Dan Martell - How To Get Your First Sale

00:00:00.000 I love that my number one looks like a four.

00:00:03.600 It's good.

00:00:14.820 How to get your first sale.

00:00:17.060 Today's video is going to help you get over the hump.

00:00:19.240 I know a lot of you guys are struggling.

00:00:21.000 You have a product, you have an idea, you want to get a customer.

00:00:23.500 Maybe you've talked to a customer and they said,

00:00:25.760 no, come back later when you've got more developed

00:00:28.560 because you're trying to pre-sell.

00:00:29.740 or you're just scared that you're gonna sound salesy.

00:00:32.780 I get it, I mean, the last thing you wanna do

00:00:34.440 is just be that sleazy car dealer sales guy,

00:00:37.140 but I know that nothing happens till a sale is made.

00:00:41.080 In this video, I'm gonna walk you through

00:00:42.560 a very simple way to get your first sale,

00:00:46.060 to make it feel effortless and to get you going,

00:00:48.860 because it's an exciting thing.

00:00:49.920 You know, when I was building Flowtown,

00:00:51.700 we were, it was a social marketing application.

00:00:54.000 I was like, how do we get in front of small businesses

00:00:56.540 to get their involvement?

00:00:58.400 an involvement or support or whatever you want to call it.

00:01:00.500 Essentially, I want to get their money.

00:01:01.940 So we had this crazy idea of hosting Lunch and Learns.

00:01:05.240 I mean, the thought was simple.

00:01:07.340 If I can get them in a room, teach them a lot of cool stuff,

00:01:10.980 and get them excited about the opportunity,

00:01:13.080 then hopefully they would say,

00:01:14.780 man, this stuff sounds great.

00:01:16.220 We don't have time to do it.

00:01:17.320 Do you guys offer a tool or a service to get it done for us?

00:01:21.360 And that was our approach.

00:01:22.700 So pretty much for the first six months of Flowtown,

00:01:25.520 we hosted a bunch of Lunch and Learns.

00:01:26.960 We had customers come in.

00:01:28.340 We created a bunch of value for them,

00:01:30.280 taught them some really advanced, neat conversion stuff

00:01:32.740 and at the end they were like,

00:01:33.580 hey, we need a tool to help us with this.

00:01:35.480 That was our in.

00:01:36.820 So I got good at selling without selling.

00:01:39.680 That's what I share with you guys in this video.

00:01:41.780 The first one is the belief.

00:01:43.580 You know, if right off the bat,

00:01:45.760 if you're sitting there going,

00:01:47.100 I don't wanna sound salesy, you're kinda messed up.

00:01:49.920 Like you're gonna have a hard time

00:01:51.160 because you may not realize that when you talk to a customer

00:01:54.240 and your goal is to get an order,

00:01:56.460 to get them to part with their money.

00:01:58.420 And if you're in your mind, you're thinking,

00:02:01.000 I don't wanna sound salesy, it's gonna come across.

00:02:04.180 It's just gonna be the way it is.

00:02:05.280 You're not even gonna realize it,

00:02:06.460 but you're gonna be hesitant,

00:02:07.940 you're gonna not have that confidence,

00:02:09.680 you're gonna be worried that they're gonna think 0.88

00:02:11.220 you're ridiculous, and all of that's gonna come across 0.97

00:02:13.940 in the way you communicate. 1.00

00:02:14.860 So step one is don't connect sales with being salesy.

00:02:18.960 The way I look at it is you're just giving them

00:02:20.940 the opportunity for you to help them.

00:02:23.240 And if you say, wow, my product, my tool, my service,

00:02:26.440 I know it serves my customer.

00:02:28.060 I know it can be helpful to them.

00:02:29.380 Then it's your ethical responsibility

00:02:31.120 to actually make the offer.

00:02:33.560 So that's number one.

00:02:34.340 Two is ask for advice.

00:02:36.260 You know, there's this great quote by Pitbull

00:02:38.100 that's ask for advice, get money twice.

00:02:41.020 Ask for money, get advice.

00:02:42.780 So I just love that.

00:02:43.900 Yes, I quoted Pitbull.

00:02:45.340 Because it works for customers as well.

00:02:47.260 You know, when you're trying to understand

00:02:49.380 if there's an opportunity for you to serve them,

00:02:51.280 then just ask them for advice.

00:02:52.460 Ask them, you know, hey, I'm just curious

00:02:54.440 to get your feedback on what are some

00:02:56.260 some of the challenges you're having

00:02:57.400 and they just start this conversation interaction.

00:02:59.700 They start telling you all the friction points

00:03:02.040 in their life, in their business, in their work

00:03:04.160 and then that's your opportunity to say,

00:03:05.640 hey, well I heard what you were saying here.

