These are my personal book notes of "Sell Like Crazy" by the author Sabri Suby.
- Title: Sell Like Crazy
- Subtitle: How To Get As Many Clients, Customers and Sales As You Can Possibly Handle
- Author: Sabri Suby
- Author's website: selllikecrazy.co
- Type: non fiction
- Genre: marketing
- Rating: 8/10
- Recommended: Yes
Start and Grow Your Own Online Business:
Table of Contents
- Important! Read This First!
- Why This Information Is Vitally Important - Now More Than Ever
- Think Like A Billionaire
- How To Sell Like Crazy
- The $500,000 Learning Curve
- A Wiser Investment Than Savings, Stocks, Or Real Estate
- Phase 1: Understand And Identify Your Dream Buyer
- Phase 2: Create The Perfect Bait For Your Dream Buyer
- Phase 3: Capture Leads And Get Contact Details
- Phase 4: The Godfather Strategy
- Phase 5: Traffic
- Phase 6: The Magic Lantern Technique
- Phase 7: Sales Conversion
- Phase 8: Automate And Multiply
- One Last Thing...
From Think Like A Billionaire
A wildly successful business is a business where:
- Customers chase you, and not the other way around.
- Predictability and consistency generate new leads, clients, and revenue.
- You speak only to highly-qualified prospects you can actually help.
- You have an automated lead-generation system that delivers new customers on demand with minimal human effort.
- You focus only on the Highly Leveraged Activities that produce revenue.
The money in business isn’t in your product or service, it’s in the selling of your product or service.
The market doesn’t pay you to have the best products or service. It rewards you for solving problems.
The bigger the problem you solve, the more you will be compensated.
Your focus should be on intimately understanding your market and your prospects’ deepest desires, pains, fears, hopes, and dreams.
You need to know them better than any of your competitors, and then craft marketing messages that effectively communicate how you can solve these problems.
This exercise is the single most valuable activity you can do in your business.
- Writing sales copy
- Coming up with offers & promotions
- Creating sales funnels
- Shooting videos
- Doing webinars
- Scheming & plotting
Personal comment: As you can see, Sabri ticks all the boxes of the "conversion"-part of my published Income Producing Activities.
When you become a master of the craft (when it comes to the above mentioned revenue-producing activities), you can simply "buy" the traffic / getting attention part.
Because most small business owners and new solopreneurs can't or don't want to afford the traffic costs involved, I highly recommend you apply traffic generating activities, too.
From How To Sell Like Crazy
As the owner, your number one responsibility is to sell.
If you have a marketing and sales machine that predictably brings in hordes of new customers every day like clockwork, owning a business can be phenomenal.
You must understand that all the latest shiny marketing tactics, hacks and tools being peddled will not solve the number one problem business owners face:
"How do I get more customers - and therefore more revenue?"
Without marketing you will not have sales and without sales, you will not have cash flow and without cash flow your business will die from lack of cash, which is the oxygen to any business.
Your work ethic is the only thing you can control in life.
Put. In. The. Work. Every. Day. Do something you don’t want to do first thing every morning.
Challenge yourself to be uncomfortable and push past the mediocre, the laziness, and the fear.
Forge your work ethic and exercise it like a muscle. Strengthen it. Build it. Be relentless in your approach towards success.
No marketing hack, sales funnel, or software can make you successful if you’re not going to do the work.
The thing that is within your control is how hard you work. In anything you do, to work hard takes no special talent, luck, or exceptional resources.
You simply just have to be willing to put in the work and do it.
Fall in love with the work itself, not just the result. Learn to enjoy the excruciating pain, you must endure to be successful.
I’ve worked with thousands of leaders here in Australia and around the world to help them rapidly and exponentially grow their businesses, by helping them increase that traffic, leads, and sales in the most effective way possible.
Phase 1: Understand And Identify Your Dream Buyer
The reality is that competition online is at an all-time high. With the rising cost per click in Google Ads, or the competition with SEO and Facebook ads, the online marketplace is so fiercely competitive that you must have a solid strategy to convert traffic into actual leads, customers, and revenue.
The Larger Market Formula
One of the secrets to skyrocketing sales is by appealing to a larger market.
The Larger Market Formula breaks down the entire audience of buyers in any market into four key categories:
The problem is, your competitors are going hard after that top 3%. If you split up that 3% of easy customers between you and your competitors, you’re never going to make much money.
