Mehdi, a driven young entrepreneur from Iran who is passionate about becoming an entrepreneur, left his job to focus entirely on his new business venture.
With a solid business idea and a reliable business partner in place, the next challenge is how to effectively sell the product. How can you showcase the value of your product to potential buyers, especially if it comes with a high price tag?
In our conversation, Mehdi and I delved deep into the art of sales, a skill that I have been honing since I was 17 years old. For those who feel anxious about selling, keep reading for my top three tips on selling effortlessly. Remember: If people don’t know about your product, they can’t buy it.
1. Pricing is relative.
Discussing the price of your product or service alone is futile. It is essential to tie this information to either the problem your buyers face that your product/service resolves or the benefits that your product can offer them.
The actual price of the item is not as crucial as the relationship between its cost and the extent to which it lowers the buyer’s expenses or boosts their profits.
My experience in selling various items, from baseball cards to coaching programs, has taught me that the focus should not be on the price itself, but rather on its value. It’s not about “How much does it cost?” but rather, “How much is it worth?”
Moreover, you can justify the cost of almost any product by looking at its long-term financial impact. Will your product/service help this person save or earn money over the years? Lead with this perspective. The price is secondary—it’s all about how you present it.
2. Sales is a numbers game.
Many people fail not because their product is subpar or their team is inadequate. The primary factor behind failure or success is directly linked to the number of people they engage with. Did they reach out to enough people who are a good fit for their product or service and inform them about it?
You can probably think of numerous mediocre products that succeeded simply because they reached a wide audience. Conversely, there are excellent products that failed because the team struggled to get them in front of enough people.
Sales is essentially a numbers game, and there are no shortcuts. You must expand your outreach and increase your numbers to achieve success. At Brand Builders Group, we often say, “Results x reach = reputation.” The broader your reach, the more opportunities you’ll have to impress, assist, and attract future clients.
You miss 100% of the shots you don’t take. Expand your reach and take more shots—eventually, you will see the rewards.
3. Entrepreneurs find a way.
The entrepreneurial mindset is uncommon. Most people are not cut out to be entrepreneurs because they have a limited tolerance for hardship; they may attempt something five times before giving up.
Entrepreneurs, however, do not have a breaking point. They believe that there is always a solution, and they persist until they uncover it.
If you’re wondering, “How many attempts do I need to make, Rory?” My answer is straightforward: as many as it takes.
To succeed as an entrepreneur, you must be prepared to do whatever it takes to make your business thrive. Before embarking on this journey, have an honest conversation with yourself: Do you possess the entrepreneurial spirit? I don’t know of any successful entrepreneur who had a smooth, trouble-free journey. Every entrepreneur’s story is filled with challenges, setbacks, rejection, and failure. But the resilience, perseverance, and passion of an entrepreneur outweigh these obstacles.
The challenges, setbacks, and failures are part of the job.
If you aspire to be an entrepreneur, embrace these obstacles and get ready to conquer them.
