this. There is way more legitimate content in you than you think. There's a lot more in there than you're aware of. I promise there is in so there's no reason to go out and make it OK. I I can't explain that enough. And it sounds like I'm passionate about that it really is. Believe enough in yourself to know that there is a 1.0 version of you out there that you can sell to. OK. Step number eight. Never ever. Never ever apologize for selling. This is a bone that I have to pick and I do it in the church world with pastors who stand on stage and say I'm not trying to sell you anything and I'm like then try to my friend start trying to sell me something get me to take action and move forward. OK.

[00:26:18] The bottom line is selling is one of the most admirable professions that you can be and in fact and I know I'm biased about this because I'm a sales guy but I only believe there's two kinds of people in an organization people that sell stuff and people that support the people that sell stuff. That's the bottom line. So you have got to have that level of confidence in selling. Because I know that when I sell you something I'm out I'm making an offer to you here's what I know for sure. I'm going to create a tremendous amount of value and change in your life. In fact I know that the stuff that we're creating is going to make people's lives better it's going to save marriages it's going to improve the relationships that dads and moms have with their kids and it's going to create time and money freedom that is unfathomable to the people that embark on it. Not just by the product but engage in the product. I know that for sure. So I'm not going to ever apologize for helping people do that. OK. And the bottom line is this. If I gave away what I'm training it would be worth nothing to you if you pay nothing you get nothing because the investment you make in a digital product the investment that somebody makes in your digital product is not an investment and you my friend and it's not an investment in your product. It's an investment in themselves. OK and that's the mentality that you've got to have that you've got to go into this with is that mentality of if you don't buy this your life is never going to be the same.

[00:27:37] You are not going to be able to get where you're trying to go if you don't buy my product because I know how to take you there. OK. Number nine create urgency. What does that mean. You want to create urgency the bonuses do that. There's timelines that do that. There's no getting into the program by this date that does that number not in Number 10 are very closely related. Creating urgency and scarcity urgency can mean hey if you don't buy this by the time you get off the web today then you're not going to get it. Scarcity might mean hey I've got a course it opens up on this date and when it closes it's closed or I'm taking on 50 new clients. And when I get to 50 I'm done. OK so whatever you need to do to be able to create that urgency in that scarcity in your call to action those things are going to inherently drive up your sales your closes. OK so try to think through having those in there if you've already got offers out there think through. Do we have that element in there. Is it in there in such a way that that really creates that sense a scarcity. Foma is what it is the fear of missing out. People are prone to action when they feel like they're going to miss out on something and if they miss out on your thing they absolutely have and they may never know. Step number 11 a call to action is recap your call to action.

[00:28:50] OK I'm not mentioned this earlier but when we do a pitch on the web or we talk about the product and then we make the offer and then we do bonus one bonus two bonus three. And then we recap the whole call to action. OK so we will go through and we'll we'll make it in a abbreviated format where it only last maybe 60 to 90 seconds and then we do that again at the end of our webinars. Okay just so they know what they're getting into now practically how that works as we'll do the pitch we might do it at the 38th minute. You know Webvan or and so we walked through I try to keep my pitches till about nine or 10 minutes. And the reason is is nobody came to your webinars to hear your pitch. They might buy from you. But the bottom line is they didn't come there for that. They came there for the free training so we want to keep that as short as possible. And then at the end I lean back into that now after I do the offer I'm not scared to league value proposition on our product after I pitch the offer OK. I don't want to talk about it all the way through are going well that's why you should get in our thing. I don't want to do that but at the same time it's OK to go. That's one of the things that we cover. Here's the core tenet of what's expected in this program that kind of thing. OK. The last thing is number 12 is you so you can a lot. Now this is a transition if you don't hear me say anything else today. This is probably the the focal point of this entire training on calls to action in closing sales.

