Push Button Influence: Broadcast Your Brilliance with Alex Mandossian & Steve Olsher | New Media Influencers
PBI 010: Sales Conversion With Lisa Sasevich
Manage episode 151359396 series 1025643
The “Queen of Sales Conversion”, Lisa Sasevich, teaches experts who are making a difference how to get their message out and enjoy massive results, without being “salesy”.
A recognized sales expert by Success Magazine, Lisa delivers high-impact sales-closing strategies for turbo-charging entrepreneurs and small business owners to great profits.
Find out How To Never Hear “Let Me Think About It” Again!
Announcer: This is Push button Influence, where the world's leading influencers candidly share their exact strategies for maximizing reach, accelerating growth, and generating massive exposure, all by leveraging the power of new media. You can become the next Larry King, Oprah, or Howard Stern. All you need to do is broadcast your brilliance. Push button Influence teaches you how.
Here are your hosts, Alex Mandossian and Steve Olsher.
Steve Olsher: Welcome to another edition here of Push Button Influence! How are we doing? It's been one of those days, and it's an awesome day because we've got Lisa Sasevich here with us. You stepped in at the last minute to help us, and it's so cool, because we know how incredibly busy you are, and so for you to spend this time with us and share your brilliance with our audience is so incredibly appreciated.
Welcome to Push Button Influence, everybody. We've got the one and only Alex Mandossian with us, along with Lisa Sasevich. Lisa, as we do at the beginning of every episode here on Push Button Influence, we start with a word. Alex, what is your word of the day?
Alex Mandossian: Okay, well, I started with one because I've read everything I can get my hands on what Lisa has written. She is known to tell people, "Hey, if there's an opening for me to speak, I'm over here, don't worry about it, I'll jump on stage." She didn't even do that. It's almost like the universe did it for her. My word was going to be "adapt," because I think she's the most adaptive marketer I know, but that is not Lisa. For me, Lisa and I come from similar lineage with experiential training and accelerated learning, and she is the best whom I know. This is not just for you, Lisa, I say this even when you're not here. The word is "enroll." Now, whether you're a parent enrolling your child to eat protein or going to bed on time, if you're enrolling your current or former spouse to do something that they don't want to do, or if you're enrolling students to run to the back of the room and continue education with me, enrolling makes a different. It turns someone from good to great.
What does enroll mean to you? Because you are the best I've seen, men or women. You know how to enroll. What does that mean? what does that word mean to you?
Lisa Sasevich: Well, I'm assuming you're asking me, Alex. There's three of us here, so I just want to make sure, because Steve could probably say a lot of really cool things about what enroll means, too. I think we've got three masters of enrollment here, so this is really fun.
For me, and I got this definition years ago. I was, I think, 19 years old when I stumbled on to personal development work, and in one of the many courses that I did, but really, I think the one that was such a core for me was Landmark Education, the creators of a course many years ago called Landmark Forum. They used to talk about the word "enroll" in a way that I really got it, which is really opening a new possibility for somebody that they didn't see before, and inviting them to step into it.
I think as marketers, that's what we're doing all the time, whether we're doing it online or a live stage, or through any kind of medium, is we see a possibility for people. We see something far beyond what they might be able to see, or maybe different. Maybe a nuance that they can't see for themselves or haven't seen yet. Even the most successful person on the planet, there's also possibilities beyond where we are. I think that what we do for each other is we enroll each other in ideas, in strategies, in fun, in growth, all the time. I was telling my kids, who are downstairs ... I forgot they had a short day, Wednesday is a shortened day, so they're up here wanting to play, and I'm like, "I didn't get a shortened day today!"
Steve Olsher: My daughter has a short day too on Wednesdays from her school.
Lisa Sasevich: I mean, here I am. We're playing, right? We're playing. I feel like even as a parent, I grew my business since they were a newborn and a three year old up to now, where they're nine and 12, always from home, with them right there participating. I feel like enrollment is not only something that's critical to my business, but it's the difference between strong-arming your kids, the people in your life, versus enrolling them in your new ideas, your possibilities, your mission, your vision for yourself and for them.
There's the long answer.
Steve Olsher: Good answer.
Lisa Sasevich: Yeah!
Steve Olsher: That's awesome. Kind of plays into my word for you, which is this word, which says, "confidence," if you can read my chicken scratch there. Alex has much better penmanship than I do, no doubt about that. The question that I have for you is, do you remember when you were able to shift into your confidence in terms of, let's say, specifically because people know you as the queen of sales conversion, and you just talked about the enrollment conversations. You've got to be really confident to be able to say, "Hey, I have something that I know can help you, and I'm asking you to invest in it." Do you remember when you shifted from having that fear of asking people to enroll in your products or services to obviously where you are now and feeling 100% confident about it and being one of the best in the world?
Lisa Sasevich: Thank you, thank you, and thank you. Yes, I do. In fact ... I started really confident in the corporate space. They teach you how to sell, you go out. I worked for Pfizer Pharmaceuticals. I was a rep. It happened at great timing. I was on the Viagra launch team. The other drug in my bag as a drug rep was Zithromax, which is, like, he antibiotic that doctors are calling you to get samples. When you have Zithromax and Viagra in your bag, you do not wait in lobbies. I was told I was going into this job where I was going to get to wait in lobbies and read magazines, but not when you have Zithromax and Viagra. I had a lot of confidence, because they basically gave you the pitch, you went in, everybody wanted what I had. I was hitting it out of the park in the corporate space.
