7-Day Sales & Selling Challenge

Day 1 Task:

Define at least 12 ideal customer types and segments based on:

Geographics;
Demographics;
- Budget & authority (ability to pay);
Psychographics;
- Knows they have a painful enough problem/future want (cold/willing to pay);
- Wants to get it solved urgently (right timing/willing to pay);
- Knows there are solution (warm/solution aware);
Behaviour;
- Has tried other solutions (warm/solution aware);
- Is not happy with the results of those solutions (warm/solution aware);
- Knows you have an alternative solution (hot/product aware);
- Believes your solution works (hot/product aware);
- Believes your solution will work for them (hot/product aware);
- Believes that money, time and effort, judgement, self-perception etc are not hurdles (hot/product aware); and
- Has not “bought” your solution yet (hot/product aware).

Example:

Adelaide based entrepreneurs, founders and small business owners; or
Adelaide based entrepreneurs, founders and small business owners, who want more leads and sales; or
Adelaide based entrepreneurs, founders and small business owners, who want more leads and sales, urgently; or
Adelaide based entrepreneurs, founders and small business owners, who want more leads and sales, urgently and know there are options to do this but is confused; or
Adelaide based entrepreneurs, founders and small business owners, who want more leads and sales, urgently, know there are options to do this and have tried other solutions and failed; or
Adelaide based entrepreneurs, founders and small business owners, who want more leads and sales, urgently, know there are options to do this, have tried other solutions and failed and already know about your specific product but haven’t bought it yet; or
Adelaide based, entrepreneurs, founders and small business owners, who want more leads and sales, urgently, know there are options to do this, have tried other solutions and failed, already know about your specific product and how it works, but haven’t bought it yet; or
Adelaide based entrepreneurs, founders and small business owners, who want more leads and sales, urgently, know there are options to do this, have tried other solutions and failed, already know about your specific product, how it works and know that it will work for them, but haven’t bought it yet; or
Adelaide based entrepreneurs, founders and small business owners, who want more leads and sales, urgently, know there are options to do this, have tried other solutions and failed, already know about your specific product, how it works, know that it will work for them and knows there is nothing stopping them for using it, but haven’t bought it yet; or
The same as above but those on LinkedIn; or
The same as above but those also who listen to Nova 919 FM;
Etc. etc.

Day 2 Task:

List 3 headlines that cover the following topics:

Who has the problem? What is the problem?;
What result do they want in the future? What will happen if they don’t get that?; and
Is there a solution? What are all the solutions?.

Example:

“What if networking really wasn’t as good for getting leads and sales for Adelaide based entrepreneurs, founders and small business owners as you first thought?”
“Here is what every Adelaide based entrepreneur, founder and small business owner needs to know about getting leads and sales!”
“Here is the perfect solution if your an Adelaide based entrepreneur, founder and small business owner and want to get more leads and sales!”

Then create 3 pieces of free information in video, image, audio or written format, that cover those 3 headlines:

Who has the problem? What is the problem?;
- What the current solution is;
- What the desired results are in what timeframe;
- Why currently they will not get desired results;
- Why solving the problem is important;
What result do they want in the future? What will happen if they don’t get that?;
Is there a solution? What are all the solutions?;
- Your competition; and
- Your solution and type.

Day 3 Task:

Find which channels your ideal customers are congregating:

Geographically (online and offline);
As a cohort (>2 of them); and
That is cheap, quick and easily reachable.

*These may be accessed through a gatekeeper on a channel.

Example: LinkedIn, Entrepreneurs Organization Adelaide etc.

Pick one channel (or gatekeeper on a channel) and determine if you will use:

Paid;
Earned; and/or
Owned attention and awareness.

Depending on if you have:

Money; and/or
Lime/labour.

Example:

Paid ads on LinkedIn, Sponsorship of an Entrepreneurs Organization Adelaide event etc.;
Earned via 3rd party sharing yoru content;
Owned distribution via your email list.

If you chose paid or earned attention/awareness, determine how you will add value to that gatekeeper, so they like and trust you. Example: in the first instance this will likely be exchanging money for an ad on LinkedIn to free content you planned on Day 2 or exchanging money to display a banner at an Entrepreneurs Organization Adelaide event, and in the second instance this will likely be outreach to an Entrepreneurs Organization Adelaide event and offer free content to their audience.

If you chose owned attention/awareness, determine how you will add value to that prospect. Example: this will likely be distributing free content via your email list. If you chose paid or earned attention/awareness, determine what reciprocal favours you will ask in return from the channel or gatekeeper. Example: this will likely be by way of distributing your full sales script to your product, service or solution.

Day 4 Task:

Go to the channel (or gatekeeper on the channel) you chose on Day 3 and:

Get the prospects or gatekeepers attention/awareness so they know who you are;
Then add value to them by distributing headline/free information #1.

Example: if paid attention/awareness: buy ads targeting the multiple ideal customers types and segments you defined before and distribute your free content to them.Example: if earned attention/awareness: outreach to gatekeeper and add value to them. Example: if owned: distribute free content with as much targeting criteria as you can, such as hashtags.

Then write the sales script for your product, service or solution that cover the following topics and subtopics:

Why is your solution the best?;
- The benefits;
Does your solution work?;
- Results that happen when it is used (Testimonials);
How does your solution work?;
- How they can use your solution;
Will your solution work for them?;
- Results that happen when it is used (Case studies and Guarantees);
- In bullet form;
Do they see themselves as being someone who uses your solution?;
- Who can use your solution?;
- Why your solution is for them?;
Will your solution cost too much time or effort for them?;
- Logical reasons to use you solution;
- How much your solution cost you to create; and
Can they get it solved faster with less effort?;

And include some of the content you created previously as context and introduction:

Who has the problem? What is the problem?;
What result do they want in the future? What will happen if they don’t get that?; and
Is there a solution? What are all the solutions?.

Day 5 Task:

Go to the channel (or gatekeeper on the channel) you chose on Day 3 and get the prospects or gatekeepers attention/awareness so they know who you are, then add value to them by distributing headline/free information #2.

Day 6 Task:

Day 7 Task:

Go back to the channel (or gatekeeper on the channel) you added value to (by either free content or another way) and ask them for reciprocal favours by way of distributing your sales script you created on Day 5. Example: if paid: buy ads to your product, service or solution offer. If earned: ask to distribute your product, service or solution offer. If owned: ask to distribute your product, service or solution.

Repeat tasks for Days 4-6 for the next channel or gatekeeper you identified on Day 12.