I got this question a while ago from one of the subscribers, which I suspect is on almost everyone’s mind:
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How do I know what the right balance is between asking for a sale and making content? I notice you put a CTA [call to action for those not familiar with the acronym] in almost every email you do. Should I be doing the same? I just worry that I’m going to piss people off.
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Short answer is, the more you sell, the more money you make. This has been true even before economics was a thing.
Now before you get your knickers in a knot and worry I’m some cold-hearted evil capitalist, hear me out:
Selling is platform dependent.
You’ll notice we almost never sell on social platforms — this is certainly true for organic.
That’s because we treat socials like we treat mates going for a night out — no one likes that one moron who’s pitching Isagenix to everyone who will lend an ear.
Same goes for socials — if you want them to stink, sell to your audience there.
But when it comes to your website? Email? Phone?
You’ve got to apply a more traditional direct sales approach.
Which starts with understanding this:
Don’t project your own sales hang-ups on your prospect.
They don’t know, or need, your baggage.
Because in the real world, genuine prospects WANT TO BUY. They are on your website or list for a reason.
Others, just loiter.
No word of a lie: there are a few hundred people on my list who open and read everything I write, but will probably never make an investment because they think they’ll get everything they could ever possibly need from these soft-form lessons I teach here.
And while I personally think they’re like that semi-awkward person at a party just lurking around bopping to the beat by themselves, they’re harmless. In fact, by their standards, they might be having fun. Which is all that matters.
And then you have the whiners and complainers.
I just point them to the unsubscribe.
At the end of the day, it’s on YOU to decide who you want to focus on.
If you want to speak to people who buy things, then stop worrying about the whingers and write to the buyers.
Which means, give them something to buy.
That doesn’t mean endless pitching.
Your websites should inform, and your emails should educate. Everything you do should have a take-home lesson.
But there is no perfect ‘balance’ to this. It’s just like that push:pull ratio that we were all brainwashed with — it just doesn’t exist.
In my experience, great emails have both lessons, and they have opportunities to consume.
The more you do it, the better you’ll get at it.
You’ll learn what works, what doesn’t, and how to better understand where your prospects are at with their own buying journey.
Over time, your lessons will seamlessly blend in with your CTAs.
Like this:
If you want a solution for selling that completely turns heavy pitching on its head, so instead of pushy sales tactics, your prospects are drawn to you like a magnet, you’ll want to subscribe to this month’s edition before it goes to print.
Here’s the link:
– Karl Goodman