Lo and behold, the day comes, and I know many people that are here with us today have crossed this line where you say, "Well, I'm so awesome, I want to do it for myself! I've made millions of dollars through other people," and we go out on our own and we try to do our own thing, right? We cross the line. Let me tell you, I had a rude awakening. I was so confident when I was handed all the tools and handed the clients and the corporate car and the pitch book and winning big, but the day that I got out there to talk about my own thing, what was it that I had, that gift, that had me be able to do that for company after company that I worked for, it was a whole different ball game. I was like, all that confidence that I had when I was provided the container and all the space and the structure was ... I couldn't find it.
This is going to be hard to believe, but I was actually tongue tied. I was trying to talk about what I do, and I had sweat rings that you could see. Even if I kept my arms down, they were showing. My hands were visibly shaking. I came to realize really fast a couple of things. Number one, when you're talking about something that you created and that you care about, it is a whole different ball game than talking about something for somebody else. That was the first thing. Then, the second thing is, when it's an intangible ... It's one thing to say, "Here's a sample pack of Viagra," they sign on the line, you're out the door, versus, "Let me tell you about this service that's going to change your life that you can't see, you can't touch, you basically have to take my word for it." When it's intangible, you can't see it, you care about it, and then add on that you created it, if it's your work, I mean, that is just stacking the odds for lack of confidence. To be able to articulate that and package that.
I think moving from there ... And, I remember the first time I went out, and I didn't really know exactly what I was going to do. I figured I'd just get out there and make presentations on what I did know about how I helped so many companies. I started talking about the thing I still talk about now, which is packaging irresistible offers. I started going out and talking to small groups of entrepreneurs and business owners about that. The talk would come out different every time, and sometimes they loved me and sometimes they didn't get it at all. Over time, continuing to do that, the thing that has me stand here in confidence now.
I love you said that word, because it really is what we sell. It is what we offer, is confidence. It's structure. It is the structure of knowing what are the key markers that I need to get across the line, that I need to give, that I need to include, to give that other person enough confidence themselves in what I'm saying, to trust me, to be able to see the vision, for me to articulate it in a way that they get it. The big one is that they get it enough that they want it right now, that it's not just an inspirational thing, that it's actually transformational. They can step into it, they can say yes, and it makes a difference. That's what my work has become all about, and what gives me confidence, and it's the thing that, more than anything else, I want to transfer to heart-centered entrepreneurs that are doing their own thing, is let me give you confidence by giving you a structure.
Now I can call it a proven structure, because we've done over $30 million of sales with these structures and we have clients in 134 countries. Now I can say, "Let me give you a proven structure where you can pour your work, your expertise, into our structure and you don't really have to worry about becoming a salesperson or becoming a speaker. You can just be out there being yourself." You hit the markers in this structure, and guess what? You're going to be back to your word, confident and ready in any situation.
That's what gives me confidence, is that just using the structure over and over. It's a practice. You're both great at this, so I know you're picking up what I'm putting down, and I'd love to hear what you think about structure when it comes to confidence, really.
Steve Olsher: Sure. Alex?
Alex Mandossian: Well, confidence transference is enrollment. That's when it happens. I'm going to acknowledge you on structure on something you taught me at an NSA event in the back of the room while I'm wearing my purple shirt.
Lisa Sasevich: This is how I picked up on Alex Mandossian. In the audience, I held up a sign saying, "Lunch at 12?"
Alex Mandossian: Right. We went to lunch-
Lisa Sasevich: We had a crowd, you know, ten feet thick, all the time.
Alex Mandossian: Yeah. We went with my then-wife, right, as you talk about. I'm going to talk about this in a moment. I'm going to open a loop on the three PS's. That's where I've learned from you there.
I want to talk about lineage. My mother's a teacher, my sister's a teacher, my father was a teacher, and I am a teacher and a trainer. I teach other teachers. Your father was an entertainer, and there's a distinction, I think, that you talk about a lot. He taught you, in structure, that really simplifies the transference of confidence, because rather than giving different speeches, which many people do, you don't. Let everyone know the story about your father, what he did, and how he had an impact on you.
Lisa Sasevich: Awesome! I love talking about my dad. May he rest in peace, as he's been gone for a couple of years, but the lessons that he learned from his life, he did a really good job transferring that confidence to me. I think for a lot of us, if you pay attention to your aging parents, I've asked a lot of friends about this, you'll see this pattern where they start to say the same thing over and over, the same stories. I think what it is, it's their attempt. They don't have all the systems we have to do this. They have those five or six things, if it's the only thing they say between now and their dying day, if they can just insert it into your brain.
