Jess is freezing in this episode of Smart Leaders Sell! She’s dressed like the Michelin Man and ready to record this episode of the show! This week’s topic? Sales Pages. After being invited to appear on Good Morning Britain only to be turned away by a legendary snowstorm (don’t worry, she’ll be back), Jess is kicked back with Chinese food on the way and ready to dive into the topic at hand.

She tells us about the death of her car, and in shopping for a new one: She was not impressed with a single sales page she visited. She decides to give us a really simplistic look at the 3 things a sales page must have in order to be effective.

Jess goes deep talking about headlines and product names, and how to make them as impactful as possible in order to catch their intended audience. Self-identifiers are also a key thing to pay attention to. Make sure the people who are on your sales page are able to say “That’s me, I need this” when looking at your page.

You can still sell if you suck at copy. Rather than worrying about putting the right words in the proper order, get creative with it. Think about how you’ll be delivering your content within the program, or how you are most comfortable communicating your message. If that’s video, do a video landing page instead. Jess shares quite a few ideas to turn aside bad copywriting skills.

Features are not the selling point. Jess relates back to the lists of features she saw within every car she looked at and explains that it didn’t make her want to purchase any more than she already did. If the car company had listed the benefits of owning the car instead, she would have been much more likely to click the buy button, especially if there was a bit of humor involved.

Quotes

“The only thing that can help me right now are sweet and sour chicken balls”

“Not one of the sales pages I looked at made me want to buy a car”

“It needs to stop them in their tracks, and it needs to ultimately show them the transformation they’re looking for”

“We want to feel like people are talking directly to us”

“Features tell, benefits sell”

Grab a copy of Smart Leaders Sell, the book:

UK

https://www.amazon.co.uk/dp/B079PDP9Q9/ref=sr_1_1?ie=UTF8&qid=1518168456&sr=8-1&keywords=smart%20leaders%20sell

U.S.

https://www.amazon.com/Smart-Leaders-Sell-Jessica-Lorimer-ebook/dp/B079PDP9Q9/ref=sr_1_9?ie=UTF8&qid=1518449557&sr=8-9&keywords=smart%20leaders%20sell#customerReviews

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Jessica welcomes the Queen of Boundaries, Emma Langton to Smart Leaders Sell! The two get deep into the topics of Boundaries, Sales and Mindset immediately after the intro. It gets informative fast, so have that glass of wine ready before you hit play.

Her Sales Question: How do we sell every single day?

Jess names the first part of the process as automation and breaks it down to it’s simplest form. She explains that putting a link to your book, or your product, or service in the caption of your profile banner is still a form of passive sales.

Jess also describes the value in reacting to the demands and needs of the people who follow you. People show up, show interests, ask for the solutions and then get hacked off when nothing comes out of it. If you delay long enough, they go elsewhere and get their problems sorted. Jess explains how to go about fixing that.

Really clear calls to action are key, and carefully mapping out each step of your customer’s experience will help you fill it all in. Once you’ve done the market research, what then? They go into depth about processes, and bring it all the way back to where we started: boundaries.

Quotes

“It’s not about the boundary itself, it’s about how I feel as a person”

“I always call it the necessary evil”

“You don’t want to be friends with everyone”

“One comment does not a business make”

“Please world, go and tell us what you’re doing”

“If we’re not confident, they can’t be”

“The worst that can happen is someone says no”

Emma!

www.emmalangton.com

And for Jess!

Grab a copy of Smart Leaders Sell, the book:

UK

https://www.amazon.co.uk/dp/B079PDP9Q9/ref=sr_1_1?ie=UTF8&qid=1518168456&sr=8-1&keywords=smart%20leaders%20sell

U.S.

https://www.amazon.com/Smart-Leaders-Sell-Jessica-Lorimer-ebook/dp/B079PDP9Q9/ref=sr_1_9?ie=UTF8&qid=1518449557&sr=8-9&keywords=smart%20leaders%20sell#customerReviews

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Jess kicks off this episode with a few cheers for her book’s bestseller stats, along with news of it launching in paperback on Amazon this week! She also tells us a story about her very first skiing lesson, which was inspired by an impromptu trip she agreed to take with friends. Don’t worry, it ties into our main topic today, which is landing pages!

She describes the difference between a warm audience, and a cold audience, as well as why that matters in terms of landing pages. She compares them to a relationship and explains that warm audiences respond differently than cold audiences to certain things.

Jess shares her landing page conversions openly and then goes even further to give us exactly how she gets conversions well above industry standard. She takes the time to break down what she does differently between her cold and warm audiences and the thought process behind why they work so well for each.

