As the co-founder of a video content marketing agency that aligns speakers and experts with content for their blogs, there is one thing I’ve noticed that you do not need to prove in your sales process.
I see this so much and I wanted to bring it up because it happens when you have a little less confidence. Maybe you know that you’ve stumbled onto something that works. You know it works for you, you’ve tested it out on a few other people, and have a process that works. But sometimes there’s that little voice in your head that’s telling you that your process is not all that great or maybe you’re not the best person to be selling whatever you’re selling.
How Imposter Syndrome Can Delay Your Sales Process
This kind of imposter syndrome talk is very harmful to listen to. It may make you feel like you have to prove that you know what you’re talking about. So you get in the way of your own process by talking about the steps or talking about your education or your background and how long it took you to get to this point.
You see that a lot in webinars where somebody really wants to prove that they know what they’re talking about. Now when you’re doing a webinar, you do need to explain to your audience why you’re an expert on your topic. So here’s your permission slip. You are allowed to assume that once people see you on a webinar, they immediately think you know what you’re talking about. And now it’s up to you to prove that to them.
Just remember that people don’t come on to a webinar wondering if you know what you’re talking about. They see your ad and landing page. Then they show up because you have said that you’re going to solve one of their problems. The buy-in happens when they give you their email address which jumpstarts the sales process.
Don’t Waste Time Trying to Prove Your Expertise To Others
Think about it this way, when was the last time you gave your email address to someone that you didn’t believe knew what they were doing? Probably never. You don’t give your email address to someone who looks spammy, or somehow dumb. So when you excuse yourself from having to have your virtual diplomas or certificates displayed on your wall, then you can begin to prove what you know by sharing your expertise with others and helping them solve their problems.
Now, all you have to do – especially in a webinar – is teach people the shortcut way to get the results that you got so they experience a transformation. You don’t need a PhD to do this. Then, you can use the secret code in every marketer’s playbook: testimonials. You can have other people talk about the fact that you really do know what you’re talking about. And not only that, but the transformation that you are promising has happened for them, too.
Being able to help someone else and share their transformation is a wonderful process, so keep that in mind. When you’re going on and on about the different pieces in your digital product or course, determine if there is anything in your product or offer itself that is fluff. Fluff would be anything that makes you feel better about what you’re saying but isn’t necessary for your audience. And you might not be able to decide what is fluff on your own.
So ask someone you know to give you constructive feedback. Ideally, this should be someone who has the problem that your offer solves. Give them free access then ask if there’s anything in there that didn’t need to be and cut the fat.
How to Cut the Unnecessary Fat From Your Programs and Sales Process
People have a very hard time finishing digital courses in the first place. So don’t add anything that is extra or unnecessary. Don’t mention your time in grad school if it’s not relevant. Remember, your offer solves a problem. The faster that the person on the receiving end of your offer can solve that same problem, the better off they will be. So you don’t have to add fluff.
You don’t have to prove that you know what you’re talking about. You just have to show the person the way to their transformation. Doing this will go a very long way toward letting you step back from the things you’re doing that you think are building your confidence, but actually aren’t.
I hope that was helpful and you consider some of these things when working on your sales process. I love helping people put together webinars, sales funnels and landing pages, and sales pages. If you want to click here and book a call, I’d love to talk to you about what you’re thinking and how you can get out of your own way when it comes to promoting the thing that you have made.