My dad was in that state. He was pretty healthy until his last day. He was a world famous ventriloquist. I've got to put that out there. I wish I had a picture to show you, but I'll give you some resources where you'll get to see a picture of my dad before we finish up. He was a world famous ventriloquist, and what's really cool about his story is he was actually in the band. He started out as the guy in the band behind the comedian, and then at the end of the week, when they'd get their paycheck, they'd all get $100 for the week, the band, they'd pass out the checks. The comedian would get $1,000. Then they would all go on the same tour to the next hotel, spend the same amount of time, do the act, and my dad said to himself, "I don't want to get $100, I want to get $1,000. I need to come up with an act."
He lived in Miami Beach where I was born, and if you know two things about Miami Beach, is there's a lot of Latinos and a lot of Jews. My dad decided to be a ventriloquist and he created a dummy named Chico - Chico who basically spoke with broken Latino English but cracked Yiddish Jewish jokes. My dad tried to get an agent. He knew everyone in the business from being in the band. They were all like, "No one's ever done anything but an Irish dummy, so if it's not a McCarthy, forget it." My dad said, "Well, I think this is going to fly," and he got himself seen by Xavier Cugat who was big in the Latin craze and ended up touring with him around the world, and ended up touring three times around the world, including being on the Ed Sullivan show twice, and playing Radio City Music Hall in New York solo on that big stage. He had this conga drum. He'd go "Bobaloo," and then something would start talking from within the drum, and out would come the dummy. Then he'd sit on the drum and that would be the act.
My dad, the thing that happened for me is, I had an instance early on in trying to do my own thing, where I would go out and speak. Really, it didn't have the structure that I can just hand to people now. I was in my experiment phase. People would want to take advantage of my offer at the end. They would want something. I figured out I'd better have something for them. The cool news for anybody listening that's starting is, I didn't have a list of product, I couldn't take credit cards. I had an AOL account and my advice. That's it. That's all you really need to follow our models. Maybe a Gmail instead of AOL today, but AOL account and my advice. I would get out there and I would just give. I would just give what I knew, and people would say, "I want more," and I'd go, "Great! For $297," I'll do a 90 minute call with you, and we'll figure out how to make your offer irresistible."
They would buy that, and I had two little kids at home, so I'd do lunchtime speaking. Usually about an audience of 30 people, maybe six people would say yes, so I'd walk out of there with $1800 at 2:00, go grocery shopping, pay the late rent, and then go get my kids and go home. That was really it. That sort of built as I was trying to support my then-husband who was going through medical school, raise the kids. It sort of built over time until one day, I was asked to speak at a traveling gig. I had to go from Tucson, where I was living -- I didn't know anyone there, we were there in residency for Michael -- travel to Santa Barbara, travel to speak. I got, for the very first time, an overnight nanny who watched my kids, I went there, and I got to this 60 person gig up in the mountains called Master Trainer Camp where I was scheduled to speak. Little did I know when I got there that they were going to put me in a breakout room.
Now, just to give you guys some terminology, breakout room means they're going to take that 60 person audience and break it into three or four rooms, which means I'd be lucky, unknown, to have 10 or 15 people, and I flew there. I let the host know right when I got there and I realized -- I was just novice, I didn't know to ask -- "Hey, I'm ready." This is part of this confidence thing. "I'm ready. I know this talk is great, people are going to love it. If anyone doesn't show up," -- they had a lot of speakers coming, it's a treacherous hill to get up to this retreat center -- "If anyone doesn't show up, just put me on. I'm just going to be sitting here, ready." Well, guess what. You go in with that kind of confidence, it happens.
I got on the main stage after dinner on the second night, I like to say I was dessert, and it worked out really well. I did my talk that I had been doing locally for these 60 people, and this time, in just 90 minutes, just from sharing what I know and then making an offer for my advice, I made $10,000. In 90 minutes. In an audience of 60 people.
For a stay at home mommy that was trying to figure out, "What am I going to do, because I'm one-on-one coaching..." You all know, if you're coaching, it's about an $80,000 cap and then you can't take any more clients, even if you're charging a lot. Maybe $120,000 if you're a top, charging the most coach and you're fully booked and you don't work out and you don't spend time with your kids. I was at that ceiling.
When this happened, I was shaking. I felt energy coming out of my hands. I just knew it was my lifechanging moment, a defining moment, and it was. Little did I know, back to my dad, I finally got back to my speaker cabin. You know those metal bunks at the YMCA Boy Scout camp? I had a speaker on the bottom bunk, and I was on the top bunk, so just to get in the damn thing, I was waking her up trying to get in there. I was shaking with excitement. I made $10,000 in 90 minutes. I am just laying there, eyes wide open, thinking, "What am I going to do? How am I going to get to sleep," but so excited. It was right at that moment that my dad -- it was like the Ghost of Christmas Past, and I'm Jewish, so you know that's a big deal -- my dad really visited me spiritually and I heard that thing that he had been saying over and over, that I finally heard it and it really changed everything for me.
