Sales Feeling Slow? These Two Shifts Are Waking Up Buyer Energy

Hey guys, welcome back to the podcast. In the last episode I did, we talked about easy things to sell, things you could sell right away that aren't going to take a long time to develop. So if you haven't listened to that or you need something to sell, definitely check that out. In this episode I want to talk about trends I'm seeing with sales.

Kind of what I see shifting in the online space and what I am coaching my clients to do inside the Mastermind and inside my coaching programs. So the first thing is I am seeing much higher conversion rates with people that have some type of regular video nurture content. This can be YouTube or it could just be a loom video of you talking through your content. So if you wrote an email, you could talk through that content and record a video of you explaining or going a little more in depth.

Or it could be a video of you giving a pep talk. But you need to be emailing them some type of video, ideally at least once a week. And if you're gearing up for a launch, you really might want to bump that to two to three times a week. I know that sounds like a lot, but they don't have to be long videos.

I do think this is one of the most powerful things you can do. If you have an audience that is not buying. Sending them that long form video content is something I've seen that can help with that. We have a lot of people in the Mastermind right now that are kind of double dipping.

So they're using YouTube as a long term lead gen strategy, meaning they're learning keywords, they are making videos strategically to hopefully someday rank. But sometimes that can be a long game. Depending on the niche and how many videos there are, it could take a year, year and a half to really start ranking in search and for YouTube to actually send people to your video when they're looking for information. So while they're building up that long term strategy, they are also using it as nurture content.

So so they're putting up a video every week and they're sending it to their email list and that's kind of doing two things for their business. It's nurturing current people that are already on their email list so they will be more likely to buy and warming them up. And then it is also potentially someday hopefully going to grow into a lead magnet for them where people will actually find them on YouTube, get on their email list and become buyers. The people that come to me that have YouTube channels are just making a lot of sales right now.

And so I think there's something to be said for that. And I think people are liking long form content. So if you can't do video, I think the next best thing is long form podcast content of you talking, being very candid. People are not liking the AI stuff right now and they're really gravitating towards less produced content on social media.

So more casual type content. And I think that could potentially translate over to podcast and YouTube as well. Where you want it to feel a little more conversational, you don't need it scripted out, you want to show your personality. And I would say a long form podcast on a topic that they really care about and that's valuable is going to be your next best bet.

If you just can't do video right. So something's ways better than nothing. So if you are in a seasonal life where you're like, I don't have the capacity to get on camera, I don't have time to do it, it's just not possible. That's okay.

But that doesn't mean you don't do anything right? So then it's like, well, what's a version of it you could do? Like could you make a video on your phone in your car to send them? Could you, could you do a podcast because that's just audio and record it on your phone while you're in the parking lot?

Like there's lots of options here. But the nurture stuff really has to be up leveled. I'm working on this on my own content. As we're planning out the next year, I really want to have high value, regular free content going out.

So definitely make sure you're on the email list because y' all are going to get hooked up the next couple months. So that's the first thing is the nurture stuff. Definitely video. If you are going into a launch and you're like, I really want to do something to make my launch go better, most of the time my advice is going to be do video.

The next thing is make sure to do a limited time offer. I have been on everybody about this. In most niches we are just seeing people are not impulse shopping. They're not like clicking on your casual links in your email.

So when I started it was all blogging all the time, right? And I had my little blog and I would send an email and I might mention a product or mention one of my workshops and I would just casually mention it in the newsletter and people would buy and I made a lot of money doing that. I am not seeing that be effective now for most people. Now, it depends on lots of different variables.

Okay. But I think the most valuable thing I can do on this podcast is tell you guys patterns that I'm seeing. I'm in a lot of communities, I'm in a lot of courses, I coach a lot of people and I'm always looking for patterns and like, what are the trends? I think this is something I'm particularly good at and I just want you to know it's not like a hard and fast rule.

The stuff that I'm telling you isn't like written in the sky as the ultimate truth. These are just trends that I'm seeing. So some of them might apply to you and you might be an exception to some of them, but I really think the limited time offer will increase your sales conversions. So instead of just like, hey, I have this course, you can buy it if you want, or casually mentioning a product, put together some type of promo sequence.

At plan like a boss, we had everybody plan their promo windows. But look at your next 90 days and put your promotions on your calendar. You can do a two day promotion, you can do a three day promotion, you can do a week promotion. And what you're going to do is you're going to put together some type of limited time offer that's only available during that window.

It could be a bogo where you're giving them two for the price of one. It could be, if you buy this workshop, you get all these bonuses to go with it. You get a tracker and a workbook. You could be a call with you.

It could be an audit. There's anything that you can think of can be a bonus, but you want to have some type of bonus and, or a discount. So you can do, if you don't want to do a discount, you can just do bonuses. And if you want to do this promotion with an affiliate product, you can do that with bonuses.

So when you're promoting an affiliate product in one of your promo windows, you can't control the price because it's not your product. Sometimes they'll give you a discount code that's really nice, but that's rare. And especially for those of us that don't have like huge, huge audiences, it's harder to get that kinds of stuff. So if you can't control the price and we can't close the cart, how can we create a deadline for them to buy?

You can use bonuses for those affiliate products or for your own products and an affiliate product, you would promote it and you would say, hey, if you buy this week before Friday, forward me your receipt. I'm going to give you this bonus package. Right. And it is a little bit of work manually.

