The School of Greatness - 873 Simplify Your Sales

Episode Date: November 8, 2019

FALL IN LOVE WITH YOUR CLIENT. The world is full of people waiting to bring their incredible ideas to the marketplace. Many entrepreneurs first think about how great their idea is and how rich they’ll get. Before you unleash your masterpiece to the world, take a moment to think about who your product is really for. Entrepreneurs often start with marketing and building business plans. Many don’t make it as far as understanding the outcome they are trying to achieve. Start with the end. Start with the transformation and work backward. Learn to fall in love with your client, not your product. Once you know who you’re creating for and what the outcome will be, everything else will fall into place. For this Five Minute Friday, I revisited a conversation I had with Darren Hardy, one of the most successful entrepreneurs I know. He shared his thoughts on the three biggest mistakes people make in sales. Darren Hardy is a successful entrepreneur, speaker, author, and publisher of Success Magazine. Learn about sales, business and how to find an audience for your project in Episode 873. In This Episode You Will Learn: The three grave mistakes people make about sales (2:00) How to simplify the sales process. (3:00) Why you should fall in love with the results you want for your clients. (3:15) Why you should start with the transformation. (4:25) If you enjoyed this episode, check out the video, show notes and more at http://www.lewishowes.com/873 and follow at instagram.com/lewishowes

This is 5-Minute Friday! And for those that don't know who Darren is, he's a visionary force behind Success Magazine as a publisher and founding editor, which reaches 3 million ambitious achievers around the world every month. He's also the New York Times and Wall Street Journal bestselling author of what has been called the modern-day Think and Grow Rich, which is called The Compound Effect, that book, and the worldwide movement to onboard 10 million new entrepreneurs through his latest book, The Entrepreneur Rollercoaster. Why now is the time to join the ride.

I'll give you what I call the three grave mistakes that people make in selling. Number one is they fall in love with their product. And people tell you, love what you do, love your product. But that's the mistake is that you're in love with your product and you can't see the forest or the trees. And quite frankly, what you need to fall in love with is your client. You need to fall in love with the outcomes that you want to create for your client. So see, here's the here's the pathway that that most people think about their business. They go, what product do I want to create?

What do I love? What do I want to create? You know, I want to create mini cupcakes. I love mini cupcakes or whatever it is. They they have a love for something that they want to create. And then they go, okay, now I need to market and sell this. And they create the sales and marketing around the product that they've created. And then they go, okay, I need to go and find clients and traffic and get people to get this sales and marketing in front of people. And that's sort of the – they never really even get to the outcome or the transformation or the better future that's created if they use the product or service that they've created.

And I say you've got to go at that exactly backwards, which means that you want to start with the transformation. Like when I decided that – when it came down to writing the book The Entrepreneur Rollercoaster, I started with a transformation. I thought, what is it that I want to bring to the world? What outcome? What result do I want to help make happen in the world? And because of the gift that was given to me, which is called entrepreneurship, because we champion the entrepreneur globally, it's like, okay, I want to help transform the results, the success factor for the entrepreneur. And so that's where I started. So start with the transformation. And then I go, okay, well, who's the client?

Well, for the entrepreneur roller coaster, it started primarily with the early stage entrepreneur, the one that's just getting onboarded into the, or, or the, the aspiring entrepreneur, the sitting on the sidelines, they want to, but they just don't know how they didn't, you know, they're a little nervous and scared. And if somebody could just make it easy and, and certain for them that they would step forward. I've actually been surprised that very, very veteran entrepreneurs, some of the people that I admire, that the book had a profound impact on them. They said it sort of simplified and clarified everything. They see some things that they've drifted from that they did in the beginning that they aren't doing anymore, and it helped refine some of those core essential skills levels higher than they had even refined

for themselves. But it was really essentially in the beginning when it was thought through, it was that early stage entrepreneur. That's the client. Then you go back the step before that. It's like, okay, what's the sales and marketing that needs to be created to communicate the transformation to that client? Okay, now we've got that. Now let's write the book. Now let's create the product.

Now let's build the widget that basically fulfills the transformation. It's the reason why Jeff Bezos is crushing it. I mean, if there's a guy like, who's going to win the Monopoly board? I got my money on Bezos. I mean, you could say Apple, you could say Facebook, you could say Google. I say Amazon. Amazon's going to run the Monopoly board. And the biggest reason for that is Jeff Bezos starts with the customer, starts with trying to solve what's the pain point for the customer? What does the customer want to achieve? And what is the pain that I want to help them get over? And then he works backwards. Then he finds which of the customer sets, then he works backwards. Then he finds which of the customer sets, what's the communication to them about it in a delivery system for it, and what's the problem that we're trying to solve.

That has been the beginning of new products, new initiatives, new programs inside of Amazon have happened because he started with the customer and then worked themselves backwards. Hey guys, if you enjoyed this inspirational clip from a past episode of the show, then you'll love the free book I'm giving away right now. It's called The Millionaire Morning. It includes some of my best tips for starting off your day with a millionaire mindset. Get your free copy at themillionairemorning.com and just pay shipping. Again, check it out right now, themillionairemorning.com. Thank you.