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DJ Shri, Donald Kelly, The Best Sales Podcast, The Sales Evangelist

TSE 459: Sales From The Street: “Local Online Advertising Part 2”

The Sales Evangelist Podcast, DJ ShriToday’s episode is Part II of the interview with DJ Shri where we talk about how you can master local advertising.

If you haven’t yet, do check out TSE Episode 454, which is Part I of this awesome conversation I had with DJ Shri where he laid out the framework of local online advertising.

Here are the highlights of my conversation with DJ Shri:

What is Social Proofing?

Who is somebody outside your business that has no personal investment in this that will vouch for you? An example of this is getting 5-star review on Yelp.

What is an Irresistible Offer?

Talk about something that removes that risk. So there is zero risk for the person. Tackle that objection first of removing the risk upfront then show them what you can provide.

How to be top-of-mind to your customers:

  1. Create your avatar.

Google on customer avatar worksheet where you will answer a list of questions to help you identify your customer avatar. The more detailed you can be, the better it is for you to sink into who your ideal customer is. Your avatar may change once you start your business and that’s fine.

  1. Use Facebook Ads

Facebook advertising is a good way to target your customers. It allows you to find out the interests of your customer avatar. Isolate you demographics. Isolate where your prospects are. Be careful as Facebook would try to make it super easy for you to buy their paid advertising because it’s not as easy. Take a step back and really figure out what is Facebook trying to do as they’re targeting really specific people. Don’t be afraid to target locally or at a state-level.

Here’s a trick: Find out a local business selling similar price point things even if they’re not your niche. Find out the local stores in your area that have FB pages. And understand that if these customers can afford say, a $5-$10 cupcake, then maybe they could afford a $5-$10 risk of whatever you’re selling.

DJ Shri’s Major Takeaway:

Go for something you’re passionate about. Sell with your personality. When you’re passionate about something and you really believe in it, that’s an authenticity you cannot fake. And that reflects to your sales pitch.

Episode Resources:

Connect with DJ Shri through email at shri@mobiledjtips.com and check out his podcast Mobile DJ Tips on iTunes.

TSE Episode 454 – Part I interview with DJ Shri

The ONE Thing by Gary Keller and Jay Papasan

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

TSE 454: Sales From The Street: “Local Online Advertising Part 1”

The Sales Evangelist Podcast, DJ Shri Today, you’re going to learn about using local advertising in your business to become successful. So I’m bringing in DJ Shri on the show who has been very successful in growing a phenomenal DJ company. He’s going to teach us how he was able to catapult his career locally into becoming so successful. Learn the importance of local marketing, how you can utilize social media so you can be the go-to person or company in your community, and some easy strategies that he has implemented which you can apply to catapult your own success.

DJ Shri used to work in Corporate America while DJ-ing on the weekends until one day, he DJed for a client at an event and after receiving great feedback, he then realized how music can change lives and so he decided to do this full-time and run a business around this specific niche. DJ Shri now teaches a course at www.marketingfordjs.com.

Here are the highlights of my conversation with Ralph:

How to become a sales professional in order to live as a DJ:

Sales is presenting your value to somebody. It’s presenting your value in your message to somebody. The better you can do that, the more value you can attach to yourself.

A Look into DJ Shri’s Framework:

  1. Identify your audience.

Know who you should talk to and who you should not talk to.

  1. Identify the problem and the desire.

Understand why audience need to buy it. Create more pain. People care about love.. They care about money. So be sure to touch upon these underlined tones.

  1. Create a bond.
  2. Present the solution.
  3. Present your credentials.
  4. Educate them.
  5. Show the benefits.
  6. Give social proof.
  7. Create an irresistible offer.
  8. Inject scarcity.
  9. Remove all risks.
  10. Call-to-Action
  11. Have a question answered to answer all objections of your potential customer.

Education is crucial. Provide value.

You have to provide value upfront and education is the key. In paid advertising, you’re reaching out to a cold person. So you need to disrupt them by providing value through education. (Ex. 3-min Facebook video + webinar)

People buy benefits, not features.

If you’re thinking of doing a webinar, check out Mike Dillard’s course called, How to Create a 7-Figure Sales Presentation.

Check out Part II of this Episode next week…

Episode Resources:

www.marketingfordjs.com

The ONE Thing by Gary Keller and Jay Papasan

Mike Dillard’s, How to Create a 7-Figure Sales Presentation

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.