She fires off a list of questions that people typically ask about landing page tactics, and their significance, and the one thing that remedies it all. Jess also dives really deep into the customer journey, and why everything needs to be congruent and clear.

Quotes

“Landing pages are not always the first place people find you”

“Your landing page is not there for you to make money”

“It’s not about copying competitor’s funnels, it’s not about copying their ads”

“We want it to be the kind of experience that establishes our brand for them”

“It’s not about picking the most popular option”

“Don’t talk about features, talk about benefits”

Grab a copy of Smart Leaders Sell, the book:

UK

https://www.amazon.co.uk/dp/B079PDP9Q9/ref=sr_1_1?ie=UTF8&qid=1518168456&sr=8-1&keywords=smart%20leaders%20sell

U.S.

https://www.amazon.com/Smart-Leaders-Sell-Jessica-Lorimer-ebook/dp/B079PDP9Q9/ref=sr_1_9?ie=UTF8&qid=1518449557&sr=8-9&keywords=smart%20leaders%20sell#customerReviews

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Jess kicks off this episode by gushing all over Kemberli’s name, and Kemberli explains the story behind it, and the cynicism she’s gotten from disbelievers. Jess also calls her the Queen of Money and asks her about her business. Kemberli is more than happy to explain what she does, which ultimately is help African American women build profitable and sustainable businesses.

The two get into a deep conversation about sales relationships, and the obstacles that diversity can bring to the table. Jess brings up how awkward she looks dropping rap verses in her car with her volume cranked to max, and compares it to being in a sales conversation with a client that isn’t ideal for you.

Kemberli’s Sales Question: How do I transition from working one to one, to a membership site, without losing the people on my list?

Jess starts by asking her why she’s switching from a one to one coaching model into a membership model. She also wants to know if this is more beneficial to Kemberli’s clients, and why. With that information in hand, Jessica then goes on to describe the simplest transition possible for Kemberli’s situation.

Jess explains that she’s not kicking anyone out of her circle by changing her business model, and gives her a few tips on how to clarify that for people in order to keep them close. She also points out some of the perks and value to both her and her audience by taking on the membership model as opposed tot he one on one.

Quotes

“We also aren’t taught, as women, to manage our money”

“There are some people that don’t want to buy from me because, in all honesty, I’m just not the person that they can relate to”

“If you want to sell to your ideal clients, you have to be what they expect you to be”

https://www.facebook.com/groups/TheMADMoneySociety/

Grab a copy of Smart Leaders Sell, the book:

UK

U.S.

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

It’s finally time! Jess is recapping her live event!! She also officially announces her book being a number one best seller for a short period of time before being overtaken by Gary Vaynerchuck’s new book! Celebrations all around, but before we get to that: the juicy event recap.

One of the first talks at the event was How to get PR that pays. Jess talks about PR, and the critical role it played in her business success. She noticed some online trends that were occurring and used PR to solve that issue completely. Amanda, the speaker, talked about press hooks and using who you are as a person to get the kind of PR that brings you business. Jess shares a few of her own insights on it as well.

Going left when everyone else goes right was the second talk. This podcast is an example of Jess going left, and she talks about that. Helen’s presentation was all about being different, and not being too attached to the original idea, but about how you’re going to convey it in a way that makes a bigger impact. Ultimately, being unique brings in money, and she brought a lot of thoughtful ideas surrounding that to the audience.

The clarity queen, Jen Hall was up next, and she talked about the process, and how important it is to ensure you’re actively taking part in each piece along the way, in order to get the best results for not only you but your client as well. Jess reflected on her own sales process mistakes and cleared up some of the things she could have done differently in order to have greater success with old offers.

Dan Meredith, A.K.A The Beast of Business, shook the stage after that. Amidst a storm of hair and F-bombs, a talk about personal branding challenged and captivated the room at the same time. Jessica’s takeaway from Dan’s talk is that it’s possible to have the business you want to have and have it fit your lifestyle perfectly. Regardless of whether you’re introverted or extroverted, a content machine or otherwise.

Next to take the stage was Keirsten. She brought an interactive and value-packed session about how to map out your book. It was massively valuable, and Jess wishes she would have waited until this talk to publish hers!

Finally, It was our fearless host’s turn to take the stage. Jess talked about creating a profit path, and how the resources you currently have, whether that’s time or money, and how to use them to create more business. She also shares 3 massive tips on how to generate a revenue, and solve the biggest problems within your business. Jess wishes us well and sends us off to eagerly await the next episode.

