Most people don't like selling.
And we avoid talking about our offer
because we don't wanna be
that pushy, cheesy salesperson.
So here's the good news.
There is one very effective way to sell
that doesn't even involve you
Nashville where I was co-hosting a
mastermind with Amy
Porterfield and Russell Brunson.
And we were doing this as a way to raise
money for the charity that my wife and I
founded called Village Impact.
It was epic.
I'm gonna have some takeaways and lessons
from that in an upcoming episode.
But I wanted to get you this episode,
which is about selling.
And most people don't like selling.
In fact, we shy away from it.
We don't talk about our product.
We don't talk about our programs.
We don't wanna come across as that
cheesy, high pressure salesperson.
So we just stay quiet.
And our best offers stay invisible.
In fact, I experienced this firsthand
with our charity, believe it or not.
I never even used to talk about the
charity or what we were doing or the
programs or the way that we were raising
money and building schools.
I didn't wanna put pressure on people.
I didn't want people to feel guilty about
buying or not buying, but
donating to the charity.
But anyways, I got over that thanks to
one of our board members and one of my
friends and mentors, Mr.
David Fry, because he said, "Stu, what
are you ultimately trying
to do with the charity?"
And I said, "Well, we wanna help kids."
He's like, "Exactly."
And he said, "Why do you do it?"
And I said, "Because it feels incredible
being able to make money, being able to
give, and then going over to Kenya and
seeing these kids that get to go to
school because of our efforts."
He's like, "Exactly."
He said, "Why do you think that there are
other entrepreneurs that wouldn't want
that same experience?"
And I was like, "Well, I'm
sure they probably would."
And he's like, "They would.
So you gotta tell them about it."
And that was like a huge
light bulb moment for me.
But I wanna share this because if you
hate selling, I've got some good news.
Because the most powerful way to sell
actually barely involves you at all.
Now, I wanna show you
what that looks like today.
And it starts with something that
happened at that mastermind that I just
mentioned at the top of the call.
You see, by the end, you are gonna know
exactly how to set up the same thing in
your business without ever having to
feel, quote, salesy.
So, earlier this week,
I met this mastermind.
And one of the people that were coming to
that mastermind, her name is Emily.
Now, Emily has been a long-time client.
She is in my Connect mastermind.
She is a VIP day client.
And so we've done a lot of work together,
and she's in a
transition in her business.
She has a photography business that's
done phenomenally well.
She's built a multi six-figure-a-year
membership in that market.
But what she did to fill that membership
was she used webinars, and she's gotten
really, really good at webinars.
In fact, in episode 263, you heard her
break down in her webinar process, where
she's getting 60-plus percent show-up
rate, 40-plus percent conversions on live
webinars, and 20-plus
percent conversions on Evergreen.
It's crazy.
So anyway, she's making a pivot and a
change to be able to share
that knowledge with more people.
So, we did a VIP day together, and it was
a huge success, because shortly
thereafter, she sent me a message in the
DMs, and she just said,
"Stu, that day was incredible.
"I've already applied it, and I've
already made my money
back, "which was awesome."
That's exactly what
you wanna hear, right?
So anyways, as part of that message, she
also said, "I'm just so grateful.
"If there's anything I could ever do,
please let me know."
Now, that sat with me for a minute, and
I'm like, most of the time, I just
dismiss that, right?
Like, of course, I'm not gonna ask
anybody to do anything for me.
I'm just happy for her.
I'm just grateful that she's got those
great results and that
she can continue to grow.
But then, there was a thought.
I was like, "Wait a minute.
"She's coming to this mastermind, "this
mastermind that we're doing "to raise
money for the charity."
And I thought, well, maybe there's
something we could do there.
So, at the heart of her message, she was
grateful, and then, as I said, she ended
with, like, "If there's anything I can do
for you, "please let me know."
So, my response was really simple.
What I said was, "If there's anyone that
asks you "about our masterminds or the
VIP days, "just share your experience.
"That's it."
Now, as I mentioned, for context, our
masterminds and my VIP days are the most
expensive investments that
anyone can ever make with us.
It's our highest ticket offer.
And so, here's what
happened at the event.
Someone asked Emily about it because she
actually had a chance to come up on stage
and she shared a little bit about what
she's doing with her webinars.
And she mentioned both the mastermind and
she also briefly mentioned the VIP days
that she did with me.
And so, afterwards, like, people were
coming up and they were chatting to her
and then the questions came up about the
masterminds and she lit up.
And she just told the truth about what
the mastermind has done for her and her
business and it spread.
And then a little circle formed around
her as people were leaning in and they
were asking more about both the
mastermind and the VIP days with me.
Now, our one honest conversation with a
happy client convinced more people to
come and join us for
our highest priced offer.
And I wasn't even a part of it.
There were people in that room who, after
one honest conversation with Emily,
hearing her firsthand experience, were
immediately convinced to invest in our
highest priced offers from a conversation
that I had nothing to do with.