So make sure that you're selling something where the commission is going to be worth, like manually forwarding everybody the bonus package. Really easy thing to outsource if you have a va. It doesn't actually take us that long to do that kind of stuff. We do a lot of manual bonuses and stuff on my list and it's really never been like overwhelming to the team or anything like that.

So that's how you can do it with affiliate product, with your own product. You can also do a discount. So you can do bonuses and a discount. You can do just bonuses, you can do just a discount.

And you want to have a deadline where they need to make a decision. The reason why is because I think people are indecisive right now. People are being really thoughtful with their purchases, which is great. That's a good thing, right?

I've heard a lot of people kind of feeling down about the economy or that sales aren't what they were. It's not a problem. It's not a problem. These are my thoughts.

I'll offer you. It's not a problem for people to take longer to buy. It's not a problem for people to be more thoughtful. It just means we have to be more specific in our marketing.

We have to offer a higher level, more desired service and product. Our offers have to be better. The marketing has to be more clear. But that's not a problem for us.

Right? We're up to the challenge. You're up to the challenge. If you need help, I'd love to help you.

Come in the Mastermind. It's closed right now, but email infoaithmoriah.com I actually have a couple spots we could probably put you in. Just tell the team, your podcast crew.

And then I mentioned this on the podcast. Okay, so no more casual selling. We need a deadline. I think people are being slower with their purchasing decisions.

And when they're doing the casual link drop, they'll click through, go to your page and they might look at it, but they don't really decide, yes, I want to buy or no, I don't. They just kind of click away. Right. And so they didn't really make a decisive decision.

No, I don't want this thing. Right. And the limited time offer just kind of puts them more in that state. I think pretty pre launch and Runway is going to become a bigger thing.

I have been dropping the ball on this lately and I'm working on making our content calendar longer so that I have the promos planned out more ahead of time so I can do better. Warm up content leading up to it, doing extra nurture content, selling before the sale. So if I'm going to sell a course, let's say on knitting sweaters, I don't know, I might start putting out a lot of content. Sharing, like a story about a sweater I made for somebody, or sharing pictures of sweaters that I'm working on, or talking about how much I love making sweaters, or sharing testimonials of people that have learned how to make sweaters from me and love it.

And I might give them some tips about sweaters. This is just kind of putting it top of mind, right? And so you're not saying, hey, go buy my product, or hey, I'm launching. But what you're doing is creating desire for what you're going to be selling by talking about it ahead of time, by showing them how great it is, and by kind of connecting for them why they should spend money on that product you want.

When you open the cart or you announce that there's going to be a sale on your sweater course, people are like, oh, I've been wanting to knit sweaters. And it's like, yeah, they've been wanting to knit sweaters because you have been talking to them about it for six weeks and sending them video tutorials and telling them how great it is to make sweaters. Right. And so we want to give them the thought like, oh, I've been wanting to do that.

Oh, I've been looking for that. What kind of content can you make? And you don't necessarily have to name drop your product. You can, right?

I think it can be great to mention your products. Think about if you see something in Target that goes on sale and it's something you've almost bought before and you're like, oh, I've almost, I almost bought that the other day and now, now it's 30% off, right? So you're like, oh, yeah, like I'm definitely going to grab that. Whereas if it's something you haven't seen before, maybe you're not as excited about it.

Right. But it's something you've been kind of eyeing or looking at and then it goes on sale a lot of times for a lot of us, that will be enough to move us over that line into the buyer camp. I think testimonials and social proof are really important with sales right now. And I also think you gotta back your stuff up.

Like your stuff needs to be really good. If you're not sure if it's really good, put away your imposter syndrome hat. Put away your, your chattery brain. Just kind of table it.

Say, hey brain, I don't want to make this mean anything about me. I don't want to think about my self worth. But just based on what people need, based on what people are wanting to learn, based on what people are hiring me to do. Is that in the product?

And go through and audit your service or your course or whatever it is that you're selling and, and make sure that you are delivering. One of the best ways to bring in extra revenue this year if you're wanting to increase your revenue is to get repeat buyers. So figure out the people that have already bought from you. What can we sell them now?

How can we get them ready for your next offer? And make some kind of special offer. Make an alumni offer or something like that. If you've delivered on that first program, a chunk of those people will probably buy the next program too.

I hope these give you some ideas of things to start with. Let me know if you try them. Definitely. Video and limited time offer.

I have been on everybody's butt about this in the Mastermind. I'm like, video, limited time offer. Video, limited time offer. So definitely try it.

Let me know how it goes. You got this. Even if it feels hard, it's okay. It's okay for things to feel hard.

It doesn't mean it's not working. It doesn't mean you can't do it. It doesn't mean anything. It just means we're learning new skills.

You're doing something you haven't done before. You might be feeling some uncomfy emotions, but just remember, none of that means anything about your business. Right? We have to really separate our emotions and our feelings and our thoughts about doing something hard and things being difficult and things taking a long time and the actual potential success of the business.

And those are separate. So don't tell stories about your business based on just your thoughts or your crappy mood or your crappy feelings. Okay? Also, I have a new YouTube live show called Startup Grounds.

You can go to startupgrounds.faith mariah.com to see the next episode. The schedule for February should be out soon.

Go check out my YouTube channel. I am putting new videos up there and I have some new lives up there. And. And let me know what you guys want on the podcast.

Send me an email let me know. I really do read everything. I try to go through my DMs on Instagram, but I don't always see them. So the if you want something on the podcast, email infoaithmoriah.

com I'd love to hear from you and I will talk to you guys very soon.