I super resonate with the first point (By Filipe? Philipe? Gee, I'll look it up later). I remember talking to a person blaming the customers in their industry saying they don't "want to put in the hard work", " you just can't force them to learn". While there is some truth to what he said, I couldn't help but think "maybe your product ain't making people wanna learn", or their marketing doesn't resonate or, gasp, maybe their product is pure garbage. The thing is other people in the industry are saying the same thing, but I'm convinced that the products in the market are part of the blame. It's going to be a challenge to figure out this problem, but it's going to be super rewarding.
Love the video and the work you have going into it Derek. The biggest mistake I have made (for than once) was to create a cool product that nobody wanted. Just because I was SOOO Smart and thought it was a good idea and didn't bother to ask anyone that might be a paying client. I have mastered the art of the pivot as a result. Test and measure. Test and Measure AGAIN! I can relate to all 7 sins and appreciate you for sharing them Keep up the great work. Enjoy the day.
Great tips, thanks! I think that my biggest sales mistake is getting excited and just putting my offer out there instead of introducing it strategically. Though, I do also have a hard time nailing the benefits of my products and services. I know them, and then when I go to put them into words it’s like my brain malfunctions and nothing comes to me. Blank brain is a huge form of resistance, but I still haven’t found a way to easily overcome it. :(
This was super insightful. 1. Blame yourself. It’s all on me which means I can do something about it next time. I didn’t make them trust me, or address all their fears and concerns. 2. Gimmicks and tricks. Lying to or trying to trick your audience...not so smart. Focus on generating word of mouth cause we all know repeat sales is huge. 3. Selling what YOU want not what THEY want. It’s not about me...it’s about you. :) Man I sure need some etiquette in my life. Haha!!! 4. Treating all your prospects the same. Lack of confidence in themselves vs questioning YOU. 5. My work speaks for itself. 6. Surprise launch. Building anticipation. Let them know it’s coming. Let people know something is coming (I’ve totally been guilty of this one!!!) 7. People bury their heads in the ground. Stop learning and invest in themselves. Focus on great products and services. You MUST learn how to sell. How I plan to stop making mistake #6...actually tell my list when something is coming. Build some anticipation. :)
I must have made every single mistake in this list (lol). As a designer, a decade ago I used to make the mistake of saying, "my work speaks for itself". I thought, this is a visual, tangible product that you can see. It looks good, therefore, people should appreciate it. But of course, that's not always the case. How can people appreciate a product/service without having the context to create an opinion about it? How can people see the value in something if they don't also see a world without that product/service, and the consequences of lacking it? How can people rally behind your brand if all you do is sit behind a computer pitching people but not giving any real value in return or enrolling people to join you on the journey? I've learned so much since. And it's great that you rounded up these important key principles about sales - thanks for sharing Derek!
I agree with Jon, making everything your fault, relatively speaking, gives you a terrific sense of empowerment. You can't do anything about anyone else's behavior, thoughts, etc., except walk away. If it's your own fault, you can change it!
You're doing great Derek! I've made the mistake of launching a new product with no warm up. I did that a few years ago. I had the exact reaction from people that you described! To top it off, I made the additional mistake of thinking it was the customer's fault for feeling that way and not even realizing that it was my fault for not warming them up (or thinking that the years of the free content was the warm up when it really wasn't). Taking responsibility and believing that everything is our fault really is empowering and for me it's been one of many game changers. Thanks again Derek! Keep doing what you do!
Whaaat? I never blame the prospect. That's weird. I've definitely missed on building anticipation. Will plan more strategically in the future. Thank you, Derek! :)) Hot Tips: 1. Don't blame the prospect. 2. Forget about sleazy tactics. 3. Sell what the customer wants, NOT what you want. 4. Don't treat all your prospects the same. 5. Don't assume your work speaks for itself. 6. Build anticipation leading to the actual offer. 7. Learn how to sell - keep investing in yourself.
The "blame yourself" approach is by far the best way to become the best in sales one can be. When you take responsibility for your sales mistakes (or for any mistake for that matter) you regain the power to DO SOMETHING about it and get better, and better and better. After all it is just a mis-take. You have unlimited takes as long as you are willing to be humble and learn.