Here's the thing I want you to catch.
I didn't plant her in the room.
I didn't stage anything.
This whole thing started from her.
She's just a happy client who wanted to
help and simply offered.
Now, here's the bottom line that brings
us to our first lesson.
Appears honest word
beats your pitch every time.
When you talk up your own offer, there's
a little voice in the other person's head
that goes, "Well, of
course you'd say that.
"It's your thing."
It's not a knock on you.
It's just naturally human, right?
But when you say it, they hear, "Of
course you'd say that."
But when a happy client
says it, they believe it.
See, when someone like them, someone with
nothing to gain says it, they
lean in and they believe it.
And 92% of people trust a
friend's word over an ad.
And word of mouth
drives five times the sales.
And this research is
backed up in a big way.
Nielsen found 92% of people trust
recommendations from friends and family
over any form of advertising.
And word of mouth drives an estimated
five times more sales than a paid ad.
So think about it in your own life.
Like maybe it was a recent restaurant
that you attended, or maybe it was a
book, or the last app you tried.
A friend probably told you, right?
That is the whole game right there.
Lesson number two, be intentional.
You just gotta ask.
So here's what most of us miss.
When someone has a great experience, they
naturally wanna help, just like Emily.
The goodwill is just sitting right there,
but we never give it a direction.
Your happiest clients want to help you.
Most of them are just
waiting to be asked.
So being intentional
doesn't mean being pushy.
It means simply giving your happy clients
a way to do the thing
that they already wanna do.
And notice, I didn't hand Emily a script.
I just said, "Share your experience."
The moment a testimonial
sounds rehearsed, it dies.
People can smell a script, but they can't
argue with how someone genuinely feels.
So here's the move.
When a client tells you that they loved
it, don't just say thank you.
Gently point that energy somewhere.
Like, hey, that means a lot.
Would you be open to sharing that?
Is this making sense so far?
Okay, point number three, or lesson
number three, give them
real ways to show up for you.
See, once you get comfortable asking, the
next step is creating actual
opportunities for happy clients to be
part of your marketing.
So I'll give you an example with my book,
specifically with book reviews.
See, when a reader sends me a message to
say that they love the book, which I get
often, by the way, and I, PS, I love
getting those messages.
So if you love the book, please let me
know because I don't get to hear from
readers unless you reach out.
So let me know, send me a DM.
But anyway, when I get
them, here's what I say back.
I'll say, thank you for your message.
That's amazing.
And would you be open to leaving a review
on Amazon once you're finished?
Because the reviews really
help us first time authors.
It's a simple, honest ask
that keeps driving reviews.
And those reviews help
more people discover the book.
And by the way, if you're listening and
you've read the book, I would love if you
wouldn't mind going to Amazon to leave a
review because as I said, it
really helps others find it.
And honestly, I think
it's a bit of a karma thing.
Like I just truly believe if you put more
good into the world,
more good comes back to you.
This is the woo woo side is
due, but besides the point.
Anyways, okay, another example of asking
your audience and your clients and
customers and people who are happy with
what they receive from you, asking them
to show up for you,
here's another example.
With your launches.
Like when we run a promotion during a
launch, we invite our past clients to
come and join us on the calls because
their enthusiasm is contagious and you
can't fake that energy.
And here's a pattern
I've seen again and again.
Some of our best affiliates are past
customers because their
stories are so powerful.
They live the result.
So when they talk
about it, people feel it.
And the point of the matter is this, when
you've truly shown up and served and
helped someone get a result, they
naturally become a raving fan.
Your job is just to give them the
opportunity to be one, to show up.
See a review, a launch call, a shared
story, every one of those is a door.
And when you open it and your happy
clients walk right through it.
So think about your
next promotion or launch.
Who are the happy clients you
can invite to be a part of it?
Maybe it's on a call, maybe it's in your
community or even as an
affiliate sharing their story.
Pick one or two and reach out this week
with a simple, honest invitation.
You don't have to do the selling.
You just have to open the
door and invite them in.
And here's the bigger idea to sit with.
Where could you involve your happy
clients and customers in
your marketing in some capacity?
That is the question I
want you to answer this week.
All right, my friend, thank
you so much for listening.
And before we wrap up, I do wanna
encourage you with this particular
podcast, if you like it, wouldn't you
mind leaving a review for this as well?
Because again, that helps
more people find the show.
quick recap.
If you don't love selling, you're not
stuck because there's
a powerful alternative.
A peers, honest word carries more weight
than your best pitch.
And 92% of people trust it more.
Be intentional and ask.
And give them real
ways to show up for you.
Maybe that's reviews, maybe that's launch
calls, sharing their
story, whatever it might be.
If selling isn't your thing,
then don't make it about you.
Because a happy client's honest word is
the most powerful tool that you've got.
All right, my friend,
that's all for today.
Remember, the more money you make, the
more impact you can have.