by: Yuri Elkaim

Welcome back to another solo round of the Healthpreneur Podcast! Today I am going to be talking to you, one-on-one, about the three biggest sales boosters.

We’ve all been there… You have a big launch planned and the day finally comes—nothing. It sucks. I have been there myself, and I’ve learned a few tricks over the years to ensure success with every launch that I do—well, almost every launch. I’m not Superman.

It doesn’t matter what you’re selling, these three tips are huge motivators for people to buy. This is stuff that motivates people at a primal level—it’s tried and true. So, if you have a big launch coming up or you’ve had bad launches in the past, I would strongly recommend listening to this episode for some great tips that you can implement in your future launches.

Click here to subscribe to the Healthpreneur™ Podcast on iTunes

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In this episode, I will discuss:

2:00 – 4:00 – The first booster.

4:00 – 7:00 – The second booster.

7:00 – 10:00 – The third booster.

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What You Missed:

On our last episode, we had a great interview with Sarah Anne Stewart.

Sarah actually got into the wellness space because her father was diagnosed with terminal cancer. He made the choice to fight back with alternative medicine and was cancer free within seven months, and is still cancer free to this day. That was what made Sarah really dedicate her life to wellness.

Sarah had a story of her own to tell.  It’s a story that affects millions of women, but is not talked about. She how she has been able to tell her story and use that to inspire others and serve them in the best way possible.

This episode will give you a lot of insight into how you can really share and connect with your audience in a deep, meaningful way that benefits everyone involved, including you.

 

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Transcription:

Hey, welcome back to the podcast, it’s Yuri here, hope life is going great. It is the end of January, which means that the weather is getting a little bit warmer, which is awesome, but it’s still pretty cold. But it’s all good, right? Because this too shall pass, good or bad. It’s all cyclical.

So, in today’s episode I’m going to walk you through the three biggest sales boosters. No matter what you’re selling, no matter what you’re offering, the following three things are going to make a massive difference in the conversion or the response to your offer.

If you’re selling a $10 eBook—which I strongly recommend you don’t do—or if you’re offering higher-end coaching—which I strongly recommend you do do—or supplements or anything else in between … These three can be applied to any type of offer.

So if you want better response from anything you put out there—this is the way to go about it.

The first booster

Now, let me give you a bit of context. If you’ve ever done a product launch or if you’ve ever seen product launches, typically there’s a couple of things that happen there, right? There are a couple videos that are put out, then there’s the sales video, and then there is a finite amount of time where people can join the program. After that, it’s closed down for a year or six months, or however long.

So typically what people see during product launches or any kind of promotion—maybe it’s a 48 hour promotion, whatever you want—is that the greatest number of sales come in near the deadline. You’ve got a sale that ends at midnight tonight and you’re sending out your last email at 9:00pm, huge surge in sales.

That’s because one of the greatest motivators for human behavior is scarcity.  So that’s the first big sales booster—if you can inject scarcity into what you’re doing, you will always have a greater response. So how do we do that?

Well, we can inject scarcity in the form of a deadline—this ends tonight at midnight—or in the form of quantity—we only have x number of spots for this workshop, we only have x number of copies left of this program—and that’s it. That simple addition will make a massive difference to the number of people that take action, it’s crazy.

If you haven’t done this, please try it. If you’re working in clients in person or virtually, throw it in—“I can only take on 20 people.” Now all of a sudden there’s a finite limit, people are going to be motivated to take action.

The second booster

Now the second booster is a really cool addition to any higher end offer. Think about this. I love flying—as I’ve probably mentioned way too many times—and I usually fly business class, that’s just the way I roll. I refuse to sit in economy anymore unless it’s under an hour and a half flight or so.

So why do people fly first class, or business class? Well, there’s an ego boost, there’s a sense of significance—and I’ll be very honest with you, there’s that nonsense going on as well, even on my part. Which is pretty stupid, but that’s the way it is.

But here’s the thing. You’re part of an exclusive cabin, there’s only so many spots—tying back into scarcity—and you’re part of this upper echelon, if you will. None of this stuff really makes sense if you think about it—it’s irrational—but it’s exclusive.

And when it’s exclusive you can charge more and you attract better clients into your business.

