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If you really want to create an impact in your customers' lives, you owe it to them to get good at selling.

If that feels like a mental leap, think about this…

To experience the full transformation of your offer – a faster tennis serve, a better-behaved dog, a clutter-free home, or whatever it is – your customers are going to have to roll up their sleeves, do the work, and engage with your teaching. 

The more engaged they are… the more likely they are to succeed.

But don’t think engagement starts when they hit “play” on your first training video. 

It starts well before that. Because it turns out that how you ask for the sale can have a big impact on a customer’s success. 

So if selling makes you feel icky, here’s a new way to think about asking for the order…

Let's dive into a subject that makes many people squirm – sales and selling. I'll be the first to admit, I was uneasy with the idea for a long time. When I pioneered the online product launch and created the Product Launch Formula® back in the 90s, it was driven by a desire to captivate people with my marketing to such an extent that they felt compelled to buy. If executed well, this is what a successful launch can accomplish. However, as I learned over the years, mastering the art of selling is vital for business survival and growth.

If your mindset is centered around helping people and creating impact, that's fantastic. I can relate to that because that's where I am now. When I first started out, my goal was simple – to make enough money to support my family during some challenging times. But as my success grew and I met all my initial goals, my focus shifted from income to impact. This transition made me realize that being good at selling and feeling comfortable with it was not just important, but incredibly so.

Consider compliance and consumption. After acquiring a client, to truly help them, you have to ensure they consume your training or coaching and comply with the steps you lay out. Without application, the knowledge you impart is pointless. However, the journey to consumption and compliance begins even before the sales process. It starts with your marketing, where you work on having potential clients consume your marketing message and pave the way for compliance when you're ready to make your offer.

Sales might feel uncomfortable to many, but it is essential if you want to make an impact. Making a compelling offer is what sales is all about. When you do it right, when you leave it all out on the field, you are serving your potential clients. You are making an effort to bring them into your world, to start to consume, to comply, so that you can work with them more closely. But this depth of interaction is impossible unless they become your clients, and for that to happen, you need to master sales.

Sales is not only the lifeblood of your business, but it's also critical for your future clients. They need you, and for you to be able to help them, you need to be good at sales. So, let's get out there and make a difference this week. As always, I'm Jeff Walker, and I would love to hear your thoughts on this. Scroll down and leave a comment for me. Let's go get them this week.

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5 Replies to “Your Marketing Matters (Maybe More Than You Think)”

  1. Michael Morales


    What a great wake up call, this early morning. Thanks, Jeff!!

    • John Brennick


      That resonates – we have services and products that help people in some way, whether it makes their lives easier, more fun, provides an escape, solves a problem, makes life better, helps them run their business or home.
      I especially love the term “impact” – we are making positive impacts and serve.
      Getting people to understand and trust is a service to them, if they can benefit from the product or service.

  2. Joseph Weissenberg


    Selling is enthusiasm transferred and selling is a sacred duty.
    It always compels me, how simple you bring the thoughts down to the point and nail it. It took me a long time to understand what serving to your customer means. I think it goes along with self-confidence and trust of your own work. Work Out Fear is for me the key to create and be with a client. When you understand what fear means and how it can actually help you to become better, then you progress and everything seems to be easy from then on. Fear is not the enemy, fear is a tool to protect you and it shows you how to move on.

  3. I love logging in to your training. The huge grin on your face, and your “Heyyyyyy” pose make me smile every single time I see the login page.
    It’s clear you love making a difference, and the step-by-step instructions (and all the bonuses) make it more difficult every day for me to hide behind the fear of putting myself out there on camera/video. One step at a time, I’m building a list, helping people and working towards launching a course.

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