I'll give it to you, maybe you're in the space to hear it. This is from Eddie Garson, the ventriloquist, and what he said to me that I had heard so many times but finally got it, finally took it in, is he said, "Lisa, don't change your act. Change your audience." I got it! It was like, "O. M. G." All there is for me to do now is take that act that I had been practicing locally in Tucson, now I did it over here in Santa Barbara. All my job is now is just to get that act, I call it now my Speak to Sell Signature Talk, just to take that act and get it in front of as many audiences of my ideal clients as possible. He wasn't saying change who your ideal client is, it's just take that same presentation, which I have now been doing since 2010, and your job is just to find places to share that act or the elements of it.
I'm kind of a one trick pony. I've been sharing this everywhere from a Get Motivated stadium event with 13,000 people, talking next to Karl Rove and Dan Rather and that lineup to down the street here in San Diego in La Jolla, I had a mastermind member have a little retreat with 15 people who asked me to come in and teach. It's the same act. The beauty, for those of you that get this, is that we spend -- and I was, I was guilty myself -- so much time creating a new offer, a new presentation. I got the text from Steve at 6:00 AM or 7:00 AM this morning.
Steve Olsher: Seven.
Lisa Sasevich: "Hey, our 4:00 didn't make it, so is there any chance?" I didn't have to go figure out what I'm going to talk about, or, "Sorry, I need to stay up all night and create my presentation." I know the gift that I am here to give, and now we've been able to give it to so many people. This is really my message, is that if you get this and you're willing to just discipline yourself a little bit, pour your work into ... I'd like to say our structure, it's now called the Speak to Sell Bootcamp, you will be ready.
The beautiful thing is, it's not just for a stage. What I've come to learn over the last seven years is I'm ready for teleseminars. I'm ready for webinars. I just did a four video launch that is just one of our biggest promotions of the year, the best videos I've ever done. Guess what? It was my Speak to Sell signature talk, broken into this video sequence. Interviews, podcasts, standing up for three minutes at a networking event unexpectedly. You will always be able to pluck the pieces from that structure and you will know where to go.
Steve Olsher: Yeah. That's awesome. Let's do this. For those that are just joining us, welcome to Push Button Influence here with Alex Mandossian and myself, Steve Olsher, and Lisa Sasevich, who, as you just said, came to our rescue here today. We do this show live every Wednesday at 4:00 PM Pacific here on Blab, and yes, at 7:00 AM I texted you, and not shortly thereafter, you texted me back. You're an early one, just like the rest of us here. Awesome.
Lisa Sasevich: I still have kids. They're nine and 12 now. I started when they were a newborn and a three year old. I'm proud to say that focusing like that, like what we're talking about, I take them to school, I pick them up. Not every day, but I'm in there with them, which is why I created this whole lifestyle business in the first place.
Steve Olsher: How do you help people reconcile being able to charge money for doing something that comes as naturally to them as breathing? A lot of people feel like, "There's no effort here, I can do this in my sleep," and they don't feel as though they are entitled to charge for what is really effortless for them. Can you talk to that a little bit?
Lisa Sasevich: Well, I think that sometimes the best way to learn a lesson is just checking in with your own experience. If you have been out there with your well-meaning heart wanting to contribute to someone, and we see this a lot with people in the health profession, we see it with people trying to help people in their financials, maybe financial services or estate planning, diet, exercise, spiritually, personal development. We see it in all these different spaces, that you want to help someone. You have a good heart. You know you've either got some hard-earned talent or some God-given gifts, and you know your mission is to give. You've tried to go out there and give what you know, maybe because it's been successful for you or you've helped other people.
If you've tried it, if I were a betting woman, I would say I bet that you have really laid it out there more than once and given to someone and really knew that what you gave them was gold. You could see the transformation happening for them as it came out of your mouth. You turn around, and a day, a week, a month goes by, and as excited as they were while you were inspiring them, when you check back in, there may have been inspiration but no transformation. They didn't do anything with it.
I don't know about you guys, maybe you could speak to this too, but when I was coaching people -- I'm not a certified coach, so what I mean is giving my advice -- I would give advice that I had tried for other companies. I knew if you just did what I'm saying, you wouldn't have to worry about finding clients, your clients would value you, all the stuff about how to charge what you're worth would be solved. They'd sit there, head nodding, and so excited, and do nothing.
Once I actually started to make the connection that people value what they pay for, and they'll pay for what they value, then I had to sort of go, "Okay, well, then how do I have them see the value enough so that they'll pay for it?" Really what we've come to see in our business, and I'm sure that you two would wholeheartedly agree, that the higher ticket our client is, the more committed, the more they've invested themselves with time, energy, money, the more they take action. That causes this really beautiful cycle, because when they take action, guess what? They get results. When they get results, they talk really great about what we do, they're proud, confidence shows up, enrollment shows up, all the things we've been talking about. This is what we call an upward spiral effect.
Unfortunately, I think most funnel models, most of what's being taught out there, to kind of start at the low end, and then when you're known, you'll pop up your prices, it's setting people up to become known as the low cost leader, and the low cost leader get people that are not that committed, so they're not taking much action, thus not getting great results, and instead of an upward spiral, they end up with a downward spiral. I like to say, "Look. Do you want to enter the market as Walmart or Nordstrom?" If you think you're going to enter as Walmart and once they get to know you as Walmart, then you'll surprise them and tell them that you're actually Nordstrom? It doesn't work that way, right?