So great. I am really loving the Vlog. Surprise offers is definitely my weakness, which I couldn't resist at first because I would just get SOO excited!!
Great vlog post, Derek! I took notes! The one that I've had to relearn is #1 - I would get so wrapped up in how great my product or service was that I'd forget to shut down as many objections as possible from the get-go. I learned to soothe fears and doubts by setting up my presentation correctly. Much easier damage control that way. Then they naturally are more inclined to want to buy. Like a mini-version of #6. Set up the desire to buy early.
You are hilarious! I bet you’re likable for at least 10 minutes! I will not do anything that has a whiff of lying. Thanks for talking about that. The Book of Etiquette story is so exciting because it gets my creative juices going on how to approach my services from a new angle. I have done almost all these mistakes. 🙄 I will be rewatching this video, but one thing that stuck out is the building up interest over time instead of “Here it is!” which I can attest to, does not work.
Oh, Derek... "my work speaks for myself"... I feel exactly the same way. I'm a photographer and there is a reason I have next to zero friends who are also photographers... this has to be a pretty big reason why!
Integrity. Standards. Etiquette. You've got class Derek, and without consciously realizing it, I think it's why I've trusted you all these years and bought your products. ❤ I think the mistake that I have made in past Sales was explaining to people something that they don't realize they want ( for explaining the reasons I like it to them assuming it would be there same reasons) so I need to listen more and gather more information from the customers so I can tailor it to their needs.
Thank you first the bonus video ;) I definitely made the mistake of launching with out any anticipation before. Had I created interest first I'm sure I would have had a much better turn out.
Interesting. I see the truth of the idea inherent in "sell what the customer wants to buy..." But I also see the truth in the idea of "scratch your own itch," or in other words... Make the thing that YOU would buy and build a tribe there. I believe that both of these (seemingly) contradictory statements are true... Is it one of those things where "sometimes life is a paradox and that's just the way it is?" Or am I just looking at it wrong? Gonna be thinking about this question this afternoon...
Great video Derek. The learn for me was to promote what's coming before it comes. I am guilty of not doing that! I like the idea of giving away free content in the lead up to launch too. Thanks
All the posts below are only positive, because most people dont have the nerve to call out the useless stuff. Son only the ones that wanna say something positive do so. I would like to say some of these points are good, some aren't and just wont work, given the topography and nature of business and most importantly the nature of the market or clients (yes its a cultural thing and it varies country to country)
I wrote all these points down and put them up right beside my computer so I am reminded of the principles each time I engage in a sales conversation. Fantastic Derek!
Hey man great way to close this video, I wonder what the watch time % will be of those that click over from this videos this is like a long form email that converts well but gets relatively low clicks
You had me at memes! Point number one was the one that resonated the most with me. It’s so easy to blame others for not buying, for the business plan not working out, and so on. This reminds me of a concept from the book “Extreme Ownership”. Treat everything like it’s your fault. This isn’t so you can have a “woe is me” attitude and mope around all the time. It’s to help out you in a mindset that says there’s always something you could have done better. It’s helpful for me to think this way as it keeps me from seeing missed opportunities as failures. It’s just information I can use to improve my next at bat.
Ooh, I just remembered a sales mistake I should’ve included earlier. A few years back I spent roughly a month creating a fitness product and mini video course. And while I sort of felt like I hyped it up before launching, in reality, I didn’t actually do much. I sent one email a week before “launch” telling my readers about the product. And I made a handful of bland social media posts throughout the week. That was it. Come launch day I only sold 2 copies of my $98 product. Out of list of what I thought was ~300 “warm” leads. The people on my list had opted in for my lead magnet, opened that one email the week leading up to the launch, and a few even commented on my Facebook posts. But I only made 2 sales. And that was totally my fault. I made the majority of the mistakes Derek talked about here. Somebody tell me I’m not the only one who has been this dumb!
I super resonate with the first point (By Filipe? Philipe? Gee, I'll look it up later).
I remember talking to a person blaming the customers in their industry saying they don't "want to put in the hard work", " you just can't force them to learn". While there is some truth to what he said, I couldn't help but think "maybe your product ain't making people wanna learn", or their marketing doesn't resonate or, gasp, maybe their product is pure garbage.
