Graham Cochrane (00:03.17)
I've sold over $20 million in coaching online, and the biggest thing I've learned stop trying to convince people to buy. It never works. Why? Because people only buy.
Graham Cochrane (00:34.252)
I've sold over $20 million in coaching online. And the biggest thing I've learned, stop trying to convince people to buy. It never works. Now, why is that? Because people buy for one reason and one reason only, because they feel like it. So the question is: how do you help them feel like buying your thing? Well, today I'm gonna give you the exact three strategies I use.
To sell high ticket offers without pressure, without pitching hard, and without ever trying to close anyone. If you're tired of chasing sales, this is gonna change how you sell forever.
Graham Cochrane (01:32.151)
Let's be real. Most people are awful at selling. And most people are afraid of selling. They have a bad experience with selling. They have a bad experience with salespeople, or they just know that they're not good at it yet. Because very few people come out of the womb as a baby very good at sales. It's a skill like anything else that you can learn. That's the good news. But because we know intuitively I'm not very good at sales or haven't got a lot of experience, we don't want to do it. So what do we do?
We sell cheap things. That's why you're selling a $97 course or a $297 course because you don't have sales experience and so you don't feel equipped to sell anything more than $297. And it is proven that it is very easy to sell something from zero to $200, maybe not $300 with some inflation without people having to think hard about it. Like you really don't even have to have a great offer, and you certainly don't need great sales experience to get someone to.
Take out their credit card and spend a couple hundred dollars. And I'm not trying to minimize a couple hundred dollars, but let's be honest, that's not a I have to think about it type purchase. It's not a I have to ask my spouse if it's okay to buy this two hundred dollar purchase. For most people, they're dropping $199 on stuff on Instagram right now, like another cream or another gadget or another pair of shoes. Like it's it's so easy for people to drop money on something without needing any real persuasive skills.
To get them to whip out the credit card. So that's why you're selling something for cheap, typically, because you don't know how to sell anything higher. And so you don't want to try. and so if you're like, I want to sell a higher ticket offer, I know I've heard that I should go high ticket and I know that I'm not gonna get anywhere selling $200 things unless I'm selling tens of thousands of them a year. And that's very hard to do, not impossible, mind you, just very hard to do. If you're experiencing that and you're like, So I I try to learn sales.
strategies and sales scripts and and close techniques and and you know I I'm I'm looking at if they say this, then I say this type, you know, Mad Libs type approach to sales, or or I just gotta get tougher, or I gotta, you know, I gotta go right for the jugular. Like we we we psych ourselves up and we're probably following all the sales gurus that are telling you all this stuff. And it misses the point completely because
Graham Cochrane (03:55.543)
You can't convince someone to buy your thing, no matter how good it is. No, and definitely doesn't matter what the price point is. You're not going to convince somebody to buy your thing. And let's let's think about this. Do you like being convinced to buy a thing? Do you like someone trying to make you feel bad or twist your arm or pressure you to buying things? No. No, no, you don't. Now, do we like to buy things? We actually absolutely love to buy things if it's something you want to buy.
one of my favorite things to buy are are luxury cruises. I dropped another, I don't know, twenty thousand dollars on a another luxury cruise for my family. It's I think my family enjoys going on them. They're not their favorite, but I love a good. I mean, if you haven't gone on the Haven on Norwegian cruise line or something similar, you're missing out. It's like the ship within a ship where if you don't like people on cruises, you don't have to see them. Like you get your own suites at the top of the ship where you have your own pool.
Your own restaurant, you get a butler, you get your own bar, like no one else can get into the hallway unless they have the key card for the hat. Like, you know what I'm saying? Like I'll drop $20,000 on a cruise. No one had to convince me and and pressure me and use the the the Russian, you know, scissor clothes on me to get me to buy a $20,000 cruise. No, I bought it because I wanted it. And that's how we buy things. We buy things we want.
So that's nice, Graham. Yay for you and your crews. What does it have to do with me? How can you help people want to buy your thing? Let's talk about that. Because I've sold over $20 million worth of stuff online. I've sold everything from $17 things to $250,000 things and everything in between. How do you get people to buy? Okay.