Steve Olsher: Great point.
Lisa Sasevich: I think that, giving your work away, you've had that experience. For us, as heart-centered entrepreneurs, as mentors, as coaches, just giving that gift that we want to share, there's nothing more endeadening to our soul than to give, give, give like that and not have the transformation show up on the other side. I knew I had to protect my soul, too, because I want to keep giving for a long time and really make sure that I learn how to follow the structure, hit the marker, so that people see the value enough that they will part with their hard earned time, money, energy, and give themselves the gift of, in our case, the work that we do, really for any of us.
Steve Olsher: Yep. Awesome. Alex?
Alex Mandossian: Well, going to structure, I know how to structure a speech that's like, runway level, I know how to structure an event that's 30,000 foot view. About three years ago, you taught me how to structure from a satellite view, the back end.
I'm just going to talk about content, because it really had a huge impact, because when Steve approached me to do Push Button Influence, I said, "It's only under these conditions that we do this." Lisa taught me the three PS's.
Lisa Sasevich: I love it.
Alex Mandossian: The reason I'm bringing it up is because you and my other good friend, Harv Ecker, you guys are probably the most ripped off teachers in the business. They don't give you credit. I'm giving you public credit. I learned this from [inaudible].
Lisa Sasevich: [laughing]
Alex Mandossian: Check this out. This is a three year campaign. We have a launch coming up. Lisa has a launch happening now. We're going to give you information on how to have Lisa train you how to change your mindset in just a moment.
The first PS was Push Button Influence, because people need more exposure, they need more influence. What's the problem? I got influence, how do I make money from that?
Lisa Sasevich: I think, Alex, really quick, they need to know that PS stands for "Problem, Solution," to make all this make sense. The PS, each one is problem solution, problem solution, problem solution.
Alex Mandossian: Right.
Lisa Sasevich: Now what you pour into that, I think will-
The first problem solution.
Alex Mandossian: Yeah, I was going to open that loop. It's problem solution, problem solution, problem solution.
Lisa Sasevich: Okay, sorry if you were doing it a different way and I blew this point.
Alex Mandossian: No problem!
Lisa Sasevich: Okay.
Alex Mandossian: I learned from you. The first problem is, how do we get more influence to get more exposure? That's the problem. The solution is our training. Then, in June, when I'm on stage, we're going to be selling, enrolling, seating how to make money, because once you've got exposure, then how do we monetize it? That's the second solution to the second problem. A year after that, on stage, we're going to enroll, and we're seating this from right now. We're going to enroll you into Push Button Empire which is, at a scale, Push Button Monetization. Lisa gave us a three year plan four years ago, so thank you for that. The big question is, with the PSPS model, PS problem, solution, then a problem, solution, then a problem, solution, that kind of gives a big picture for the back end, which most people don't think about. That structure is one that isn't talked about. Why is it so important for your business, because you've just exploded?
Lisa Sasevich: Yeah. I'll talk about it in the context of what we started down the path on, being ready with your act or your Speak to Sell talk, and your irresistible offer. They go hand in hand. As we shared earlier, when you're ready, then there's really anything you get asked to you. Teleseminars, webinars, videos, stages. I love this example. I was called at 7:00 AM, here I am. You can have that kind of ease about your business and that kind of efficiency. As a busy Mom, kind of like necessity is the mother of invention. A lot of what I created was like, survival, right? I want to get it out there, and I need the straightest line between two points to make my difference in the world.
To put the PSPS into the context of what we're talking about, let's look at it in the context of a Speak to Sell signature talk. Here's really what we're teaching in that course, the Speak to Sell Virtual Bootcamp. We're teaching you how to identify what is a problem that your ideal client has, and your talk, your free talk ... I'm not talking about getting paid to speak or having to polish yourself up or be a speaker. I'm talking about just using, opening your mouth, using speaking to grow your business and attract awesome clients. The talk itself is really just figuring out that equation, which is really what we help you do. What's the problem your ideal clients have, and your talk is actually giving them a solution. This is contrary to most things out there that are teaching you how to build a teleseminar or webinar or a talk, because they're mostly telling you, "Don't give the solution! Talk about what, talk about why, but never give the how!" We sort of take a contrary approach to that. We're saying, "No, we are heart-centered entrepreneurs. We're going to give the how, so let's not try to change our stripes." What if we knew exactly what how to give? What problem to solve?
My signature talk that I referred to earlier, "Boost Sales Using Irresistible Offers," it solves the problem of just what the title is, how do you boost sales using irresistible offers. When I talk, I teach how to structure an irresistible offer. Literally, whether you buy from me or not, you walk out of there knowing how to look at your offers and create them so that they're irresistible. I give that away. That's the first PS, and that's what your signature talk should be. You know the problem, your people want to opt in for it, they want to come to your talk. You solve the problem.
What most people are missing is the second PS, and that is, okay, great. I just taught you all how to make an offer and how to make it irresistible. You can run with that today, it's going to make a huge difference for you, but here's the problem that you still have. What, are you going to stand on a street corner and say, "Here's my offer!"? Are you going to walk into a networking event and say, "Hello! Would you like to hear my offer?" You kind of have to have the presentation that leads up to it.