[00:30:07] It's so important that not just be analytical with your offers. OK your call to action can't just can't just tap dance all over that logic bone. OK. Because people we know this for a fact. People buy things emotionally they justify logic logically. So we want to give them the logic we want to talk about. You know in Model Number one you're going to get you know how to how to outline your course you know how to match your course that's a great yesterday. Mapping out your course. But but here's the thing. Nobody wants a digital course. They want the product of a digital digital course right. So they don't want a digital course you know and we're going to get this out so you can have an asset that's going to produce money while you sleep for instance. So you can have time and flexibility have the freedom to work from where you want work anywhere in the world that you want to want some of those things are a little wonky because they've been overused. But the bottom line is so you can help you and your potential client transition into the emotional side of the purchase so you can ok man write that down stapled to your forehead if you need to because if you're not making that transition with people and you're not making sales I guarantee you that's why. Because if you're not helping people see a better future for themselves you're getting them stuck in logic and logic is usually not powerful enough in itself to get people to make that transition to purchasing. Oh I wrote down some examples here.

[00:31:30] Launch a digital product so you can invest in other people build the future of your dreams so you can have flexibility of time so you can call your own shots so you can work from anywhere. So you can be a master of your domain. And now that I say that out loud that reminds me of a Seinfeld episode and I don't need to go any farther into that analogy. So you can wake up with more money in the bank than you went to bed with. OK. Nobody wants a membership site like I said they want to. They want the ability to earn money while they sleep and time freedom those kind of things. All right a beat that dead horse. So you can understand what I'm talking about with so you can that probably will not come off as funny but I thought it was funny. OK so let me wrap up with this. Every week I'm trying to talk to you about things that I'm learning. Answer questions that people are asking which by the way if you have questions you can e-mail me at support at Richard s.c dot com and I will respond to your e-mail right now because those requests are pretty low. And also I'll add them to the podcast when it's appropriate. But today I'm going to talk to you about something that I'm learning that I was reminded of by my coach yesterday on a coaching call and it's how important it is to have the three elements of success in your business now.

[00:32:44] A lot of people think just one of these is the critical so that three the three elements are you've got to have a strategy. You've got to be in the right state of mind. And then you've got to have a good story that you're telling yourself so strategy stay in story. I'm going to do a whole episode on mindset in a couple of weeks so I won't have to deep into that right now. But here's the thing. What I'm learning right now is I tend to rely way too much on strategy. So when things aren't going well I just go back and double down on strategy and I don't really think about the state of mind that I'm in or the story that I'm telling myself and a prime example of that right now any anytime I'm building products or webinars whatever it is when I'm building digital assets that we're going to eventually put out into the world. I get this funk going on and the funk is. Does anybody really want to hear this is anybody going to buy this product. Is anybody. I mean is this this information Bible to anybody. It's it's the same thing every time it's a very predictable phase that I go through. I've got some content that I listen to I think I talked about this a few weeks ago. Book that Steve and presto put out called Do the work that I listen to constantly when I'm going through that because it helps me think through what it's like to battle resistance in this process. But the problem that most often oftentime have is that I think that the problem is just strategy and reality strategies is only about 20 percent of it.

[00:34:06] The state of mind that you're in and you know are you are you excited. Are you hopeful moving forward or are you in a state where you really understand the value that you're bringing into the world and that other people are going to want to do that. And is the story that you're telling yourself one of a future success. Are you looking at past successes that you have in really kind of leverage in those to move forward. Are you to look back on the one time that you failed and go. Well that's what always happens. OK. And that's really important as you're moving through this product but this process if you're developing your first digital product or your first digital product you know exactly what I'm talking to there is going to be resistance and this and you got to have a good strategy. I admit that you also have to have a good state of mind and a good story that you're telling yourself and I'm going to dive a lot more into that and I think two to three weeks in a mindset session that we're going to do here on the podcast now also have a training on the free membership site which is link below on how to overcome your limiting beliefs which is some of the same content. This is going to be a little bit of a different bent on it in the so you haven't subscribed to the free membership site do that you haven't subscribe to the podcast. Go and do that. Otherwise I will catch you on the next session of the show. Thanks so much for being with me. I'll see you then.

[00:35:22] Thanks for being with us on the show. Don't forget to subscribe to the podcast and remember to register for the free premium content mentioned in this fashion show dot com slash register. Thanks for listening to the REPP show. We'll catch you next time.