So how can you do this in your business? Well, exclusivity on a $10 eBook is probably not the right sales booster to use. But if you offer some type of high-end coaching group, then exclusivity basically says, “Well, this is only for these types of people and you have to apply to be accepted. Nobody can just walk on in.”

Another example of this is our Healthpreneur live events which we throw every September—which by the way, if you haven’t checked out, you’ve got to check out, assuming you meet our criteria.

See what I’m doing there? So if you want to check it out, healthpreneurgroup.com/live is our live events in September. It’s a maximum of 150 people. It’s our annual global gathering of amazing health and fitness coaches, entrepreneurs and practitioners, who come together to take their businesses to new levels.

But again, part of the magic of that experience is the curation that we do. So we don’t just let anyone walk in. We have you fill out an application. We review that application. If you fit our criteria, you’re in. See how that works?

I’ll give you another example. We have a great workshop—which is actually coming up in less than a month—called the Health Business Accelerator. I talked about it a little bit last week.

What we do in this case is we limit it to 20 people. Because I can only service and personalize this delivery to 20 people—otherwise it just gets out of hand and I can’t give you the personal attention that you deserve.

So we say it’s limited to 20 people, and again, it’s by application only. It’s a $4995 investment, so $5000 to join us. You can’t just give us the money. You have to apply, and if we approve the application—based on meeting our ideal criteria—then you can complete the registration.

You see how this works? We’re using exclusivity as a takeaway. Because we often want more of what we can’t have. I tell my kids, “Hey guys, you can’t have a brownie after dinner tonight,” and then they want it even more. Right?

If we say, “You can’t do this,” people tend to want it more.  So exclusivity plays on that big time. If you have a higher end offer, exclusivity is a great way to position it.

The third booster

The third sales booster is, lo and behold, called empathy. Wow, what an idea, right? Empathize with your prospects. This really comes down to understanding them.

Here’s a simple exercise for you to do. I want you to write down the fears and frustrations of your ideal prospects and clients. What are they currently experiencing and going through that is frustrating them? What are they afraid of encountering in the future? Then write down what their desires are.

You’re just writing down the frustrations, the things that they’re currently experiencing that are holding them back, that are standing in their way, and you’re also writing down the things that they want to achieve.

Now this becomes a foundational inventory type of process to go through, and I recommend to our mastermind clients, keep this in front of you—like on your wall—because the more you do this, the more you understand your audience. The more you can use that language and those fears, frustrations and desires in your communication.

When you can tell them, “Hey, I understand you perhaps even better than you understand yourself.” Or, “I can understand the challenges you’re going through, because I too have been there.” Or, “I have a client who went through the same thing.” Now we’re using empathy.

In order to empathize, you have to understand where people are at.  In order to understand where people are at, you just have to spend a little bit of time either speaking with them, or based on what you know of them, writing down all of the fears and frustrations and desires they’re currently going through, so that when you build out your messaging and communications, you can use that to better resonate with them.

When they feel understood by you, they will move to action.

Review and Wrap Up

So let’s review, the three biggest sales boosters: scarcity, put a deadline, limit the quantity; exclusivity, use a takeaway, make an exclusive group that only certain people can apply to join; and use empathy, which is basically just telling people, “Hey, I understand what you’re going through. I can resonate with that. I’ve been through that myself. I have helped other people in your position.” When people feel understood, they will move to action.

Sound good?

Now, if you enjoy this type of stuff and you want to go a little bit deeper, we have a great new free online training webinar called The Seven Figure Health Business Blueprint. I’m going to walk you through five secrets to building a hassle-free seven figure online health business, and I’m also going to show you the nine business accelerators to help you get there even faster.

It’s completely free and I’m revealing some of my biggest revelations in the past couple of months—some big shifts in terms of where I see businesses going and some of the biggest mistakes you need to avoid. And obviously, laying out a blueprint that is working like gangbusters, that you can employ as well.

So you can join us for free over at healthpreneurgroup.com/9, that’s just the number 9. And you can register for free on that page right there.

I hope this finds you well. Hope it makes sense. Hope you put them into action.

Have an awesome day. Continue to go out there, be great, do great.

 

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