That second problem, I didn't make it up. It's not contrived. I'm not trying to manipulate people. Every solution brings new problems. It's just our job to have the foresight, as the ones who went first in our area of expertise, to show people what it is. When I show people, "Hey, your offer's great, I gave you all this, and look," really what moves the needle here is having the presentation to lead to it. I can say things like, "Look. You want to automate your income?" Everyone wants to make money while they sleep. What are you going to automate? You don't have a presentation that leads to an offering, you don't have a webinar. You don't have a teleseminar. You don't have ... It's even your sales pitch. You don't have something to automate. For me, this is the core. This is the core.
The solution, the second S, PSPS, is your offer. The talk solves the problem, gives the solution in full, you point out the second P, the problem they still have, and then your offer is simply the solution to that problem that you pointed out. If it makes sense to people, you don't need to be a used car salesman or a Ginsu knife salesman. You can continue to be the teacher, the educator, that you are, and if it makes sense to people, they're going to say yes.
Steve Olsher: It's really, really powerful. One of the things that I've thought just going through in the questions here, and we'll jump to this, is Lee is actually asking the question which would have been very much my follow up question, Lee, as well ... Which is, let's take people through it, because, again, theoretically ... In theory, it makes sense. You spell it out, this is what you're supposed to do. Most people then get stuck with like, "If you give me all of that and you're showing me exactly what I need to do, there's nothing for me to sell."
Lisa Sasevich: Right.
Steve Olsher: That's where I think a lot of people get stuck, is, "Okay, I'm showing you the how, and so now you can go out and you can do it. Then, why is anybody inspired to buy?"
Lisa Sasevich: Right.
Steve Olsher: Do you mind sharing-
Lisa Sasevich: Not at all.
Steve Olsher: I mean, obviously you ... Can you give us an example of that bridge and where it leads to?
Lisa Sasevich: Let's do double duty here, okay? First of all, I talked a lot about that my usual talk teaches you how to make irresistible offers. I want to go down this other path. Just to give everybody that piece, too, if you guys go to pushbuttoninfluence.com/lisa -- I set this up with these guys in advance -- pushbuttoninfluence.com/lisa, you'll actually get to download my bestselling book and a video series that'll teach you exactly how to make your offer irresistible. You'll get that whole piece of what we're talking about. We're not necessarily diving into the how of it at this moment, but there's that.
Then, on the presentation that leads to the offer side, which is really where we are diving in, based on this great question that, is it Leah, I think, asked-
Steve Olsher: Leah, yeah.
Lisa Sasevich: "Can you give an example of what how to give?" I love that you're a health coach, because I'll tell you ... I mean, J. J. Virgin's a client. She uses our stuff on PBS to be a top show. Daniel Aman, the brain doctor, and his wife Tana. Again, topselling PBS show, studied all of our work. The top, top people in health use our work, so I love that you happened to ask, no accidents here, because your industry happens to be one of the most resistant to anything that sounds like selling. This is a wonderful solution because it's a structure. You guys, you get structure. That's one thing you really shine at. This is a way to integrate those.
The how, what we do in our Speak to Sell Virtual Bootcamp, is show you exactly how to pick what part of your how to give. This is a problem that most of us, we're heart-centered, we back up the truck and we give it all. We have a little "Let me pick your brain" Starbucks lunch with someone, and we just give too much. You can see that moment where their eyes are rolling back in their head and they're so full and they thank you as they skulk away with their notebook full of notes, close it, and never do anything. You know in your heart at that moment that you overwhelmed them, that you got so excited that you gave too much. It's one of those times where you have that realization that more is not better when it comes to helping people.
The thing that you need to pick out is, you need to pick out a piece of your how that they can immediately run with. It should be something that you love talking about, and it should plug in to this PSPS idea so that when you give that piece of the how, like when I teach and just give away Module One of my Speak to Sell Virtual Bootcamp, I give away how to make your offer irresistible, I can easily, when I'm transitioning into my offer, the second PS, show you that I gave you Module One. This came from my Speak to Sell Virtual Bootcamp. I taught you how to make irresistible offers. I gave you the how on one slice, and if you'd like to work with me further, right? Then I can show you the rest of the how that I did not have time to give you in 60 to 90 minutes.
I'm able to say, "If you'd like to work with me further, we're going to show you not just how to make your offer, but we're going to go back to the beginning, show you how to position yourself. We're going to show you exactly what to put in the body of the talk in the next module. We're going to show you how to seed, to create hunger and desire in your prospective clients without needing to be pushy or sales-y, and we're going to show you exactly how to structure the transition, the invitation."
Right now, I've walked through the modules of our course. Wasn't able to obviously teach all that in a 60 to 90 minute talk, but I gave deeply out of one piece, and then it really allows me to create the gap and show all that there still is if you'd like to come this way and let me hold your hand.
Steve Olsher: Lisa, hold on for one second. Just in terms of the talk-
Lisa Sasevich: I'm at 1,093, by the way.
Steve Olsher: You got over a thousand. Yay!
Lisa Sasevich: That's the goal.
