Grow Your Online Sales with Joel Erway's Sales Hacks

Jul 28, 2017

Wes Schaeffer

The Sales Podcast Marketing Automation Entrepreneur

The secrets to selling with webinars

Stream below or right click here to download the episode.

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Sales Tips you'll learn in The Sales Podcast...

Buffalo, NY
Keeps things simple
January 2017 at 12:30 AM, he couldn't stop thinking about his business, and he simplified everything
Archived his old website and kept the same offer
Reduced his lead cost by 10x
He's all in on Facebook now
Created 17 Twitter accounts...but doesn't use them
Recommendations
- Great Leads: The Six Easiest Ways to Start Any Sales Message by AWAI
Was building webinar funnels, but they were expensive
Why not just make the offer right up front and let people decide?
- Made a long-form Facebook Newsfeed ad (a few hundred words)
- Builds a bond without a bunch of email follow-ups that aren't read
- Tells his story
- Provides social proof
- Says he's looking for clients
- Now the website doesn't matter
- Had a phone sales team that was doing pre-qualification, but since his funnel was so wide, they got a lot of people who didn't qualify for his $25,000 minimum spend
Had to cut his ad spend because he had too many leads
Now he qualifies everyone via email and Pipedrive
Sends one personalized email with additional questions
Tells them up front what his prices start at, along with the guarantee
Everyone who says "yes" ends up becoming a client
You need to make 5x on your ads for your service business, or you're doing it wrong
Engineering background...because that's what his father did
About 8 years ago, he had a design job after 8 months and was pulling his hair out doing CAD work
Sales reps would come in and discuss the work they needed, and one of them was hiring he was brought on to grow the Buffalo territory (with no sales experience) at 22 on 100% commission
Started out slow...making a lot of cold calls
After three years, they just weren't progressing
Saw a huge opportunity in the sales presentations
- Reps flew around the country to give a presentation, and they weren't that effective
- This limited their growth
He was reading as he was flying around the country and found some similarities in the books and the gaps in his own methods
He started delivering his own presentations
Went from $500k to $2 million in annual sales
Hired a coach (Russell Brunson) and went out on his own
Learned "The Perfect Webinar"
Had a few failures, then found the opportunity when he was running out of cash and asked Russell if he could do phone sales for him...but he was turned down, but he was referred to Jason, who had stagnant sales from his webinar business
They were doing a live webinar once per week and spending $1,000 per week
Joel revised it, and they went from $1,000 per week to $14,000 in sales
"The Hook" is the single most important thing
What not to do: Don't focus on the close so much
Sell them up front, so they know what is about to happen, and then give them the information
Introduction: Who am I?
Content: What will you teach me?
The Close: The offer
Your audience has to be sold on what you're selling them before you ever offer it to them
In the info-marketing world, they present their offer up front and then remove any objections they may have
This must follow the correct flow
Often we are too close to our business
When you're showing them intangible things, it can be tougher
- It may take 5-6 internal edits to perfect it
Cold traffic needs a longer close in your presentation, but it's a delicate balance
"The textbook syndrome" is when you read the slides and give too much information
- You'll confuse vs. inspire your audience
- You teach too much or too little
Use more slides
Use more analogies

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Catch Up on Previous Episodes of The Sales Podcast

Links Mentioned In The Sales Podcast

Connect With Joel Erway on LinkedIn
Visit Joel Erway's home on the web
Visit Joel Erway's "Sold With Webinars" podcast

Sales Growth Tools Mentioned In The Sales Podcast

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