BONUS: What is consent-based selling?

Ever felt the cringe of a bait-and-switch or dreaded an unsolicited sales pitch? We’re here to transform your sales approach with consent-based selling, a strategy that prioritizes respect and genuine interaction. Learn how to replace outdated tactics with three impactful methods: implementing a waitlist, utilizing an application process, and adding value through your content. These techniques ensure your potential clients feel engaged and valued, rather than pressured and annoyed.

We also dive into the power of gateway offers—high-value, low-cost entry points that provide a taste of your main services. Discover how these offers can not only help in gaining consent but also in converting leads into long-term clients by showcasing the full scope of your expertise. Tune in for a fresh perspective on maintaining integrity and building trust in your sales strategy. Check out the show notes for more insights and join our conversation!

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Transcript

Speaker 1: 0:48

The other day I was having a lively conversation on LinkedIn about consensual selling. It's super icky to schedule a sales call with someone or a networking call with someone and then you end up itching them Like your purpose of scheduling that call was to bait and switch and then sell them. Or you connect with someone on LinkedIn and then you pitch, slap them. It's an automatic pitch. Icky, icky, icky. So I promised those in the comments of that post that I would do a short little bonus episode on consent-based selling. So here are three ways that you can sell using consent. Way one would be a waitlist. So having a waitlist available on your website where people can sign up to hear about when your offer opens. Or this would be best if you have like an open and close launch cycle. So having a wait list for that. Way two would be an application process. This would work in any way. So if you have VIP days, if you do intensives, if you're doing any sort of service days, if you do intensives, if you're doing any sort of service, having an application is a great way to find well one. They raise their hand and they say they're interested in your thing and then you can quickly decide if this is a good fit for that person or not, and so they're opting in, they're consenting to being sold to through that waitlist or through the application process. Now way three is passive selling, adding value through your content. You can do this on social media, you can do this on email. So send something with value and then insert the sales piece with value and then insert the sales piece. So you can insert by doing like adding in a separate section of either your social media posts, like a super signature, or in your email, by adding in a separate section of the email that's underneath the value piece, and telling them about the offer, inviting them into the process. If you are interested in offer XYZ, then sign up for the waitlist. Here's the link. But you've added value through your content and then you are inviting them into the sales process. And the other way to invite people into the sales process is through a PS line, and this can work for social media, this can work for email, this can even really work for a podcast here right now, if I did this at the end. So a PS line is value, value, value. You've given your value and then you say PS, if you're interested in getting this same result, then you'd be interested in offer X, y, z, and you can get started by blah, blah, blah. Whatever your process is, you can sign up for a fit call or whatever you may do. So these are the three ways that you can invite people into your sales process.

Speaker 1: 4:15

And then, once they are there, the easiest way to start converting them and getting them to say yes to a bigger project is to start with a gateway project. So gateway offers are high value, low cost offers that take either a piece of the beginning of your main signature offer or the pre-work that someone would need to do before working with you on your signature offer and have that as a standalone project. It needs to be valuable enough on its own where the person can walk away and execute it themselves or choose to work with you on the next piece of it. So a gateway offer is a great way to give people a taste of what it's like to work with you, add value and also understand the full scope of what they need. So you would know what they need to do immediately to better scope future projects. And you would also know where they need to be six months from now, so you'll know exactly what to upsell them with later on down the line.

Speaker 1: 5:23

So there it is consent-based selling. If you have questions, comments, you can send a fan mail. There's a link right in the show notes to do that. All right, bye.