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The Sales Evangelist

The Sales Evanqgelist Podcast, Sales Training, Sales Coaching, Donald Kelly, Bill Nowicki This is something new here on Sales from the Street as I will be giving you full, no-holds-barred, and in-depth access to one of the coaching sessions that I do.

Why am I sharing this opportunity to listen in to our discussion? Simple. I want to bring value to my audience. And while I’m trying to help out Bill here and walk him through the road to customer discovery, I want you to learn and pick up some takeaways from this episode that you may apply to your own business or practice. Here it goes…

A little background about Bill…

Bill Nowicki is an engineer by trade with over 20 years of experience. Realizing he didn’t actually love his job, he decided to transition into starting an online business. He initially created a podcast, Submarine Sea Stories that features submariners and has now gotten around 70,000 downloads. Bills loves things that involve media, video, and storytelling. A year after his podcast launch, he created Nowicki Media in the hope to monetize and generate a revenue stream from it.

Now let’s move on further to the coaching process…

Bill’s biggest challenge: How to monetize from creating videos and getting that first paying customer

Here are the strategies I’ve pointed out to help Bill get started:

  1. Know your ideal customer.

The more you understand your ideal customer, the more you’ll be able to present value to them and speak the language towards them.

  • Who is your avatar? What does your ideal customer look like?
  • How big is the practice/business?
  • How many of them are in your neighborhood?
  • How do they make money?
  • What associations are they affiliated with?
  1. Understand their challenges.
  • What are their main challenges or issues that are holding them back from making money?
  • What can you do to help your customer make more than they’re currently making per year?
  • How can you show your customer that you can help them do that?

It is also important to understand how to approach your customer. Find out the best time to get access to your customer. Finding out their lowest days could be an opportunity for you to provide value to them.

  1. Create value around the pain.

Craft a message in a way that gives value to them. For instance, offer a 2-minute video presentation that gives value. Go to one of their meetings. Do a presentation. Help them find their ideal customers and why people are not buying from them. Tell them the “what.” Then they’re going to want to find out the “how.”

How to pull this off naturally?

  1. Practice by yourself in front of the mirror.
  2. Practice with someone.
  3. Practice by doing.

Provide your customer education and value then it becomes easier to “close” in the end. It then becomes easier to grow the business because you will eventually get referrals from them.

Here are some major takeaways that Bill will start practicing as he leaves this conversation:

  1. Understand the avatar.
  2. Understand their needs better.

What about you?

I will be following up with Bill in a week and see how everything goes. Meanwhile, I want you to do the same too and apply the things you’ve learned from this episode to your own practice.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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