By Bree Mitchell
As an online solopreneur, entrepreneur, or service based business owner, you often feel as if you are caught in the middle of a game of “survival of the fittest”.
You regularly feel internal and external pressure to prove yourself as an authority, define and showcase your unique brilliance, and to win your position at the top of the wildly in demand pedestal.
The pressure you feel to “be different” and to “cut through the noise” mounts exponentially when it is time to launch and promote your offer(s).
You stress and ponder over whether your offer will be wanted by your audience, and you start to second guess how valuable it really is. Especially when those thoughts of “is what i’m selling really that different from what is already on the market?”
You wonder “how the heck do I talk about my offer in a way that stands out, gets attention, and helps my ideal clients “buy in” to what I’m selling?”
Oftentimes this thought spiral leads you to obsessively consider if you’d be better off pivoting to a different niche, re-vamping your entire product suite, or ditching the online business owner life completely.
As your business therapist, i’m here to comfort you with a virtual hug and to tell you this spiral is completely unnecessary.
Instead of re-thinking your entire business, and maybe even your entire life, what if I told you that “cutting through the noise” can be as simple as changing HOW you talk about your offer vs. changing what your offer is?
Presenting to you 3 psychology backed ways to powerfully and uniquely promo your offer (use these on Instagram stories, lives, and in your caption and landing page copy!)
1)Tell your audience what your offer cannot help them accomplish.
How often do you hear a sales pitch that includes what an offer cannot do? Possibly never.
Typically when you are pitching, you highlight:
1) what problems your offer helps your ideal client solve
2) what transformations your offer takes your ideal client through
3) and what goals your offer helps your ideal client achieve.
You focus on the positives, because that is what makes logical sense.
But sometimes focusing only on the “here is what you get” leaves your audience skeptical, because your offer can sound too good to be true.
You can earn your ideal clients’ trust more quickly by also highlighting what your offer cannot do.
Example: “Video VIP Academy is a 12 module course that will teach you strategies for organically skyrocketing your reach, engagement, following, and sales using Instagram stories and Reels. This course will help you master your video presence in order to position yourself as a go-to authority who also has personality. Video VIP Academy does not cover the nitty-gritty of video tech. This course will not help those completely new to showing up on video how to master creating stories and Reels from a technology standpoint.”
2) Narrate the story of your ideal client’s future.
A basic pitch tells the story of your ideal clients future like this:
“when you work with me you’ll have a business with strong foundations and clients coming in consistently”
A powerful pitch is one where you paint the vision of your clients future, storybook style, leaving them feeling like a child with stars in their eyes.
“How would it feel to know you can easily afford grocery shopping at Whole Foods instead of the discount store? That “bougie” e/o week pedicure and manicure? No problem at all. You’ve earned these things, because you have a solid online business that brings in clients on autopilot. *Ding* that was a 4 figure payment you just received while enjoying a mid-day walk with your dog. That feels amazing, doesn’t it? This is what your future has in store once you learn the strategies within my XYZ program.”
Storytelling is one of the most powerful psychology backed strategies you can use to motivate your audience to make a decision to buy from you.
Neuroscientists and psychologists alike have found through research time and time again that storytelling lights up the emotional centers of the brain (the frontal and parietal cortices).
Pitching in a way that gets your audience emotionally invested helps them to feel a deeper and more trusting connection with you. As well as helps them truly feel what it would be like to experience the transformation your offer provides.
3) The “what if” principle
You’ll want to make sure you read this one from beginning to end!
On a psychological level, people respond more quickly to negative pressure than to positive pressure. In the world of sales, this looks like businesses pressuring their target market to “buy in” by highlighting the consequences of not buying vs. highlighting the rewards of buying.
For example, a major airline created an email sales campaign that utilized an A/B split test to determine which messaging would be more effective for motivating their audience to buy.
The “A” email went something like this:
“Our fares are lower than ever before! Book your dream vacation now! Before you know it, you’ll be lounging on your favorite beach with a drink in hand. Time to leave your stresses behind.”
The “B” email went something like this:
“Our fares are lower than ever before! Take advantage of these rates now, because you may never be able to afford that trip of a lifetime you’ve been dreaming about unless you act today.”
Which email generated more sales? Email B, proving that people are more motivated to spend money to avoid a loss than to accumulate a gain.
But how ethical is this controversial strategy?
If you feel gross and manipulative at the thought of highlighting the consequences of your ideal clients not buying, the “what if” strategy is a more empowering option.
The “what if” strategy involves highlighting all of the things that could go right if your ideal clients’ decide to buy into your offer.
This strategy works especially well if you are selling to a primarily female audience by building trust with them and busting the “i’m skeptical if this will work for me” objections.
Example: “You have doubts about whether the Sell & Scale program is for you, and if you will really be able to master consistently bringing in qualified leads, closing sales in the DM’s, and securing recurring revenue coming in months ahead of time. These doubts are natural and healthy to have, but what if this program does work for you? What if all the hard work you put into this program does pay off? What if you do master lead generation, closing sales in the DM’s, and securing recurring revenue? What would your life look like then?”
This method empowers your ideal clients by putting them in the driver’s seat to imagine all the things that could go right vs. what could go wrong.
Similarly to the storytelling method, this recruits the emotional centers in the brain to help your audience truly feel how exciting it would be to succeed and accomplish their goals through working with you!
Want to geek out on more sales psychology with me and make more money because of it?
Apply to work with me HERE
Explode your engagement by downloading 30 days of psychology based Instagram story prompts HERE
Come find me on Instagram and send me a DM to say hello HERE
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