Steve Olsher: So that we can really help people get clear on this, at the beginning of your presentation, would you list all seven things and then say, "I'm going to go deep into one thing, and then at the end talk about the six things you didn't go into?
Lisa Sasevich: No, we actually really want to ... it's a huge part of our course, is figuring out which piece. We have formulas to figure out which is the piece you should go deep in. Then, we want to name the presentation around the transformation of that piece. The theory being ... Like you guys show people how to create the right opt-in, the right lead magnet, the right trip wire, all those kind of things. The theory being, if you pluck that bait from your core course, it's going to attract the right fish. We want to take that how out of our core training, whatever system that it is that we're going into, and I learned that one of my biggest leaps in my financial life and my getting known life in this business was when I finally realized that all the coaching I was doing, that I had a system. I mean, I didn't know I had a system. I was just coaching people one on one, like many people are.
A lot of people listening, you guys have a one on one practice, and you're thinking, "I'm a chiropractor, I'm helping one person at a time." We actually, when people enroll in our course, we don't start them on their talk or their offer. What we start them on is a pre-course accelerator, which is about identifying their system. We actually help people to see that you have a method to your madness, that there are steps ... If you're getting results with people, and I don't care if it's finding the relationship of their dreams or creating their financial investment profile, or how to talk to their animals. If you are getting results with people over and over, you have a system. You don't even need to create anything. When you follow our system to find your system, it's just looking at what's there. We just help you see what's there. Once you can find your system and we help you name your system, then it becomes easy to plug into any of our systems. All of our systems are designed to take that and show you ... We have another thing that helps. The biggest three day events that you go to, where people are upselling into masterminds and stuff, it's a system for how to plug your system into a three day event and upsell your mastermind, mentorship, or coaching program. That's called Event Profit Secrets.
All of our systems are really how to take your system and plug it into a structure that will have clients saying yes to your next thing. Did that make sense? I know I got a little wrapped up in the system word there. I will promise you, everybody watching here, whether you realize it or not, if you are helping people and you're getting results for people, you have a system already.
I'll give you one tip on how you can start to see it so you can just leave from here today, keep doing what you're doing and just start the consciousness about it, is, if you've ever been helping someone in your office or on the phone, and you've done three or four or five clients in a row, and you suddenly have this moment where you're like, "Did I say that part?" You know? Have you ever done that, where you're coaching people over and over, and you have that thought, like, "Did I cover that part?" That's really hot that you think that, because that means that's a piece of your system. If there's a "that part" that you can't remember if you covered, write it down. You have just identified a piece of the system.
We give you a lot of tools like that to go in and see your system, and once you see your system, then it's easy to plug yourself in and really, back to confidence, give your potential clients confidence that you will get the results because you're not winging it, you're not just channeling from the heavens and hoping the connection will be there at this moment. You can do all those things, they're important, but you also have a proven structure, a proven system.
Steve Olsher: Yeah. Let's do this, Alex, since we're getting ... Hard to believe, but getting kind of close here to the top of the hour. I know we want to get folks the opportunity to have their questions answered by Lisa herself. Now would be a great time, guys. Use /Q and then enter your question there in the message area or the chat row, whatever you want to call it. /Q, and then your question in the chat row and we'll get it up here into the queue.
Lisa Sasevich: I wanted to actually say, I'm in my standing desk. Isn't this awesome? I just lift up this thing on my desk and-
Alex Mandossian: Awesome!
Lisa Sasevich: You can't see all the piles on the floor.
Alex Mandossian: No!
Steve Olsher: Right.
Lisa Sasevich: It really eliminated having to clean anything up.
Alex Mandossian: That's the best.
Lisa Sasevich: I love it.
Steve Olsher: Nice. See? That's the advantage of checking out the video podcast or joining us live on blab.im every Wednesday at 4:00 PM Pacific so you can see things like Lisa Sasevich's standing desk thing.
Lisa Sasevich: Standing desk, yes.
Steve Olsher: All right. Alex, I'm going to let you bring this home, my man, and why don't we ask one more question and then go into the green room for a private Q and A?
Alex Mandossian: Okay. Once again, Lisa gave you a webpage: pushbuttoninfluence, which is influence at the push of a button. Pushbuttoninfluence.com/lisa. If you go there, imagine, you never have to ever hear, "Let me think about it" again, because when you hear, "Let me think about it," you can't put bread on the table. When you hear "Let me think about it," you can't pay the bills. If you can do it in such a way so it's structured and you don't feel like you're manipulating and you don't hear, "Let me think about it," they just run and say, "Yes," then you get a cheat sheet. She's offering you a cheat sheet. It's like taking off the blindfold paying Pin the Tail on the Donkey, and it's cheating, but she's already plowed the ground, so go check it out. Pushbuttoninfluence.com/lisa.
I'll type it into the Blab.
Lisa Sasevich: Thank you. Awesome.
Alex Mandossian: Lisa, talk about seeding versus selling. Most people confuse the two, and they don't feel good about selling because it's like pouring cold water on people. What's the difference between the two?
