Terry Dean - How to Sell Without Selling: Step-By-Step Marketing Formula to Attract Ready-to-Buy Clients...Create Passive Income and Make More Money While Making a Difference

S tep-By-Step Marketing Formula to Attract Ready-to-Buy ClientsCreate Passive Income and Make More Money While Making a Difference

Copyright 2017 by Terry Dean

ISBN 978-0-9778671-2-7

Published By:

MyMarketingCoach, LLC

10380 SW 48th AVE

Ocala, FL 34476

http://www.mymarketingcoach.com

P rinted in the United States of America. All rights reserved under International Copyright Law. Contents and/or cover may not be reproduced in whole or in part without express written consent of the publisher.

T his publication is designed to provide general information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional services. If legal, accounting, or other professional services are required, the services of an independent professional should be sought. From the declaration of principles jointly adopted by a committee of the American Bar Association and the committee of the Publishers Association. Products sold as is, with all faults, without warranties of any kind, either express or implied, including, but not limited to, the implied warranties of merchantability and fitness for a particular purpose.

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M arketing has changed . If youre still trying to sell to customers using old, worn-out hard close techniques that worked decades ago, you will soon be as extinct as the dinosaurs. You cant trick a customer into a sale. And no matter what youve heard from some online marketers and sales trainers, there is no need for mind control techniques. Good marketing is not manipulation. Youll sell more by serving your customers and clients than you ever will by taking advantage of them.

If youre like me, and many of the clients Ive worked with over the years, those old sales techniques made you uncomfortable anyway. You got into business to bring value to others. And thats why youre going to love the methods Ill be sharing throughout this book.

These methods allow you to guide, encourage, and share value with your customers before they ever spend a single penny with you. Subscribers regularly email me and tell me how much they appreciate the value that Ive shared with them, even if they havent purchased yet. This same principle applies with blogs, podcasts, videos, and social media. You dont have to wait for someone to become a customer before adding value to their life.

Todays customers are better informed than ever before. They research products. They compare you to the competition. Theyre even researching the new breakthroughs occurring in your field. If youre following old sales techniques based on tricking people into buying your products or services, then a highly educated customer is a negative to you. But if youre focused on serving your customers, this will be a game changer for you.

Ive worked with clients in hundreds of markets over the years. They include authors, consultants, coaches, restaurant owners, chiropractors, CPAs, e-commerce websites, SaaS (software as a Service), marketing agencies, and more. We found time and time again that an educational and often entertaining approach is much more effective in todays market than worn-out sales techniques.

You may have heard the term content marketing before, and youll see some similarities to the approach being shared here. Youre going to be sharing content with your audience through emails, blogs, podcasts, videos, webinars, and possibly even live presentations. You may have even tried some of these techniques before, but you likely didnt achieve the results you were looking for.

Most content marketing is ineffective because its sharing the wrong type of content and doesnt have a systematic strategy behind it. Were not going to be sharing content for contents sake. Youre never going to persuade anyone to buy from you just by sharing a large volume of random content. Everything you do and everything you share will have a specific purpose behind it.

Youre going to discover a simple five step system for persuasion. It works just as well for converting a friend to your way of thinking as it does for selling your products or services. It works for emails, websites, webinars, and even one-on-one conversations. It is a basic foundation for everything you do with your marketing. It becomes a golden thread that ties together many of the techniques youre soon going to be using in your daily life.

Next well investigate and identify your ideal client. Throughout this book, Im going to be using the word client and clients instead of customers. If youre in a retail business, Im not leaving you out. You may currently be using the word customers, but I want you to start thinking about them as clients. Youre not just a provider of products. People come to you because they want to improve their lives in some way. If youre a mens clothing retailer, men are coming to you because they want to look good. They want to look professional. They want to appear confident and in control. When we boil it all down, they want to feel better about themselves. Think of yourself as a consultant they bring in to achieve the best results in their life.

It doesnt matter what business youre in. Your clients have a problem they want to solve or they have a desire they want to see fulfilled. They come to you for help. You have an ethical obligation to help them make wise choices to produce their desired outcome. As your client, theyre under your protection. You will guide them, coach them, and make it your mission to achieve the highest and best results for them.

You will discover how to identify your ideal client and fall in love with them again. One of the biggest mistakes business owners make is falling in love with the product or service theyre selling. Instead, you want to fall in love with your client. First, you have to get to know them. If you have a lot of day-to-day interaction with them, you probably already have pretty good insights into what makes them tick. If youre new in the market or youre trying to expand into a different market, Im going to give you techniques that allow you to quickly identify the exact language that motivates your ideal clients to take action.

From here we will move to The Strategic Myth. This goes beyond an origin story because it integrates in with everything you do. Your clients arent just purchasing the products and services you offer. Theyre not even just purchasing the benefits. Theyre buying from you because they identify with your story, your mission, and your community. Knowing The Strategic Myth behind your business allows you to create and share content that grabs attention, keeps your prospects interested, and converts them into long-term buyers.

Youll discover how to demonstrate results in advance for your products and services. There is risk in any transaction. Either clients are accepting the risk or youre accepting the risk. Most companies offer guarantees, but that is only one form of risk reversal. In todays world, you can go further and help your clients achieve results before theyve even purchased from you. This creates a bond with your prospects and builds loyalty that turns them into a long-term client.

Youll discover how to strategically create content that turns prospects into clients. Its not about the quantity of content. Its about calling out to your ideal client, providing them value in advance, and transitioning them into buying products and services that improve their lives. Youll see how to quickly create this content, multipurpose it into several different forms, and publish it for maximum impact. Youll connect with influencers who can multiply your reach and provide you with a steady stream of highly qualified clients.