Quotes

“Not entirely sure whether that says he is dominating the business world, or whether he is a hairy werewolf type individual”

“What is that main thing that makes you stand out?”

“Find a way that you disrupt your industry”

“You have to be you, and you have to find the formula that works for you”

“What resources do you have right now, and are you using them?”

If you want to help Jess take her title back from Gary Vee, feel free to pick up a copy of her book!

UK

https://www.amazon.co.uk/dp/B079PDP9Q9/ref=sr_1_1?ie=UTF8&qid=1518168456&sr=8-1&keywords=smart%20leaders%20sell

U.S.

https://www.amazon.com/Smart-Leaders-Sell-Jessica-Lorimer-ebook/dp/B079PDP9Q9/ref=sr_1_9?ie=UTF8&qid=1518449557&sr=8-9&keywords=smart%20leaders%20sell#customerReviews

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

On this episode of Smart Leaders Sell, Jessica welcomes techie extraordinaire Alessia Pandolfi to the show! She’s the structural mind behind a lot of the big things we see online right now. From sales funnels to tele-summits, Email marketing to webinars: it all requires a certain degree of technical know-how, and someone who can design and construct it the way you need it, and have it work: That is Alessia’s mission.

Her Sales Question: What are the most important elements when someone goes through a rebranding?

Jess brings up the first important thing to consider: what do you enjoy with your business, and what don’t you enjoy? Chances are if you’re enjoying something, and it gets results, you’ll want to keep offering it to your clients.

She also tells of the transition period between serving the old clients and getting the new ones, and how it can be a bit of a scary time. She talks about ways to tell if you’re hitting it off with your target customer, and reasons why you might not be.

Finally, Jess shares a bunch of different ways to ensure that your rebrand will get the attention that it deserves. She talks about things like podcast appearances, guest blogging and video collaborations, and how they can drum up a ton of opportunities to tell people about your new business direction: then it comes down to your sales process.

Also:

Jess’ book hit #1!!!!!!!!!!!!!! She doesn’t know I”m writing this, and I’ll most likely hear about this, but I couldn’t wait to share the good news with you! After all of the effort, tech nightmares, and sending the unedited version off to the printer: She hit #1 best seller!

Check out some of the amazing reviews and pick up a copy!

UK

https://www.amazon.co.uk/dp/B079PDP9Q9/ref=sr_1_1?ie=UTF8&qid=1518168456&sr=8-1&keywords=smart%20leaders%20sell

U.S.

https://www.amazon.com/Smart-Leaders-Sell-Jessica-Lorimer-ebook/dp/B079PDP9Q9/ref=sr_1_9?ie=UTF8&qid=1518449557&sr=8-9&keywords=smart%20leaders%20sell#customerReviews

Quotes

“It’s just a good idea to test, and to have a plan B”

“The things that you’ve learned will change, and that will affect what you want to sell to other people”

“If we don’t speak the same language as our ideal clients, they’re not going to buy from us”

Links
https://www.facebook.com/AlessiaPandolfiOBS/

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Jess starts off with an apology this on episode. She wanted to give you a massive update on her live event, but her producer shouldn’t have to work weekends, and because he feels that way: Jess is deeply apologetic. So today, we’re talking about how to be the best customer or client.

Jess feels that in order to be a great salesperson, you must first be a great customer. She explains that being a client allows us to gain a look behind the curtain, and grow empathy for the people who sell and run these programs, products and services, which then allows us to extend the same effort and care to our own clients. She also describes what kind of thought goes into buying, and why it’s essential to your business to understand why you buy.

She goes into something called reflection, and the difference scenarios in which we do it. She also dives into rapport, how it impacts the buying relationship, as well as many other aspects of our lives and businesses. She also mentions a few different ways to properly set expectations between yourself and your client.

Jess shares that we have to examine our mentality, and our own behavior in order to find out how that is projecting itself into our sales, our relationships and ultimately: our success. She shares a story about her manager, and the tough things he said that helped her to see things from the outside looking in. She shares a few more tips on how deal with and avoid troublesome clients or service providers moving forward.

