If Buyers Have to Imagine It, Show Them the Product — Transcript

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1. 0:00So, that's the first one. All right,
2. 0:01let's look at this one. Is this good for
3. 0:03you guys? Can you uh let me see if I can
4. 0:04see the chat or Kirby, you can tell me
5. 0:06if people are liking this. Okay,
6. 0:08fantastic.
7. 0:10Okay, so relational intelligence. Great.
8. 0:13Uh, so you've got this. We've got the
9. 0:14video here. Let's, uh, I'm going to just
10. 0:17kind of scoot through this. Okay, so
11. 0:19we've got talking head for the most
12. 0:21part.
13. 0:23Okay, so it's all talking head. So, what
14. 0:25I would probably do is kind of what I
15. 0:26outlined before is like if I have these
16. 0:28bullets of what I'm going to talk about,
17. 0:30I want to show like the reason that
18. 0:32quote demonstrations and demos are
19. 0:34compelling for sales calls is because it
20. 0:37show like it it it doesn't leave to the
21. 0:39imagination. It just shows them what
22. 0:41they're going to get. And so, think
23. 0:43about this. This actually might be a
24. 0:44good frame for everyone. Think about
25. 0:45this like an unboxing video.
26. 0:48So, it's like I'm going to unbox what
27. 0:50you're going to get and this is the
28. 0:51stuff that's inside. And you just again
29. 0:54while you're thinking through this and
30. 0:55this this comes with time and comes with
31. 0:57practice when you like sell stuff but
32. 0:58you're thinking how does this help them
33. 1:00avoid pain how does this help them gain
34. 1:03what they want faster easier or more
35. 1:06guaranteed or risk-free right and so
36. 1:07each of these things is away from bad
37. 1:10towards good and you've got the elements
38. 1:12of risk speed and ease right that's kind
39. 1:15of the matrix that you're thinking
40. 1:16through in terms of how you're
41. 1:17describing each of the bullets or each
42. 1:19of the components or features of what
43. 1:21you're including in your community. So,
44. 1:23I would take advantage of the other
45. 1:24tiles here. Um, so that would be
46. 1:26something that I would do because the
47. 1:27tiles people people carousel through all
48. 1:29of them. Like they quickly look through
49. 1:31all of them. Like I can tell you that
50. 1:32right now. If you've ever Who here
51. 1:34actually I'm going to ask this in the
52. 1:35chat. Who here has bought stuff on
53. 1:37Amazon? Just say it in the chat. Say in
54. 1:39the chat if you buy stuff on Amazon.
55. 1:41Yes. Okay. So, when you buy stuff on
56. 1:43Amazon, what do you do? Like if you're
57. 1:46like me, I look I literally click all
58. 1:48the tiles of the image to see if there's
59. 1:51anything that I want to see, right? And
60. 1:53then what do I do? Then I scroll through
61. 1:55the bullets to see what the features are
62. 1:57because if there's something that I that
63. 1:59I was thinking about, like if I had a
64. 2:00question about an element of the product
65. 2:03and then I look at the price and the
66. 2:05options associated and then I make a
67. 2:07purchasing decision.
68. 2:09Fundamentally, that's what it is. And
69. 2:11when reviews come out, those will be a
70. 2:13huge, huge boost for everybody. Well, if
71. 2:15your reviews are good, they'll be a
72. 2:17boost for you. If your reviews are bad,
73. 2:19then it might be a little tough, but uh
74. 2:20but make sure your reviews are good. All
75. 2:22right, so uh going back to this. So, one
76. 2:24is I would I would probably take that
77. 2:28video that you have and I would want it
78. 2:30while you're explaining all the stuff
79. 2:31that's inside, [snorts] show what you're
80. 2:33explaining. So, that gives a visual aid.
81. 2:35So, you have basically two forms of
82. 2:37stimulation. One, you have the words,
83. 2:38but then you also have the visual of
84. 2:39what's like what you're describing at
85. 2:41the same time. The other tiles I would
86. 2:43use to highlight um and for you it's
87. 2:47like right now it's you have work
88. 2:49relationship. Let pull this back up
89. 2:50because I'm looking at here we go. So
90. 2:51you've got uh work relationships, family
91. 2:54members, romantic partners you relate
92. 2:55with things. So if this is the different
93. 2:58if these are the different components,
94. 3:00then I would want to draw um basically
95. 3:03testimonials or posts relevant to those
96. 3:05topics. Now I know you have 15 members
97. 3:07and that's fine. So, the way that I
98. 3:09would think through this is make a
99. 3:10training or do a live on that thing and
100. 3:12then ask for feedback on that training
101. 3:15and then that way you can screenshot the
102. 3:16feedback about that topic so that you
103. 3:19can use each of those. And if you're
104. 3:20like, man, this sounds like work. I
105. 3:22mean, welcome to business. But like this
106. 3:25these are the these are the little
107. 3:26details that will really drive the need
108. 3:29or like move the needle. And I will say
109. 3:31this is that
110. 3:33as you're looking through each of these
111. 3:34features or components, each of those
112. 3:36features is going to be for one specific
113. 3:38avatar. So there's going to be somebody
114. 3:40who's like, I have an issue with my
115. 3:42phone. I'm addicted to my phone, right?
116. 3:44Or I have I, you know, I have an issue
117. 3:46with my boss, right? And so they're
118. 3:48going to join probably because they have
119. 3:50one relationship in mind that they're
120. 3:51trying to fix. And so we need to make
121. 3:53sure that we're checking that box for
122. 3:56that person. And so like one of those
123. 3:59tiles will be the one that sold them.
124. 4:01And then the text underneath simply
125. 4:02reexplains for people who prefer to read
126. 4:05or adds any more context that you don't
127. 4:07think you included in the visuals uh
128. 4:09what is included inside. All right. So
129. 4:11that's that's the TLDDR in my opinion um
130. 4:14for this page. Let me see if there's
131. 4:16anything else that I would look at here.
132. 4:17Um
133. 4:19okay.
134. 4:22And whilst you're looking for everybody
135. 4:24listening, this lesson and all of these
136. 4:27lessons apply to every single about
137. 4:29page. All about pages follow the same
138. 4:31format. So every lesson here applies to
139. 4:33your about page. Even if your about page
140. 4:35doesn't get reviewed.
141. 4:38>> Yeah, I would um I would see if I could
142. 4:41tighten this into like four lines and I
143. 4:45would have them be separate lines and
144. 4:46then I would get into the stuff inside.
145. 4:49Just me as a as a as a reader, right?
146. 4:51It'd be like
147. 4:53like if I were if I were selling this, I
148. 4:55would probably say something to the
149. 4:56extent of like
150. 4:58the strength of the relationship with
151. 5:00your significant other has a 0.71
152. 5:01correlation to your overall well-being.
153. 5:03Boom. Okay. That means it's more
154. 5:05important than this, this, this, this,
155. 5:06and this. 2. Great. So, that is why we
156. 5:10have these these things, the bullets to
157. 5:12solve that that. So, it's like you want
158. 5:13to create you're currently here, you
159. 5:15want here, this is why it's important,
160. 5:17and then here's the things that we do to
161. 5:18help you solve it. So, like we want to
162. 5:20be as tight as humanly possible with the
163. 5:22copy and like you have to be ruthless in
164. 5:25terms of like does this sentence or this
165. 5:28phrase pay its rent? Will it be and this
166. 5:31is how I like to think about this with
167. 5:33every sentence or every bullet that you
168. 5:35put on there, you have to say, will this
169. 5:37get a higher percentage of people to
170. 5:39buy? A or B, will it get a new audience
171. 5:44of people who wouldn't have bought to
172. 5:46buy? So just it's basically saying the
173. 5:48same thing with just two different
174. 5:49phrasings. One is like obviously if you
175. 5:51have 100 people a higher percentage of
176. 5:52people to buy might mean that you might
177. 5:54appeal to three more people in the
178. 5:55audience by adding this phrase which
179. 5:57then overall increases the conversion.
180. 5:59And so fundamentally the purpose of this
181. 6:01page is to convert the highest
182. 6:03percentage of the audience who views it
183. 6:05ideally of the customers that you want.
184. 6:07And so something that might also be
185. 6:09worth adding by the way the most read
186. 6:11thing in almost every sales letter is
187. 6:12going to be the headline first line and
188. 6:14the PS statement at the end. So you guys
189. 6:15aren't using a PS statement at the end.
190. 6:17I'd highly recommend you do that because
191. 6:18everyone will read it. And so sometimes
192. 6:21PS statements can be simple as like hey
193. 6:23if you're somebody who's like just like
194. 6:25what basically I like PS statements for
195. 6:27away statements meaning this is who it's
196. 6:30not for. And by saying who it's not for
197. 6:33the right people be like oh good I hate
198. 6:34these people. This is who I am for. So
199. 6:36it's like hey if you're the type of
200. 6:37person who's going to blame everyone
201. 6:38else in your life this is not a
202. 6:40inside of a group. Like this
203. 6:43is for people who want to take actions
204. 6:45and say that 100% of a relationship is
205. 6:48in their control because that's the only
206. 6:49thing you can control, right? Like that
207. 6:51would be my angle if that was the
208. 6:53audience that I wanted. Now, if you
209. 6:54wanted victims, then you can go after
210. 6:55them, right? If you're not getting as
211. 6:56many leads as you want and your business
212. 6:58is demand constrained, meaning you could
213. 7:00service more customers than [music] you
214. 7:01currently have, then this is for you.
215. 7:03So, marketing is changing and I think
216. 7:05ACQ tends to be on the bleeding edge of
217. 7:06this stuff. We certainly spend the money
218. 7:08uh to do it, but we also build custom
219. 7:10software and we pay amazing vendors and
220. 7:12very expensive people to figure out the
221. 7:14system that we have right now. And I
222. 7:15want to share it with you kind of open
223. 7:16kimono style. If you're not getting as
224. 7:17many leads as you want, boy, do I have
225. 7:19the thing for you. Click below, book
226. 7:21call, and uh hopefully I'll see you in
227. 7:23Vegas.