When people think of advertising they think of companies like Apple and Coca-Cola. If you asked what their favorite ads were, they might think of colorful dancing silhouettes with iPods. Maybe they'd have memories of big white Polar bears drinking Coke at Christmas. Since so many people remember these ads, you might think they were good. But were they really?
If David Ogilvy, “The Father of Advertising,” were still alive – he might tell you those ads were terrible. Why? Because he said advertising was not an art form. Ads are a medium of information. He famously said, “When I write an advertisement I don't want you to tell me that you find it creative. I want you to find it so interesting that you buy.”
The Apple and Coke ads people remember were very creative, but I'm not sure if they led many people to buy. Imitating those kinds of ads is the reason so many people fail at advertising. They're trying to be creative instead of focusing on getting people to buy.
Today we'll talk about how you can make more sales using two simple questions with The B.A.L.A. Method.
If you've studied marketing you may have heard of the “Big Ask, Little Ask” method.
The idea is simple. If we only ask prospects for one thing, chances are slim they'll take action. By asking them to take action twice, we increase our chances of getting them to accept one of our offers.
Hate begging for sales?
One of the biggest problems business owners have is sales. They're afraid to ask people to buy because they don't want to come off like a sleazy used car salesmen.
There's a stigma around asking for a sale. We feel like we're begging people to buy all the time. This lack of confidence drives business' into the ground.
The good news is it doesn't have to be this way when you use The B.A.L.A. Method. Instead of always having to ask people to buy, we have another option. Let's take a closer look at how some of our clients are successfully using The B.A.L.A. Method to make more sales.
How do you use The B.A.L.A. Method?
Big Ask in eMail: Need my help? Book a call with me today.
Most of our clients book calls to make sales for their business. The problem is booking a sales calls can be a big step for someone. Especially if they're not sure you can help them. It's not just the trust factor either. There's also the time commitment and the fear of “being sold.” That's why booking a call is a Big Ask that can easily be ignored. So, how do we keep prospects moving forward in our pipeline Let's take a look at the Little Ask.
Little ask in eMail: Listen to my podcast. This is non-threatening and easy for someone to say, “yes” to. They can listen to a podcast whenever they want without worrying about “being sold.” If we've properly planned, our podcast episode will educate and entertain our listeners. In addition we always make sure to include several calls to action in each episode using The “Big Ask, Little Ask” method.
Big Ask in podcast: The Big Ask in the podcast would be to book a call. This can be included as a commercial during the podcast episode.
Little Ask in podcast: Download a short report that helps them solve a specific problem. This can be casually mentioned in the episode content.
Big Ask in report: Inside the report the Big Ask is to book a call.
Little Ask in report: A Little Ask could simply be, “connect with me on social media.”
The key to getting consistent sales is to keep asking people to take action. Using The B.A.L.A. Method continues forward momentum with our prospects. The first time we ask them to book a call they may not be ready. After taking action on a couple of our Little Asks, the chances of them booking a call increases exponentially.
When you use The B.A.L.A. Method properly, you won't need any “hard closing techniques” and your sales will be much easier. Your prospects will show up to calls well informed and ready to buy. That was a lot of information, why don't we have a quick review:
A quick review:
- The B.A.L.A. method keeps prospects moving through your pipeline
- Big Ask = Appointment
- Little Ask = More Content
- Stacking B.A.L.A.'s in all your content ensures prospects are well informed before booking calls
Next Steps:
This article gave you some ideas on how you can use podcasting to make easier sales. To learn 3 more ways you can profit from podcasting, listen to this show https://thepodcastfactory.com/dwp-030/.
If you're ready to be a baller and install The B.A.L.A. method into your business, book a 30 minute call with me and I'll show you how it works.