Well, you don't get them to buy, but you can set the stage for them to buy. The number one thing you gotta do, and this isn't even really the three things I'm gonna teach you, but the number one thing you gotta do is you gotta have a really killer offer. And I'm not gonna teach you how to create a killer offer, but the offer matters. When your offer is so irresistible that you don't even have to say anything about it, you just present it and people are like, my gosh, I have to have that. That does 99% of the work for you. So why not make it easier on yourself by having an irresistible offer? That's something I teach.
Graham Cochrane (06:23.574)
At the 10K Offer Challenge, you should come to the next one, 10KOfferChallenge.com. I'll link to it below. That's all we do over five days. Not only do I teach you how to do it, you will do it. I will make you build your $10,000 irresistible offer before you leave. So you will have that offer check. Okay. So if you want to know that your offer is irresistible, come to the 10K offer challenge. Assuming you have an irresistible high-ticket offer, what are the three things that I have learned over the last 17 years and selling $20 million worth of stuff online?
to help sell your thing. Here we go. Number one strategy. Sell to pre-sold clients. And before you delete this email or say, that's the dumbest thing I ever heard, let me explain to you why it's the smartest thing you've never done.
It is a giant waste of your time and effort and a giant waste of their time and experience to try to sell your thing to someone who's not sold on you yet. So don't do it. This is why I don't sell my coaching programs on Instagram or TikTok. I don't even sell my coaching programs here on YouTube or my podcast. Not at all. I might let you know about my 10K offer challenge. I might let you know about my book.
The effortless business? Because those are low-ticket things that you can easily buy without me having to like like, do you want to know how to create a 10K irresistible offer? Come to the challenge. Do you want to read a book on how to have an effortless business and learn all my frameworks that I teach my private clients? Then buy my book. It's $29. I don't have to convince you of anything. You just buy it. But you do not see me here.
Trying to sell you a $25,000 coaching program or a $55,000 coaching program or a $100,000 coaching program or a $250,000 VIP day. I'm not doing that here. I'm not here to sell you. I'm here to serve you. Now, who ends up buying my coaching programs? People who have consumed a lot of my content. People who have listened to the show, watched this YouTube channel, read my book, come to my challenge. The people that
Graham Cochrane (08:34.27)
Wire me tens of thousands of dollars every week are people who are pre-sold. Those are the only people I sell to. And I highly recommend you do it as well. So pre-sold means they have, at their own discretion, in the comfort of their own home, at the comfort of their own pace, at at their choosing, they have chosen to convince themselves that you are their best chance.
The life they want. Whether you are a relationship coach or a health coach or a baby sleep coach or a legal coach or a spiritual coach, whatever you are, if they have consumed your content and come to the conclusion that you are their best chance at the outcome they desire, then when you present an offer to those people,
They're going to want buy it. So it sounds either dumb or like cheating, but I don't, I don't have to try hard to sell my premium offers to people because I'm only presenting offers to people who are pre-sold, who have already said, I really like what Graham's doing. I really like the way he thinks. I like the life he's living, and I want mine to be a little closer to his. and and and so they're asking for what's next. They want to know how I can go deeper.
I had a gentleman join my $25,000 coaching program just last week, who found me 12 days prior. This can be fast. He found me 12 days before he sent me $25,000. Whether it was through YouTube or he saw an ad and then started to watch my YouTube, he consumed enough content in those 12 days to be pre-sold that I was his guy. So that when
I presented an offer to a room of people that were already being pre-sold all week long and getting the experience of being coached by me like he knew Graham's my best chance. I didn't even know about this guy four weeks ago, but I know about him now, and I'm sold on whatever he offers me. I'm gonna buy it. That's what's possible for you. So, how do you create this pre-sold demand before you even make an offer? Commit to service. Commit to
Graham Cochrane (11:01.272)
To being so generous that you give your best stuff away for free, that you show up powerfully for your people long before you ever ask them to show up for you. I have been putting out a long form piece of video content on YouTube.
Every week.
Of every month of every year for the last 17 years. You don't think that helps create pre-sold clients? You don't think that kind of generosity breeds a reciprocation? Right? This reciprocity thing is so real. If your brand is built on buy my thing, buy my thing, buy my thing, you might make some sales. But if your brand is built on, let me serve you today, let me serve you today.
Let me serve you today. Here's the truth. Here's what you need to know. Don't believe this. This is a myth. This is the reality. I've walked this path for you. So you don't have to take the long way. I'm going to show you the shortcut. And you serve powerfully. People have a schmorgas borg, a buffet of your content to consume, to stress test, to try and come back and say, you know what she said worked. You know what?