00:03:07.500 We actually got this tool I'd love to tell you about

00:03:09.040 if you're open to it and you get permission to present it.

00:03:12.180 So ask for advice, get a customer.

00:03:14.180 Number three is no means not yet, okay?

00:03:18.520 So I want you to flip the whole no

00:03:20.580 and understand when a customer says no,

00:03:22.820 it really just means not now, not yet.

00:03:25.060 I'm just, whatever problem you solve

00:03:27.940 is not a priority for them.

00:03:29.340 That is it, it's not a personal attack

00:03:31.200 on your presentation skills, on you as a human being,

00:03:34.020 on the quality of your product.

00:03:35.440 It is just, I have priorities in my life,

00:03:37.960 what you're trying to offer today

00:03:39.940 doesn't fit the goals and the dreams that I have set,

00:03:42.660 but it's not no forever, it's just not yet.

00:03:45.500 And to me, that's your opportunity to learn

00:03:48.280 what could you have done better.

00:03:49.320 If somebody says no, or they give you objections,

00:03:51.520 then you just need to understand

00:03:52.720 that that's what you need to overcome

00:03:54.560 in the next conversation.

00:03:55.720 If they say, wow, it sounds expensive,

00:03:57.660 then you didn't explain how much value

00:04:00.520 it was gonna deliver so that the cost

00:04:02.440 or the investment that they're making

00:04:03.720 is a fraction of the upside that they're gonna get.

00:04:06.520 So remember, no means not yet,

00:04:08.700 and it really means your opportunity to learn.

00:04:11.080 And then four for me is it's a numbers game.

00:04:13.280 You know, I believe that the world

00:04:15.540 is essentially a funnel, okay?

00:04:17.040 From recruiting people to raising money

00:04:19.200 to business development to sales.

00:04:21.280 So you wanna have a wide top of funnel, 0.98

00:04:23.580 meaning that if you have one potential customer,

00:04:26.220 if you're like, man, I really want this customer,

00:04:28.580 and if they become part of our product

00:04:31.360 and use our product, then we're gonna, that's it.

00:04:33.580 If you have one, do you realize how crazy that sounds?

00:04:36.320 Like, you're gonna hinge the whole success,

00:04:39.160 your happiness, your team's ability

00:04:41.860 to actually interact with the customer

00:04:43.700 based on one person, no way.

00:04:45.600 Go wide, go 50, go 100, make it a game,

00:04:49.000 talk to a lot of people, get advice,

00:04:50.740 ask for the sale, make the offer, right?

00:04:53.340 And trust me, if you go to a lot of people

00:04:56.380 and they don't buy, that's a good signal

00:04:58.980 that you might want to change up your offer.

00:05:01.020 But trust me, the more people you have

00:05:03.120 at the top of the funnel, the easier it is.

00:05:04.680 So real quick recap for all of you guys, it's belief.

00:05:07.820 You want to have the belief that selling is not salesy.

00:05:10.060 That's number one.

00:05:10.900 Two is ask for advice to get a customer.

00:05:12.960 Three is no means not yet,

00:05:15.060 and it's your opportunity to learn.

00:05:16.760 And four is numbers game.

00:05:19.160 I want you to think wide funnel.

00:05:20.700 The whole world is a funnel.

00:05:21.840 Make sure you start with 25 potential customers

00:05:24.700 and talk with them.

00:05:25.920 I hope this video found it useful.

00:05:27.520 I'm really excited to hear from you.

00:05:29.040 Below in the comments, I wanna know

00:05:31.280 if you got your first sale.

00:05:32.660 Did this video help you reframe some of those beliefs

00:05:35.320 that were stopping you from taking action?

00:05:37.360 Leave a comment below, let me know.

00:05:39.020 Can't wait to hear from you.

00:05:39.920 As per usual, I wanna challenge you

00:05:41.660 to live a bigger life and a bigger business,

00:05:43.600 and I'll see you next Monday.

00:05:44.560 Cheers.

00:05:45.400 If you like this video, be sure to subscribe to my channel

00:05:47.800 to get the latest information on how to start

00:05:50.200 and grow your business.

00:05:51.160 I also would invite you to join my exclusive newsletter

00:05:53.320 where you get invites to special events,

00:05:55.620 community contests, as well as some free training videos.

00:05:58.840 And if you need some more information,

00:06:00.280 some more videos you're hungry to learn,

00:06:02.260 I've got a couple recommended there for you.

00:06:04.280 See you next week, have an incredible day.

00:06:06.040 We'll talk soon, cheers.

Dan Martell - August 08, 2016

How To Get Your First Sale

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