Brief Overview

How do you make “easy sales”? I’m talking about the sales that just fall in your lap. I’ll tell you how in this episode.

• Download as an MP3 by right clicking here and choosing “save as.”
• RSS feed for Marketing Your Business

Big Idea

Become Known for Something Specific. [02:13]

How do you make easy sales? You know the sales I’m talking about, right? Like the sales where you don’t have to do any front-end marketing, they just seem to magically come to you? Well, it’s not what you know or who you know, it’s who knows you.

So, what has to happen in order for you to be able to get a lot of referrals and repeat business? Well, there’s really two main ingredients. Main ingredient number one is that you become known for something specific. So, in your branding, in your marketing, in your messaging, you have to become known for something specific. Let’s pretend that you and I are meeting each other for the first time or getting to know each other and then in that conversation out comes a problem that you’ve got in a particular area of your business or life. Naturally, what happens is the brain tries to make connections.

And so, if I hear a specific problem, my brain in that conversation starts to try and connect the dots, trying to help you find a solution, trying to connect you to somebody who can help. And when we are known for something specific, it is way easier for people to connect the dots. This is where the magic happens. When you become known for something specific, that referral becomes seamless and effortless.

Trust Comes from Getting Results. [07:44]

The second ingredient is trust. But where does trust come from? Let me give you an example…

So, a couple of years ago I walked into my sister and my brother-in-law’s house. On the wall, I see this gadget that’s glowing. I said to my brother-in-law, “Dude, what is this?” and he’s like, “Oh, this is like the new nest. It’s like the thermostat. It’s really wicked. Check this out.” And he pulls out his app and he starts showing me how I can control the temperature of the house with his app. and I’m like, “Dude, that’s incredible, where do you get them?” He’s says, “On Amazon.” Literally, less than five minutes later I had bought one.

So, how did a transaction happen so quickly with something that I didn’t even know existed literally five minutes beforehand? The answer is trust.

Trust comes from playing the long game. It’s about showing up and it’s about establishing your credibility. The best way to establish your credibility is to help people get results. The more results you help people get, the more trust you create in the marketplace and when you’ve got trust, baby, you’re going to be able to convert sales at a much higher level.

Memorable Quote

“When you become known for something specific, referrals becomes effortless.” – Stu McLaren

“Trust starts well before you ever make an offer. Trust is about being there. It’s about showing up and it’s about establishing your credibility. The best way to establish your credibility is to help people get results. The more results you help people get, the more trust you create in the marketplace and when you’ve got trust, baby, you are going to be able to convert sales at a much higher level.” – Stu McLaren

Resources

MYB 020: The Circle of Awesomeness

Rate & Review the Podcast

Reviews for the podcast on iTunes and greatly appreciated! They help us build awareness for the show, which in turn allows us to bring value to more listeners like you. Not only that, but they help us better understand what matters the most to you so that we can constantly improve. If you received value from this episode, it would mean the world if you could take a moment and leave your honest rating and review. You can do that by clicking here.