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59 - The Backdoor Method To Selling

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The Backdoor Method To Selling

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Episode Recap:

A unique way to close sales indirectly, and get more people to buy your stuff, without ever actually selling your stuff.

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Best Quote:

This weekend, I was thinking about how to position our inner circle, trying to figure out the right way to do it. Again, every time I've tried to write the copy or try to do a webinar, or anything I was trying to create to sell it, I always come back to me, me, me and I feel so stupid. I hate that. I'm not the kind of person that likes to sit there and brag about themselves and why you should listen to me, why I'm the best person to run the mastermind, and all that kind of stuff. I was like, “You know, let me just not mention me at all. Instead, let's figure out something really cool. Let's close in our coaching program right now.”

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Transcripts:

Good morning everyone, this is Russell. I want to welcome you to the Marketing in your Car podcast. Hey guys and gals, we are here today in Boise. It is a super windy day. It's going crazy. It's like a tornado is coming through. It's kind of fun.

Hopefully I will not get blown off the road while I'm driving to the office. I want to talk to you guys today about something fun that we're doing, that maybe will give you guys some ideas. It's a way we've been trying to position and sell our high end coaching. We've been having some fun with it.

We just added in a couple new levels and an opportunity for people to come to Boise a couple of times a year and hang out with me, and have me work with their businesses one-on-one, or I guess eight-on-one, ten-on-one, or whatever, but in a more intimate situation. I'm really excited about that. We're trying to figure out different ways to pitch it and sell it.

Selling a mastermind by itself is kind of hard because there's a lot of people that have masterminds. What's the difference between yours and everybody else's? The real difference is the person who is facilitating it. What do they bring to the table? What do they know, and stuff like that? It's kind of hard to sell that. How do you brag about yourself versus other people?

So I've been trying to figure out what's a better way to promote that and sell that. I remembered probably five or six years ago, I got sold. I love getting sold. I hate going to seminars and you hear speakers, and nobody is able to close. I'm like, “I'm not that hard to close. You just have to give me a cool enough offer.” It was Armand Morin's, I think it may have been his last or second to last big seminar.

I went there and was hoping that somebody would sell me because I hadn't been sold for awhile. I just love that experience. I'm going through every speaker. Every speaker is like eh, eh, nothing really got me to move. Finally Armand got up. Armand is a legend, especially when it comes to stage selling. He was doing this presentation. It was fun watching him go through the whole thing.

Sure enough, by the end, he sold me. What was interesting is that he was selling this seminar he was doing called Persuasion X which was his public speaking program. Like I said, he went through the whole presentation on Persuasion X and then he sold it. It was whatever price, like five grand or something, “Dang it, that's a lot more than I was expecting,” but I really wanted it and was really happy.

Then he came back and said, “Or if you're a member of my AM2, you get it for free.” I was like, “Say what?” I knew about AM2. I had heard about it for years but I had never signed up for it though, which was kind of like his inner circle thing that we're rolling out. I always heard about it and thought it was really cool but never had anything to really push me over the edge to have me join his mastermind. I think Armand is brilliant, but what am I going to get from him versus some of these other masterminds I'm in?

Persuasion X though, that seminar or workshop that I wanted so badly, that I could have got for five grand or I could join AM2 and get it for free, what am I going to do? Sure enough, he closed me and I went and joined AM2. I think you pay $500 a month for it, and all this stuff but he closed me. I was so excited.

This weekend, I was thinking about how to position our inner circle, trying to figure out the right way to do it. Again, every time I've tried to write the copy or try to do a webinar, or anything I was trying to create to sell it, I always come back to me, me, me and I feel so stupid. I hate that. I'm not the kind of person that likes to sit there and brag about themselves and why you should listen to me, why I'm the best person to run the mastermind, and all that kind of stuff. I was like, “You know, let me just not mention me at all. Instead, let's figure out something really cool.

Let's close in our coaching program right now.” We've been going through this it was supposed to be an eight week course. We've turned it into probably it will be a 20 week course, teaching our new Black Box concept which is just killing it for people. What I did instead is I wrote a four page sales letter talking about Black Box, how great it is, and how it literally changed our business and is changing other people's, and just talked about that concept, how amazing it is.

I talked about right now, everyone in our inner circle is actually going through the coaching program for free with it. That's the only way to get it. Otherwise, if you're not part of my inner circle, you can't have it, and really sold this Black Box training but then said you can't get it unless you're in the inner circle.

If you want to be in our inner circle, go apply here. When it was all said and done, when I looked at it, it was so cool and so refreshing. There were no income claims, no bragging, none of that other stuff that was selling. We just talked about this one really cool concept that I think is revolutionary, that I think is changing the way business works and if you want to know how it works, the only way to do it is being part of our inner circle.

If you are that, then go apply over here. I finished the sales letter. It turned out really cool. It's four pages long. If you bought DCS Labs or anything else from us, you'll probably get a copy of it here in the mail in a little bit but we're going to start promoting it and sending it out with everything we do. I think that positioning is really strong. It's just different.

It's a cool way to do it where you don't seem like a jerk and you don't seem like you're bragging about yourself. You just have one thing that's really powerful that people want. For you guys, think about that with whatever it is you're selling. A lot of times, we go directly and try to sell the product, sell the product or sell the mastermind, the coaching, whatever your thing is but sometimes it's more powerful to figure out what the bonus could be and sell that, and the only way to get that is by joining our program.

I have a chiropractor that's one of my close friends. He's doing something like that right now. I'm really impressed with him, how he came up with the idea. He's been trying to sell people coming to get adjusted forever and he's been struggling with it. He went and created this presentation that teaches people this 30 minute morning routine you go through every morning.

It has exercise, yoga, stretching, and all this stuff. Then what he does at the end of that presentation is he gives you a foam roller, a bottle of MCT oil and this meditation CD but only if you come to his clinic and get adjusted. He's just trained you for 30 minutes on why you need these three things.

You can go out and buy it on your own, or if you're part of his program, you can get it for free, really powerful positioning. He just finished that whole offer and he's going to start presenting it to different businesses. That was cool.

Think about in your business how you can do something like that. I think I'll find out really soon how well ours works but I think it will do really well. I think it's a cool way to sell something without having to actually sell it and get a lot of really cool, excited people in.

That was my thoughts for today. I'm at the office and I'm excited. I have a fun week coming up ahead of me so it should be a lot of fun. I appreciate you guys all listening and we will talk to you soon.

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