Lisa Sasevich: Yeah. You know, I love seeding. It's the fourth module in our Speak to Sell Virtual Bootcamp, which was a seed. I just seeded the Speak to Sell Virtual Bootcamp. That's an example. Seeding is, the definition I created around it is, it's creating hunger and desire in your prospective client without being pushy or sales-y. That's seeding: creating hunger and desire in your prospective client without being pushy or sales-y. Unfortunately, a lot of people hear the word "seeding," and their definition is, "pushing and plugging my product at every opportunity to the point of ad nauseam," and that's really not what we're talking about.
We have a lot of different ways to seed, and what we've done is we've built them all into the formula so that you do twofold. You learn the nine ways to seed, so you know them and you can use them anywhere, but then, if you follow the structure, they're built in. We don't ever want to give you something that you don't understand why you're doing it, because if you never stand on the stage with your 90 minute talk, you will still use all the elements that you learned in building it in different places in your business, whether it's your sales page or a networking event.
An example of seeding ... I just want to show you how ridiculously simple it is and how there are people stepping over thousands of dollars every time they open their mouth because they don't know this one skill. Here's an example. I went to a breakfast meeting. Really knowledgeable, probably 60-plus year old estate planning attorney talked about some stuff that just really grabbed my attention. Never mentioned, in an hour talk, that he had a client. Never gave an example of a client. For an hour, I took copious notes, clapped at the end, was super inspired, but I never got that "ping" like, "Oh! He takes clients. Oh! He specializes in entrepreneurs. Oh! I could learn this online from anywhere. Oh! There's a complimentary in-office consult." None of it.
One of the easiest ways to start seeding consciously is mention clients. It doesn't even have to be a big testimonial or a case study, just, you know, "I had this client who was a Ink 500 winning female entrepreneur, and she was really struggling with the estate plan, how do you progress a business like that after your life. What do you do with a personality-based business?" That's why we need structures, number one. He didn't seed. When you do simple things, that's the tip I'll give you today, mention your clients, you're letting those people that are kind of turned on to what you're saying know, "I take clients, by the way," and you don't have to shove it down anybody's throat. There's lots of ways to do that. We build them in to all your structures and we also teach you independently how to do that.
There's a microphone coming out of your left side, there. Right side. Is there another person, or are you moving that yourself?
Alex Mandossian: Oh, tricky, tricky.
Lisa Sasevich: Very interesting going on there.
Alex Mandossian: Right?
Lisa Sasevich: Yeah. Are you seeding? Are you seeding something?
Alex Mandossian: I'm seeding a microphone right now.
Lisa Sasevich: You're seeding a microphone. Yeah, I see that. That's what seeding is. Does that make sense?
Alex Mandossian: Yeah, totally and completely.
Lisa Sasevich: I mean, you guys are both masters at seeding, but I think defining it is really important. The difference, what it does, is it changes the dynamic from you pursuing business to business pursuing you. When you seed well and you do create that hunger and desire, you know because people are looking you up. They're coming after you. They want to know more about how do you work with clients. That's how you know.
Steve Olsher: Lisa, when you mention it again, it sounds familiar to them, they don't even know why, because you've seeded it. It's taken root, and all of a sudden, you've got fruit. It's brilliant.
Lisa Sasevich: Yeah. I mean, is there any question in anybody's mind that I want all of you to come have the benefit of working with me in the Speak to Sell Virtual Bootcamp? Everything that I taught today was plucked right out of that course. It's really, I think, a disservice. If you saw a good movie, you would go tell your friends, "I saw this movie and it happens to be playing at the local AMC, the one with the nice red puffy seats." Why do we think twice about saying, "You know, I just taught you some really amazing stuff on offers, it's going to make a huge difference, and it came right out of my Speak to Sell Virtual Bootcamp. Go kill it with it, and then come back, and let's do more."
Steve Olsher: Awesome. All right, let's do this. First and foremost, let's give you a big thank you, thank you, thank you for making time in your schedule because you accommodated us today, and knowing how busy you are, that is super, super appreciated. If people want to find out more information about you, Lisa, where's the best place for them to go?
Lisa Sasevich: I really think that coming through you guys, we set something extra-special up, if they'd go to pushbuttoninfluence.com/lisa, you're going to get our hot new video series about how to never hear, "Let me think about it," again, but you're also going to get my bestselling book, which is called Boost Your Sales: How to Use Irresistible Offers Without being Sales-y. It'll really take you through exactly how to structure that offer. You'll get to see a picture of my dad. I'd love if you connect with me on Facebook. We have a rocking, rocking party going on at lisasasevichfan.com. You just go to that URL, it'll take you right into our fan page. Just a great community of people who care about sales conversion, selling without being sales-y. That's kind of where we move.
Steve Olsher: Perfect.
Lisa Sasevich: Yeah!
Steve Olsher: Yeah. Perfect. All right, for those of you who are listening to the podcast, this is where we say goodbye to you. For those that are joining us live on blab.im, stick around, because this is going to be your opportunity to ask Lisa your questions.
On behalf of my cohost extraordinaire, Alex Mandossian, and the lovely Lisa Sasevich, I am Steve Olsher, and hold tight, because we will come right back to answer your questions here on Push Button Influence after this.
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