Use Video To Teach And Sell More
Want to know the secret to selling more?
I’ll give you a hint … you have everything you need right now.
You see, selling is not about:
- Being the slickest person in the room.
- Having an oversized personality.
- Being able to intimidate others at will.
- Knowing the “magic words” to use at closing.
- Memorizing the most selling techniques.
Nope, selling is about something completely different.
How do I know?
As a high-school graduate I have:
- Supported my family for over 40 years on selling.
- Been a straight commission sales person all my life (or self employed)
- Been #1 in every office I ever worked in.
- Been #1 in the country for one company and the world for another.
Enough about me. This is about YOU and how YOU can sell more, starting today.
Watch the video. Do what it teaches. Share it with your friends.
And enjoy the results.
Thanks as always,
Prefer to read? Here is the enhanced transcript for your convenience.
Hi, this is Charlie Page. And lately we’ve been discussing ways to use video to grow your online business and to make money online.
Today, I’m going to share with you how to use video to teach and sell.
Now this has nothing to do with making a video sales letter. I have other teaching about that, but I do want to share some important insight with you about how to teach and sell using video.
Many years ago I learned an important truth about selling.
I’ve been a salesman for over 40 years, never had a job where I just showed up and they paid me a salary. I’ve always either been a straight commission or self-employed, so if I didn’t sell it, we weren’t gonna have dinner that night.
Here’s what I learned.
When people don’t buy they still have questions in their mind.
The reason people don’t buy today is because they still have unanswered questions in their mind.
Now, that’s not the only reason people don’t buy. I understand that. But it’s a big one. It’s a really big one, so big, that if you solved this problem, a problem you may not even know exists right now, big things can happen in your sales results.
Now, here’s how to solve the problem. It’s really simple. Start explaining your product better.
You know as product owners, or affiliate marketers, we know and love our products. But we forget that others don’t. They don’t know or love our products yet.
That’s our job, is to convince them to get to know and to love our products. So here’s how you fix them not knowing that.
Stop selling, start sharing.
You see, your job as a salesperson whether you’re a product owner or an affiliate marketer, is to find people who need what you have and match up what they need with what you offer, and when the match is right, people will go ahead and buy all day long.
It’s not to go beat the bushes and find people who might possibly someday maybe need what you have, and then try to hound them into buying it. It’s matching up what you can offer with what they need.
And helping them see how you can help them solve problems.
So, you want to share how your product works. A lot of people are afraid of this.
A lot of people are afraid to let people look under the hood.
But think about this for a minute. The more you know as a buyer, the better off you are, right? You feel more comfortable.
Other people feel that way too.
They don’t want this mystery approach, they want to look under the hood. So share how your product works, let them look inside. Share why your product works.
We have two sides of our brain, as you know, an emotional side and a logic side. When both sides of the brain are satisfied, decisions get made.
But if there’s the emotion like rah rah, it’s exciting, you gotta buy right now, look at the countdown timer, and then there’s no logical reason why to support that, then people will hesitate to move forward.
Another thing I learned many, many years ago is this.
People buy on emotion, but they defend that purchase with logic.
So you have to satisfy both. You have to share why your product works. Share for who, or maybe that’s whom, your product works best. Who’s a good match for this product? If it’s not them, great. Eliminate them and move on to somebody else.
But if it is them, you want them to be able to connect and identify very quickly with the fact that your product can help them. And answer any frequently asked questions by video and not on some knowledge base.
You know, we lose so many sales as people who sell things online, by giving a person an answer that says, “Go look in our knowledge base. We have an article there.”
You know what, they wouldn’t be asking a question if they wanted an article. They want an answer, not an article.
By doing this, three things will happen.
Number one, you will sell more.
I’ve seen it happen time and time again. It’s happened in my own business. And it happens for my consulting clients.
Number two, you’ll have happier customers.
You know why? Because they’re convinced in advance before they make the purchase that this is gonna be a great thing, and they’re making an informed purchasing decision.
Think about the last time you weren’t sure about something and you moved ahead anyway, because you were all excited about it, versus the last time you really did your research, and you knew that you knew you were gonna be happy with this product, and then you moved ahead.
It’s a completely different experience.
Number three, you will sell more upsells.
If you’re not using upsells in your business now, as an affiliate or as a product owner, you’re leaving money on the table. It’s just the way the world works now.
We don’t have to trap people into 19 upsells, but to offer them something relevant of a higher price right after they’ve purchased is good business. And you’ll sell more of those the more educated your customer is before they become a customer.
The key is this, think about your product like a new user would.
Now, I know that’s hard, but it’s very important. Put yourself in their shoes. Write down all the questions you would ask, and answer them on video.
If you can’t think like a new person would, which you know, it’s hard. I’ve owned the Directory of Ezines for over 15 years, it’s a little bit hard for me to look at that site like brand new person would because it’s mine. I’ve owned it forever.
Ask a new buyer to help you. Or, ask all your new buyers to help. And reward them for their effort.
You don’t have to pay them cash money, give them some kind of a bonus, some kind of a nice thing. But make sure it’s of high value because their time is valuable.
This type of feedback loop, it’s incredible.
- It helps you market better.
- It helps you create better products.
- It helps you uncover hidden needs so you can create additional products or recommend other products.
- And it shows customers you care. And in today’s world, let me tell you. That’s a missing element.
I’m old enough to remember when customer service really meant something, when personal touch really meant something. And let me tell you, today’s world, it’s a whole different set of circumstances.
Show customers you care and they will reciprocate by being loyal for a very long time.
You’re not just pitching, you’re sharing. That’s very important.
And that really works best online.
This is exactly why product launches work so well. Think about product launches.
- Aren’t they always a series of three or four videos?
- And don’t they always include what this product does, why it makes sense, who it works for, and then some questions?
You can do the exact same thing without going through all the expense and hassle of setting up a formal product launch. Try it, you’re gonna love the results.
If you want more videos, more teaching like this, visit me at CharliePage.com. If you’re watching this on Facebook, please share it. If you’re watching it on my blog, please share it with your tribe.
I would love to get the word out about this to more people because let me tell you, these are the things that work.
This is Charlie Page, thanks for being here. Have a great day.