The thing is other people in the industry are saying the same thing, but I'm convinced that the products in the market are part of the blame. It's going to be a challenge to figure out this problem, but it's going to be super rewarding.
Love the video and the work you have going into it Derek. The biggest mistake I have made (for than once) was to create a cool product that nobody wanted. Just because I was SOOO Smart and thought it was a good idea and didn't bother to ask anyone that might be a paying client. I have mastered the art of the pivot as a result. Test and measure. Test and Measure AGAIN! I can relate to all 7 sins and appreciate you for sharing them
Keep up the great work.
Enjoy the day.
Great tips, thanks! I think that my biggest sales mistake is getting excited and just putting my offer out there instead of introducing it strategically. Though, I do also have a hard time nailing the benefits of my products and services. I know them, and then when I go to put them into words it’s like my brain malfunctions and nothing comes to me. Blank brain is a huge form of resistance, but I still haven’t found a way to easily overcome it. :(
Here is the video he mentionned : ua-cam.com/video/NL---fAhFlc/v-deo.html very good vidéo, as always, thank you very much Derek.
Loving the outtakes Derek!
Do you use a teleprompter to keep you on track?
This was super insightful.
1. Blame yourself. It’s all on me which means I can do something about it next time.
I didn’t make them trust me, or address all their fears and concerns.
2. Gimmicks and tricks. Lying to or trying to trick your audience...not so smart. Focus on generating word of mouth cause we all know repeat sales is huge.
3. Selling what YOU want not what THEY want. It’s not about me...it’s about you. :)
Man I sure need some etiquette in my life. Haha!!!
4. Treating all your prospects the same. Lack of confidence in themselves vs questioning YOU.
5. My work speaks for itself.
6. Surprise launch. Building anticipation. Let them know it’s coming. Let people know something is coming (I’ve totally been guilty of this one!!!)
7. People bury their heads in the ground. Stop learning and invest in themselves. Focus on great products and services. You MUST learn how to sell.
How I plan to stop making mistake #6...actually tell my list when something is coming. Build some anticipation. :)
I must have made every single mistake in this list (lol). As a designer, a decade ago I used to make the mistake of saying, "my work speaks for itself". I thought, this is a visual, tangible product that you can see. It looks good, therefore, people should appreciate it. But of course, that's not always the case. How can people appreciate a product/service without having the context to create an opinion about it? How can people see the value in something if they don't also see a world without that product/service, and the consequences of lacking it? How can people rally behind your brand if all you do is sit behind a computer pitching people but not giving any real value in return or enrolling people to join you on the journey? I've learned so much since. And it's great that you rounded up these important key principles about sales - thanks for sharing Derek!
I agree with Jon, making everything your fault, relatively speaking, gives you a terrific sense of empowerment. You can't do anything about anyone else's behavior, thoughts, etc., except walk away. If it's your own fault, you can change it!
You're doing great Derek! I've made the mistake of launching a new product with no warm up. I did that a few years ago. I had the exact reaction from people that you described! To top it off, I made the additional mistake of thinking it was the customer's fault for feeling that way and not even realizing that it was my fault for not warming them up (or thinking that the years of the free content was the warm up when it really wasn't). Taking responsibility and believing that everything is our fault really is empowering and for me it's been one of many game changers.
Thanks again Derek! Keep doing what you do!
Biggest mistake: surprising people with my product. Never again.
Whaaat? I never blame the prospect. That's weird.
I've definitely missed on building anticipation.
Will plan more strategically in the future.
Thank you, Derek! :))
Hot Tips:
1. Don't blame the prospect.
2. Forget about sleazy tactics.
3. Sell what the customer wants, NOT what you want.
4. Don't treat all your prospects the same.
5. Don't assume your work speaks for itself.
6. Build anticipation leading to the actual offer.
7. Learn how to sell - keep investing in yourself.
Very informative, Derek. I got information I can use. Really good.