Jessica’s book is out!!! Get it here:

U.K.
https://l.facebook.com/l.php?u=https%3A%2F%2Fwww.amazon.co.uk%2Fdp%2FB079PDP9Q9%2Fref%3Dsr_1_1%3Fie%3DUTF8%26qid%3D1518168456%26sr%3D8-1%26keywords%3Dsmart%2520leaders%2520sell&h=ATN4xVD3bFfp8FW_XzRFq4teGuSwDSP2biDrkf4LPSGyggM64sNBQfQIFZ8MNcXaEEi8FHEoOqXxyMKwq3fRyiZYZ3q-HIiDWCVJauMiiTymqYxYjjyCXcKpfs5G_vQV2x7Yw5ifB2Jy75NuURJ-akJdvF2f

U.S.
https://www.amazon.com/Smart-Leaders-Sell-Jessica-Lorimer-ebook/dp/B079PDP9Q9/ref=sr_1_1?s=digital-text&ie=UTF8&qid=1518787592&sr=1-1&keywords=smart+leaders+sell

Quotes

“In order to be a really good salesperson, you also have to learn to be a really good customer”

“We’re designed to help other people figure out their emotions”

“Being a great client will give you more empathy”

“How can I be the best customer to you?”

“Set the expectation before people buy”

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Jess welcomes Amy Jackson onto Smart Leaders Sell! Amy and Jess go way back, 8 months back: Almost an anniversary. Amy teaches bloggers and entrepreneurs how to take good photos and make stunning visuals from their phones. She knows that people won’t lug around a massive camera all day long, and so she wants to find a cure for bad photography by teaching people how to use their phone cameras properly.

Amy’s Sales Question: How do you start selling when you’ve established a community that expects free?

Jess describes how natural it is to want to give away everything for free online, and also how important it is to give away really good content at no charge. She also gets into why it’s so important to make offers on top of the free things. She talks about the positive impact that both can simultaneously have on your business if it’s done tastefully.

She paints a vivid picture of the vicious cycle we find ourselves in when we make an offer, and no one responds and so we keep going the free route. She also shares how to solve said issue when you do experience it.

Setting expectations for the audience. She says that you can still offer a value-packed community without giving away overwhelming amounts of free information. She describes a few ways to do that, and how to make the sell a lot less awkward as a result.

Finally, Jess dives into selling, and the psychology behind why people buy, and how to sell to those people. She describes aspirational selling, emotional selling and fear of missing out selling, and each can be used to reach different people.

Quotes

“people are going to look at your photo before they read anything that you’ve got printed”

“it isn’t really a buyer’s fault if they’ve been trained into not purchasing”

“You can still give them that value without pimping yourself out daily”

Links

Join the waitlist for Jessica’s book launch!

http://jessicalorimer.com/book-waitlist

and for even more Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Jess starts this episode by listing examples of the various issues she caused with her upcoming book launch! These panic-inducing moments include (but are not limited to) sending a completely unedited version of the book, full of spelling mistakes, off to the printers! The issues have all been remedied, so if you’re interested in getting on the waiting list, you can do so here:

http://jessicalorimer.com/book-waitlist

Jess also has the Monetizing Event of the Year coming up at The Ritz in London, and has some nerves about that, as there are both live and virtual attendees, and this will be the first time she’s organized anything like this. Jess wanted to take a moment out of her madness to discuss the benefits of taking swift action, and what that does for a business: so here we are.

Jess talks about the ebb and flow on enthusiasm she experiences when she was writing her book, and how pushing through the first quarter when she had the inspiration and enthusiasm made a massive difference to the rest of the writing experience. Had she not taken that immediate action, the book may not have been written as well, or as quickly, because she could have been less enthused about it.

She also describes her aversion to risk, and her conservative nature when it comes to making decisions, and the ramifications that tend to have on her progress, as well as her tendency to not live in the moment. She also paints a picture of her somewhat terrifying thought process that would occur if her beloved chihuahua, Max, were to suddenly fall off the sofa and hurt himself. It’s relevant. Honest.

Jess brings up two opportunities that were presented to her, one on live radio, the other on Channel 5 News, that she had zero time to prepare for, and agreed to do anyway. She paints a vivid picture of her anxious mind, and how it processed each scenario, but also the massive benefits to saying yes to these things without getting caught up in the preparation.

She talks about how taking swift action counteracts all of the typical responses we have: things like procrastination, worry, panic, anxiety and even discouraging ourselves out of something completely. She also explains how taking swift, decisive action can benefit your launches, even if you have an evergreen product or service that’s always available to your market.

Quotes

“You can take sustained consistent action in an area that you’re really interested in”

“We’re always looking for what could go wrong”

“When we’re taking immediate action, we’re so caught up in the here and the now, that actually it can stop those nerves”

“Over thinking is the biggest killer to our action”

“Yes, but: just means no”

More Jess:
https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator