Working Backwards to Leap Forward

Have you seen my first ever Brainz magazine article? I’m an Executive Contributor with them and I’m honored to be able to share my nuggets with the world.

In the article, I talked about how to avoid burnout, and one of the ways to avoid burnout I really want to expand on:

Working Backwards.

I don’t think enough people do this. We are so focused on what we have to do in order to book clients, how bloody hard it is for us, we forget what the customer journey truly looks like.

When we work backwards, we are able to feel the elation first and then go back to the pain (which, incidentally, is the best way to do sales calls). You want to be able to taste the outcome. It has to be so clear that there is no doubt about what the results are.

One of my biggest pet peeves is when people promise you airy-fairy stuff.

“I promise I’ll make you FEEL GOOD”

“I empower coaches to STEP INTO THEIR POWER”

“I use my PROVEN Shampoo strategy to get you to 5 figures!” ….

What does it mean to step into my power? Will I suddenly become superwoman? Besides, what is 5 figures? $10k is 5 figures, and so is $99k….

Stop being so airy fairy. And coming from me, that’s saying a lot. Stop using fluffy words to pad out what you really want to say.

So how do you do this?

First, start with the outcome:

What is it that you provide for people? A solid, specific outcome.

2. How do you get them there?

Do you have a 4-step program? A 7-worksheet process? What is it that you do for them?

3. What makes them buy from you?

This question is deceptively hard. Is it your awesome worksheets? Is it your blinding personality? What is it that gets them over the line?

How are you selling? What does that process look like? Is it a paypal payment page, or is it an email sequence? What are the mechanics behind this?

4. How do people buy into you?

Or are you showing up on lives? How are you making sure people get to know, like and trust you before they pay you the big bucks?

5. What is the pain?

What is the pain that makes people desperate to hear from you? What is the struggle that will make them see more clearly thanks to you? Try to name 3.

If you can answer these questions precisely, you’re onto a winner.

Because you’ve basically written out your sales page. You’ve mapped out exactly what the customer journey is, so you can more easily identify where people are at. You’ll get really good at being able to tell where people are based on how they are interacting with you, based on the above.

Then, using some of your attraction marketing and engagement tactics, you'll find that it's so much easier to sell!


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