The "blame yourself" approach is by far the best way to become the best in sales one can be. When you take responsibility for your sales mistakes (or for any mistake for that matter) you regain the power to DO SOMETHING about it and get better, and better and better. After all it is just a mis-take. You have unlimited takes as long as you are willing to be humble and learn.
So great. I am really loving the Vlog. Surprise offers is definitely my weakness, which I couldn't resist at first because I would just get SOO excited!!
Derek, 00:01-00:15 is gold. 😁
Thank you.
Great vlog post, Derek! I took notes! The one that I've had to relearn is #1 - I would get so wrapped up in how great my product or service was that I'd forget to shut down as many objections as possible from the get-go. I learned to soothe fears and doubts by setting up my presentation correctly. Much easier damage control that way. Then they naturally are more inclined to want to buy. Like a mini-version of #6. Set up the desire to buy early.
You are hilarious! I bet you’re likable for at least 10 minutes!
I will not do anything that has a whiff of lying. Thanks for talking about that.
The Book of Etiquette story is so exciting because it gets my creative juices going on how to approach my services from a new angle.
I have done almost all these mistakes. 🙄 I will be rewatching this video, but one thing that stuck out is the building up interest over time instead of “Here it is!” which I can attest to, does not work.
Oh, Derek... "my work speaks for myself"... I feel exactly the same way. I'm a photographer and there is a reason I have next to zero friends who are also photographers... this has to be a pretty big reason why!
Integrity. Standards. Etiquette. You've got class Derek, and without consciously realizing it, I think it's why I've trusted you all these years and bought your products. ❤
I think the mistake that I have made in past Sales was explaining to people something that they don't realize they want ( for explaining the reasons I like it to them assuming it would be there same reasons) so I need to listen more and gather more information from the customers so I can tailor it to their needs.
Thank you first the bonus video ;)
I definitely made the mistake of launching with out any anticipation before. Had I created interest first I'm sure I would have had a much better turn out.
Interesting. I see the truth of the idea inherent in "sell what the customer wants to buy..." But I also see the truth in the idea of "scratch your own itch," or in other words... Make the thing that YOU would buy and build a tribe there. I believe that both of these (seemingly) contradictory statements are true... Is it one of those things where "sometimes life is a paradox and that's just the way it is?" Or am I just looking at it wrong? Gonna be thinking about this question this afternoon...
Great video Derek. The learn for me was to promote what's coming before it comes. I am guilty of not doing that! I like the idea of giving away free content in the lead up to launch too. Thanks
All the posts below are only positive, because most people dont have the nerve to call out the useless stuff. Son only the ones that wanna say something positive do so. I would like to say some of these points are good, some aren't and just wont work, given the topography and nature of business and most importantly the nature of the market or clients (yes its a cultural thing and it varies country to country)
I wrote all these points down and put them up right beside my computer so I am reminded of the principles each time I engage in a sales conversation. Fantastic Derek!
Hey man great way to close this video, I wonder what the watch time % will be of those that click over from this videos this is like a long form email that converts well but gets relatively low clicks
Great advice as always. I'd like to see more videos like this.
You had me at memes! Point number one was the one that resonated the most with me. It’s so easy to blame others for not buying, for the business plan not working out, and so on. This reminds me of a concept from the book “Extreme Ownership”. Treat everything like it’s your fault.
This isn’t so you can have a “woe is me” attitude and mope around all the time. It’s to help out you in a mindset that says there’s always something you could have done better. It’s helpful for me to think this way as it keeps me from seeing missed opportunities as failures. It’s just information I can use to improve my next at bat.
Ooh, I just remembered a sales mistake I should’ve included earlier. A few years back I spent roughly a month creating a fitness product and mini video course. And while I sort of felt like I hyped it up before launching, in reality, I didn’t actually do much. I sent one email a week before “launch” telling my readers about the product. And I made a handful of bland social media posts throughout the week. That was it. Come launch day I only sold 2 copies of my $98 product. Out of list of what I thought was ~300 “warm” leads.
The people on my list had opted in for my lead magnet, opened that one email the week leading up to the launch, and a few even commented on my Facebook posts. But I only made 2 sales. And that was totally my fault. I made the majority of the mistakes Derek talked about here.
Somebody tell me I’m not the only one who has been this dumb!
first