The real money is in the 37% of people who are saying, "I’m kinda thirsty - what should I drink?"
They are either gathering information (17%) or "problem aware" (20%).
The problem is that most people treat every lead like the 3% who are ready to buy now.
They have no systems in place to capture and nurture the other 97%.
How To Take Customers From "Just Looking" To "Shut Up And Take My Money"
To reach the 97% who aren’t ready to buy now (but could be very soon), you have to educate them.
When a prospect isn’t informed or knowledgeable on a subject, they’re in a state of uncertainty and people don’t buy in this state.
But the more they know, the more likely they are to buy.
The bonus here is, if you are the one educating them, you’re also making sure that when they hit the "buy now" stage, they’ll be likely to buy from you.
To do this, your message must be powerful, insightful, and education-based, and not simply a promotional piece about your company.
The key is to install a system that:
- Gets prospects to act
Creating Your Dream Buyer Avatar
Nine Questions To Define Your Dream Buyer:
- Where does your dream buyer hang out and congregate?
- Where does your dream buyer get their information?
- What are their biggest frustrations and challenges?
- What are their hopes, dreams, and desires?
- What are their biggest fears?
- What is their preferred form of communication?
- What phrases, exact language, and vernacular do they use?
- What does a day in your dream buyer’s life look like?
- What makes them happy?
Phase 2: Create The Perfect Bait For Your Dream Buyer
The valuable information you’re offering here is called a High-Value Content Offer (HVCO), and it draws leads to you like moths to a flame.
HVCOs come in multiple forms - free reports, ebooks, videos, cheat sheets - but the goal is always the same: to offer your prospects incredible value, typically in the form of the solution to a problem they’re struggling with, without asking them to purchase anything in return.
In return for all the value you’re providing, all you ask for is their name and email address.
Personal comment: Want to drive unlimited traffic and generate endless leads, for FREE? This Free Online Business Blueprint (PDF) reveals it all! 😉
Seriously, it's awesome. I included "The Black Files" in my latest update... These come with a Free Day Planner, SEO checklist, Client Avatar Cheat Sheet, Income Producing Tasks, USP Checklist and much more... Go check it out. It's free.
Built on the simple premise of "giving before asking", value-based marketing is about offering value to your customers without asking for a sale in return.
In my business, we use this in everything we do to create goodwill in the marketplace.
Because when you deliver massive value to your prospects, you score a double whammy: First, your prospects thank you for the materials. Second, you position yourself as the trusted expert.
So while everyone else is just screaming, "Buy, buy, buy!" you’re building goodwill by showing people you could help them... by actually helping them!
What’s more, with this kind of marketing you’re speaking to people who aren’t yet ready to buy but who are curious about what you sell. Remember - that’s a whopping 97% of prospects!
Identify your Dream Buyer’s single most pervasive and persistent hair-on-fire problem - and then offer them the single most valuable and immediate solution.
Phase 4: The Godfather Strategy
I want you to come up with the most powerful offer you can put down in writing.
It should be no more than a few lines. When you’re doing this, it’s really important to remember that no one is going to see this piece of paper except for you at the beginning.
This really gives you an opportunity to go over the top and go all out. We want that.
Make it outrageous.
Irresistible offers are detailed and specific.
If the offer and the guarantee don’t keep the founder up at night, then they’re not strong enough.
A compelling offer is infinitely more powerful than a convincing argument.
The idea of a compelling offer is to remove all friction for a prospect to buy from you. You want to reverse that risk and burden and make it an absolute no-brainer for your prospects to take you up on your offer.
In the words of the late, great Claude Hopkins:
“Make your offer so great that only a lunatic would refuse to buy.”
How To Get As Many Clients, Customers & Sales As You Can Possibly Handle
Start and Grow Your Own Online Business:
Sabri Suby on "The Irresistible Offer" - must watch!
I hope you enjoyed the book notes!
Again, I only covered small parts of the book, so if you like what you just read, consider supporting the author and buy the book. Thanks.
Your Online Business Dude
Hi – I’m Tim, the founder of Online Business Dude. I run a couple of websites, but here I openly share what works when it comes to starting and growing online businesses. I specialize in content marketing, SEO and PPC, always value first and performance-focused. Let’s get in touch & stay awesome!