When she said that, that made so much more sense than what everyone else is saying. So that now they feel already served by you, that they are so bought into what you do. Does this make sense? So I I don't have, I don't have any trouble selling $25,000, $55, $100,000 plus offers because I'm not selling them to haters. I'm not selling them to cold traffic. I'm not selling them to strangers. I'm selling them to people who are presol.
Graham Cochrane (12:47.256)
And you should do the same thing. So the simplest way to do that, if you haven't already, is commit to getting on YouTube once a week, every week for the next 10 years. That's it. Like there's no other trick. Like, think about your who. Think about the person you are put on this earth to serve that you want to buy your coaching program one day, who you know will benefit from your coaching program one day, or whatever your high dollar offer is. And you just commit to showing up for them every single week, like you have a weekly show. Right? You have your favorite show on TV, you know when it drops every single week.
Like you be that for them. So my video podcast drops every single Tuesday, rain or shine, whether I'm in town or out of town. If I have to batch record in advance, I will. Whatever it takes to make sure that I show up for you on this show every single Tuesday. This is how I create pre-sold clients.
I'm not gonna sell you a $25,000 offer here. It's not the place for that. But if you want to go deeper, when you're ready, you'll find me, and we'll make that happen. Same thing is for you and your prospects and your clients. So that is the the number one way to sell millions of dollars is to start selling only to pre-sold clients. Forget everybody else. Save yourself the hassle. Strategy number two, and this might be the most tactical of them all: sell the payoff.
Not the pieces.
Most people don't know what they're actually selling. This is why most offers are garbage, because they're just listing a bunch of features. They're listing a bunch of stuff you get when you buy the thing. That's not what people want to buy. That that might be what you worked hard on, or what you shoved in there to, in your words, justify the price. It might be your insecurity expressing itself by saying, Well, look at all these shiny things you get when you buy my thing.
Graham Cochrane (14:40.418)
That's not what people want though. They want the payoff. So payoff is what's in it for them. And people don't want to buy stuff to accumulate. They certainly don't want to buy more stuff to do. So don't give them more videos to watch and more workbooks to go through. That's just creating work and then asking them to pay you to have more work to do. That's not what people want. They want a transformation. If you want to be a millionaire, you got to be in the transformation business.
And all of us are in the transformation business. Right? Even if you're in entertainment, you're in the transformation business. You're trans transforming people from bored and sad and depressed to happy and distracted for just the moment. Right. You're giving people some escape. You're transforming them in that moment. But all of us are in the transformation business. There is a point A that your clients come to you in and they're stuck somewhere. And there's a point B that they want to get to when their dreams have been realized and they're like, my gosh, my life is so much better.
Your offer and what you sell is the bridge between point A and point B. That's it. So when you're talking and you're having a sales conversation, don't talk about the thing you're selling them. Talk about who they're going to be after they go through your program, how their life is going to change, what that will look like. Okay. So, like one of my clients, Nicholas, I'll give you an example. if I were trying to sell my coaching program, I have a coaching program called the Effortless Business Accelerator.
Okay. This is a group coaching program. You have to spend a year with me, and we work on your business in a deep, powerful way. And it's all my best training, of course, but it's live coaching, it's mentorship, it's all this stuff. I could tell you all the stuff you get, every video you can watch, all the bonuses you get, all the calls you get to come to, how amazing the private community is and the level of people. I could tell you all those things. Or I could just say,
You might be like one of my clients, Nick, who was busting his butt, running event after event, traveling all over the country to try to speak and sell and coaching people and is doing TikTok video after TikTok video. And he's just busting his butt, stressed out, making some decent money. Now he's been with me in my program for a couple of months. Now he's surfing more. He's leaving his house less. He's having $50,000 months, cash collected $50,000 months.
Graham Cochrane (17:07.808)
And he has more time. He doesn't even know what to do with himself. He said, I think I'm just gonna go literally I got off of a call with him in the group today. He's like, I think I'm just gonna go watch Ted Lasso and take a long nap because like I can. And I just had a fifty thousand dollar month and it's been the easiest fifty thousand dollar month I've ever had. Like I could talk about the stuff you do in the program or what you get when you buy, or I could just talk about what life's like after working with me. Fifty to a hundred thousand dollar months. You're maybe working twenty hours a week.
Unless you want to work more, you don't have to. That's that's a payoff. That's not a piece as you don't know much about what's in the program. It doesn't matter if you can get that kind of result. If you want to go from six thousand dollars a month consistently to $76,000 a month, you might want to join my program. That's what Brandon did. If you want to go from I have no sales to $50,000 in the first 30 days, you might want to join my program. That's what Britney did. Like
Payoff. Does that make sense? So talk about the payoff. So if you're a fitness coach, don't talk about all the workouts they're gonna have to do. Don't talk about the meal plan you're gonna give them. Don't spend hardly any time on any of that stuff. Talk about how confident they're gonna feel with their shirt off at the pool, how good they're gonna look naked, how how the compliments they're gonna get, how their confidence, like, bro, that's the payoff.
The money's in the payoff, right? The payoff for you is in the payoff for them. So if you can just stop yapping about all the stuff that you built in Canva and with lovable and all your AI apps and stuff, like just stop for a second and and s and think. Let me just think. If the ideal client worked with me and did everything I taught her and was a rock star of a client, what kind of results would she get? What kind of results are my best clients getting? What kind of results did I get doing this?
Let me talk about that dream state, that end state, the destination.
Graham Cochrane (19:06.86)
This is the secret to sales that that should be so obvious because this is really what selling is, and the best salespeople do this. This is not a secret, but amateurs don't do this because they don't see this, because they they don't understand how buyers like to buy. Think about car commercials, luxury car commercials, they don't really talk much about the car. They show wealthy, attractive people driving in the car and the car usually pulling up in front.
In front of a multi-million dollar house. Have you ever thought about that? The car is either in a beautiful place with beautiful people in it, or it's pulling up to a beautiful home with beautiful people coming out, laughing. we're so rich and attractive and young. That's what they're selling. The feeling, and this is the funny thing, a car can't even give you that transformation.
So what you have to offer is better than a car. I mean, anybody's ever bought the car they really wanted and realized as great of a car as it is, it didn't make you look or feel like the people in the commercials. Like we all know that, right? but they know that's how that's what people buy. People don't buy the twin turbo engine. They don't buy the fuel economy. They don't buy, yes, they might sit justify with that, but they buy a feeling. They buy a persona, they buy a payoff. So sell that.
I took Shay, my wife on our 20-year wedding anniversary to celebrate a 20 year wedding. It's almost 21 now, but this earlier this year we celebrated our 20th. and I took her to Hawaii. We always wanted to go to Hawaii, we'd never been for whatever reason. We live in Florida, it's really, really far away. And so I booked us tickets on Delta, but the Delta One. I cause I'm not gonna sit in a bed. I wanna sit on I mean, sit in a chair, I wanna sit in a bed, I wanna lay down. If I'm gonna be in a plane for 10, 15 hours, I wanna be able to lay down and stretch my legs. So
I I s we spent twenty thousand dollars, ten thousand each round trip from where I live in Tampa, Florida to to Hawaii. Why? So that I could have a bed. Now, the way Delta sells Delta One is not talking about how great the pod is and showing me that there's like a little light and how big the the screen is compared and how much the food is better in Delta One versus you know you know.
Graham Cochrane (21:28.44)
Comfort or plus or economy. They show Hawaii, number one, they show Hawaii, and they show me waking up from the bed so refreshed after my long trip to Hawaii. So I I want to be in Hawaii. That's what I'm really buying. I'm not buying the plane, but I want to show up rested and ref and refreshed like those people in Delta One when I get to Hawaii. I'm picturing myself in Hawaii in the way I want to feel in Hawaii. It's the destination, it's the payoff.
I don't really want to be on a plane for 15 hours or 10 hours. But I do want to get to Hawaii and I want to feel refreshed because I had a nice sleep both ways. Does that make sense? Sell the payoff, not the pieces. Okay. Let's talk about the hardest one, but I think the most powerful one. And this is the one that I have been working on the most in the last two years. and this is the one that.
is changing the game the most for me when I lean into it. And it is divorce yourself from the outcome.
Which means train yourself to not need the sale. Just don't need it. You you're not hoping anybody buys.
Graham Cochrane (22:51.148)
Let's talk about why this works and then let's talk about how to do it because it's hard. Why does it work? Well, it works because people can tell when you need the sale. And needy is creepy. Like nobody wants that. They know, they can feel, even if you're not you could be saying all the right things with your mouth, but your language, I mean your body language and your energy, all of that's saying something totally different, which is I really need you to buy. Please buy.
I haven't had a sale in a while. We get in stress. I need you to buy. I need you to buy. They can sense that. And that actually repels them. On the flip, let's say you and I sit down for a call and you're interested in my accelerator program. And I'm like, look, do you want to make $50 to $100,000 a month, working 20 hours a week or less? Yeah, absolutely. Cool. That's what we do in this program. Like Nicholas, like this, like this person, this person, this person, Vetla, Robert, all these people. This is
This is what happens. Work with me for a year, is what it looks like.
Twenty five thousand dollars.
Graham Cochrane (23:58.509)
If you're like, well, that's a lot of money. If I'm like, Maybe. But so is losing fifty to a hundred thousand dollars a month every month that you could be having. But it's okay. But if you don't if it's not a good time for you or it's not a good fit for you, like that's so good, man. I just want what's best for you.
Like that kind of messes with people in a good way. Like, wait, you're not gonna try to convince me to buy? No, I'm not gonna try to convince you to buy. That's not my job.
My job is to pr to present an invitation for you to change your life. I can't make you change your life. I can't make you want to have $100,000 a month, but that that you can. That's up to you. If you want to, great. If now's not the right time, or never's not the right time, I'm so good with that too, man. So good with that too. It messes with people because nobody does this. Because usually salespeople need the sale or they want the sale even for their ego. They're they're trying to.
There's a sales competition, how many c sales can I close? Like the the the person on the other side of the sales conversation is just another number.
But when they when the prospect doesn't feel like they're numbered, the prospect feels like this this guy's not even trying hard. It messes with them in a good way, which means like, wow, he doesn't he he doesn't really need me to buy, which makes you actually want to buy more. It's the same thing when you were in middle school or high school and you really like the girl. If you're a guy, you really like that girl. And so you just like talk to her all the time and you're kind of smothering and she's like, gosh, that guy, he just won't leave me alone. But then if you just act like you don't like her,
Graham Cochrane (25:30.925)
All of a sudden she's like very interested in you. Like, why was that? Like, women were so hard for me to figure out in high school. Like, if I if I act like I like her, she's not interested. If I act like I don't like her, she's interested. It's the same thing at sales. Like, we want to be wanted, and when we're not really seemingly wanted, that makes us want the other person. No, you should want me. So it's so powerful when you're just leaned out. Like you, you don't, you don't need the sale. And here's how to not need the sale. I'm gonna give you.
I'm gonna you three ways to train yourself, three ways of thinking to train yourself to not need the sale. Okay. Take your pick or run all three. Number one.
You don't need the sale because it doesn't matter if that person buys that's right in front of you. Someone will buy. Someone will buy. So in reality, if you're presenting an offer to someone one on one or one to many, you don't need these specific people or that specific person to buy. You're okay if they don't buy, because it doesn't have to be them. It's it's gotta be somebody. You gotta make money, but it doesn't have to be them.
Does that make sense? Like that might sound small, but that's a huge distinction. I do need someone to buy to pay the bills, but I don't need you to buy. So if it's not you, cool, man. It'll be somebody else. Ooh, so that kind of changes it. That that takes the pressure off of every single sale. Like, of course it's not going to be everybody. In fact, the law of averages would tell you that you're not going to close 100%. So you're going to figure out what your average is and realize: if I average.
let's say it's you're amazing, it's a 50% close rate, then every other call I'm gonna I'm gonna get a sale. If it's a 25% close rate, then if I talk to four people, three are gonna say no, but the fourth one's gonna say yes, you know, over a large data set. So when you have an average and you figure out what your average is, which you figure out over time, whether your average is 25% or 5% or 10 or 50, doesn't matter. Once you know your numbers, it takes the pressure off in the moment. Cause you're like, I don't need this person to buy. I just need
Graham Cochrane (27:45.079)
Someone to buy. It doesn't to be you. That might help you. Number two is you don't want everyone to buy because some people are a pain in the butt. Like some some people will give you money, but they bring problems with that money. Do you know what I'm saying? You may not know what I'm saying, because you might be taking everybody right now, and that might be your mistake. Everybody that says yes, at least. I've made that mistake.
Whether it's because I needed the money or because I wanted the money or it felt good or my ego, I brought on people that I know shouldn't have said yes. So what I actually love about almost talking people out of buying my thing is I'm gonna kind of try to talk you out of it a little bit. Like I'm not gonna push hard. I'm gonna almost give you an out because I want you to really want me. I want you, I I I want you to show me that you really wanna work with me. Like this don't take this the wrong way. I'm not egotistical, but I
I want my clients to be serious. I want my clients to like be like, heck yes, Graham's my guy. Like, look, if I'm not your guy, that's okay. There are so many other guys and girls that are amazing that will probably give you a great result. Like, go find your coach, go find your mentor. Does not have to be me. I totally get that. But I only want to work with people that want to work with me. So I'm not going to try to convince you. I want you to convince me that I should let you be my client.
In fact, this is what I do. I make people apply. I make people apply and sell me on them. Why should I consider working with you? Does that sound crazy? I don't think it's crazy. I get really good clients that I really love working with this way. So I know number one that I don't need them to buy, so cause someone will buy. Number two, the way I divorce myself is like I try to give you an out so you you don't buy so that
It forces the right people to really say yes. So now I I feel like the power's all in my hands. I don't need to convince you. You show me why we should work together. Maybe that'll help you. Third way to think about this, and this won't apply to you unless you're a person of faith. So if if this doesn't apply to you, you can just set this one aside and say, No, thanks, for me. But if you're a person of faith, aka a Jesus follower. When I say faith, I mean faith in Jesus Christ. If you're a person of faith and you read the Bible and believe the Bible like I do, well then
Graham Cochrane (30:09.335)
You should be very comforted by the sovereignty of God, which is a fancy word for saying God is in charge of everything. Right? We get the word sovereign from the word king. So if you have sovereignty, you have kingship, you have control. So the the theology of the sovereignty of God is that he is ultimately in control of everything. Yeah, we feel like we have control, and he gives us choices.
And yet somehow in the mystery of that free will we have, he is ultimately in control of all things. Now that might be something you don't like, so you push back against it, but just because you don't like it doesn't mean it's not true. It's in the Bible, friends, so it's true. But it should be comforting to you because if you really believe in God's sovereignty, you're a follower of Jesus, you believe in God's sovereignty, then you know whoever's supposed to buy from you is gonna buy from you. And whoever is not supposed to buy from you is not gonna buy from you.
So what is the good of using any ounce of your energy hoping a very specific person or group of people will buy from you or a specific conversion rate? When I don't want to hope for someone who's not meant to work with me to work with me. I only want the people that are meant to work with me to work with me. And this might sound like the the worst sales advice ever, because you're are you saying, Graham, you just abdicate responsibility and you don't try?
No, I'm not saying you abdicate responsibility. This is the mystery of being a Christ follower, is there is plenty of responsibility in us. Just read the Bible. It tells us this stuff. If you do this, then this will be the result. This is what's expected of you. So we have a responsibility, and somehow, somehow, God is in charge of all things. And the you know, that's the tension in the Proverbs 16:9, which man can plan.
Man can make plans, but God determines his steps. So we're allowed to make plans and we should make plans, but ultimately God determines our steps. There's another passage, I think it's in Proverbs 22. Correct me if I'm wrong, but the horse is prepared for battle, but victory belongs to the Lord. Okay, so did the soldiers win the battle? Because they prepared and trained, or did God win the battle? Hmm.
Graham Cochrane (32:37.059)
Both. Interesting. Don't know how that works. I'm not God. If I could figure it out, that would make me a lot smarter than my God. And I don't know if I really want to trust my life to a God that I'm smarter than. So I'm not worried about how it works out, but I do know it's true because it's in the scriptures. So we have a responsibility. Yeah. You that's why you're listening to this right now. Let's get better at sales. That's why I train people how to craft and and sell and communicate ten thousand, twenty thousand premium dollar offers because there is a skill. I'm teaching it to you right now. And yet
Best way to be leaned out, not worried about who's gonna buy or not buy, is just trusting that God's in charge of it all. If it's gonna happen, it's gonna happen. If it's not, I'm not gonna waste any ounce of energy or stress thinking about it. And let me just be very candid with you. I make offers all the time. The times in the last six months where I've offers when I've hoped a certain number of people have bought bought, and I did not take my own advice here, it actually didn't go very well. I didn't actually sell very many. The times when I presented an offer and was like,
Whatever. I'm not even really stressed about this at all. I have my highest conversion rates. You would think that I would notice that trend and learn, but I'm still learning. Like I said, this is the one I'm the I'm I'm two years into really embracing divorcing myself from the outcome. Like there's an outcome I would love people, I would love everyone to buy. Because if everybody buys, everybody wins. Because yes, I get to make a lot of money, which is cool because there's a lot of cool things I can do with it, but I know that.
For a fact that your life will be better if you join my program than not. Like I I know for a fact if you every month you don't j don't join my program, you are losing out on fifty to a hundred thousand dollars a month or six hundred thousand to one point two million dollars a year of money. And you're working too hard for it. Like I know that, not because I'm smug or I'm I'm trying to convince you of anything. I just I s my
Program gets results for people. That's why I believe in this stuff so hard. So I want you to buy. I want everyone to buy because you'll win and I win. But I know you're not gonna all buy. I know that not everyone's gonna buy from me, so I don't stress about it. It is what it is. And when you're so leaned out, people want to buy from you. They have never experienced this in the sales process. Everyone else is trying so hard.
Graham Cochrane (35:04.981)
Screaming at them, s posing in front of Lamborghinis, or taking their clothes off, or making outlandish promises they can't keep like they're doing anything they possibly can to get you to buy, to part you with your money. And so of course you're guarded. So when someone comes along, aka now you come along in front of regular people and you're like, Hey man,
Let me serve you first before I sell you anything. Let me just serve you. Here's a bunch of free long form content, not little hits on Instagram. Those are fun. But I'm talking about like long form content. Just watch this, see if this helps you. Engage with this content. Just we'll talk whenever you're ready. Now that person's pre sold and they're like, I know she can help me. I know he can help me. Then, and only then, when you present an offer in the right environment, you're not talking to all the stuff they get. You're like, hey.
If you work with me or we work together, this is the kind of payoffs my clients get. Is this what you're looking for? Yeah, that is what I'm looking for. Okay, great. Two to the three down. And then number three, you make the offer, you say the price, and you can even say, Hey, this may not be a fit for you, or may not be the right time. I'm cool with that. But if you're ready for this payoff, let's get started. And they're like, She's not even gonna try to convince me to buy this. She's not gonna be like, like, well.
What objections do you have? Let me handle them. Wait, what? Does she even want my money? Like, do you can you imagine how different that conversation would feel, smell, sound, taste to them to experience you in that way? Do you know how attractive that would be? You know how that would mess with them in such a good way. They're like, what is up with this person? They're so chill. They're so leaned out. That's attractive.
That gets people to say, he must know something I don't know, or she must know something I don't know. And I say this often to my clients, and I want you to believe this too, because I believe this about me and my clients, is that you want your clients to know and feel, because this is true, that they need your help way more than you need their money. Never let it be the other way around. Never let them feel that you need their money way more than they need their help. You've lost, and that's missing the point.
Graham Cochrane (37:26.066)
I know and I tell myself this, so even if it's not true in terms of you actually do need money, you have to convince yourself they need my help way more than I need their money. Way more.
So I want them to buy, yes, because they need the help, but I don't need them to buy. Cause it doesn't have to be them, it could be somebody else.
Sell the pre-sold clients, sell the payoff, not the pieces, and divorce yourself from the outcome. My friend, if you can do those three things, not only will you 2x to 5x your income this year, your quality of life goes through the roof because now the stress and the anxiety and the nervous energy of having to get on a sales call or a sales presentation on a webinar challenge, all that goes away. Because you're just being a human again and people are throwing money at you.
And you're like, well, how this happen? It's because you embraced what really the definition of selling is. If you go back to the old English word sell on, where we get the word sell from, which means to give. You are more concerned with giving what's best for them to them, giving them a transformation, giving them the space to think, giving them a taste of what you do long before you ask for sale. You have built your brand around generosity.
Of course they're gonna want to buy from you. Who wouldn't? I hope this blessed you today. I hope you have an incredible rest of your week. And I can't wait to see you on another episode real soon.
