The Best Way to Sell Your Digital Offer (Even If You Hate Selling)

0:00If you've been feeling stuck in your business and wondering if you're the reason it's not growing faster, I have something for you. I'm hosting a free, no-pitch, live class called Three Money Beliefs That Made Me Millions. And I'm sharing the exact mindset shifts that helped me go from million-dollar years to million-dollar months. This isn't fluff. It is a surprising strategy that changed everything for me, and I want to share it with you. Like I said, no pitch, no fluff, just you and me talking about how we shift our beliefs around money to make you millions. Save your seat now at jasminestar.com forward slash millions.

0:32I can't wait to see you there. success compounds over time. The more that you launch your community, the more that you launch your course, the more that you're pushing those PDFs or those video tutorials, the more that you're pushing your online store, please understand that the success, the lessons that you're learning, they compound over time. Welcome back to the Jasmine Starr Show, where today we are going to be focusing on, amongst other things, sales. That is the overarching kind of a soup du jour today, meal du jour today. Why, when I get nervous, do I start pretending like I speak French?

1:08Je m 'appelle Jasmine. Welcome to the show. We're going to be talking about how behind the scenes look. I do my seven figure launches. Now I started realizing I was getting a lot of questions specifically around sales. And so what I decided to do was go to Instagram and I asked people for their questions. So we're going to be doing a Q &A and you're going to be seeing a lot of these questions come up. So shout out to the people who left their questions and empowered me to ask them. So when I'm talking about sales, you're going to hear me use a specific word and we call it a launch. This is a specific sales strategy.

1:44Now a launch isn't something magical. This is just the terminology. So when you hear me saying this, you can think to yourself, it is a specific promotional period. We're doing something with a defined outcome in a given amount of time. That is what referring to as a launch. So I'm going to be focusing the sales questions around launch specific mechanisms that we use within the business. Now, I did get a couple of people asking you like, Jasmine, when you say mechanism, what are you actually referring to? A mechanism is a way that you will sell something in a given amount of time. I'm going to get to that in a second.

2:19But if you want more information on how I launch my digital offers, how you can launch a digital offer. I'm teaching a live class and this is your invite. The secret to making lots of money with digital offers. You can save your seat at jasminestar.com forward slash digital offer. I'm so excited for this class. We're going to be breaking down exactly what I do to have my seven figure launches and how I started with a very simple PDF. Oh, we're going to get to that in a second. So we're going to be focusing on our sales specific Q &A. So let's dive right in. And for those of you who generously ask these questions, I appreciate you.

2:55So we're going to start off with a shout out to Christine Bortzen. What is the best way to sell? Is it still through a webinar or something else? So let's get on the same page. Remember how I just mentioned the word mechanism? Well, this is how you are going to sell a digital offer. Now there is not a right way. There's not a wrong way. There's not the best way. There's just a myriad of ways. So I have tried a variety of launches, a variety of launching by way of a sales mechanism. I've taught a live class, which is what she just referred to as a webinar. I have done recorded classes. So these are evergreen classes.

3:31I've done a bootcamp. I have done an email challenge. I have done an in-application challenge. I have done sales calls. I have done paid ads into a funnel behind the scenes that's going just to cold traffic. So we have tried a lot of different ways to launch and offer a product in order for us to see which gets more sales. Now, I could never find myself saying, yes, a webinar is the best way to launch. A sales call is the best way to launch. It really depends, and it depends on a couple things. And this is what I like to call a theory versus a test. So oftentimes, business owners will find an idea or a theory that business should look this way, that our offer is gonna be sold this way in the best way possible.

4:21That's a theory. But your theory gets stronger when you have more tests. So I am a firm believer in, if you are wondering, oh, does a webinar convert best for my digital offer? Well, let's test that. And then let's test it again. And then let's test it again. Because your theory is only proven by a series of tests. Or maybe you should try a webinar a few times and then you're like, you know what? Maybe I should do a challenge. Should I do a free challenge? Let's test it. Should I do a paid challenge? Let's test it. So what happens is that we often beat ourselves up as entrepreneurs if we're having a series of tests and they're not going as well as we had hoped.

4:56Well, you're gonna have to do a lot of tests. I believe that business owners grow the most when they have a ton of tests that further confirm their theory, which is why at this point in time, I am hosting a live class because I believe, again, here is another test that I am testing that I can best communicate valuable information to a group of really smart people and then see if they wanna go deeper and work with me with that. So test, test, test, then come up to your theory. Question from Donna Delia. How do you stay motivated if sales aren't rolling in? Well, I'm gonna come out and say, and I have to give a shout out because Donna, you and I have communicated multiple times on DM and I'm gonna say something and I have sharp edges, but it's only meant with love.

5:42If you're dependent on motivation, then you are lost before you started. If you want sales and you want to be motivated to get those sales, you're going to have a very hard time because motivation is the hardest thing to come by. And motivation is fleeting. Motivation comes to you, kisses you on the cheek, and then leaves for four months. And then you're sticking around like, why am I not motivated? Why in the middle of a promotion or in the middle of a launch or in the middle of a sale, when things aren't happening, I feel really down? Because your mindset is so much more important than motivation.

6:20You have to go into a sales period. You have to go into a launch understanding that things will not go as you expected. How then will you show up? How then will you choose that this is going to be the way that I am going to show up? There were times, so many times, where I've had a promotion or I've had a launch, and it didn't fare exactly as I had wanted. And in the middle of it, I want to quit. And in the middle of it, I look around and I'm like, oh my God, there's no way we're coming out of this. And in the middle of it, I had to make the decision to say, I'm not dependent on motivation. I'm not dependent on an emotion to make me feel a certain way.

6:52I am dependent on the mindset. I am dependent on saying that history has always brought us out. I am dependent on the fact that I can use what I have learned every step of the way to apply and say that this is not the moment that I quit. This is the moment that I decide to move forward. That, my friend, is not motivation. That is mindset. And if you are in the middle of a promotion right now, I'm going to encourage you to say that every promotion, every launch, every sales cycle, learn one new lesson. That's the goal. I don't go into a launch and make, I'm going to be motivated for this launch.

7:26No, no, no. I'm going to say, I'm going to have my mindset ready for this launch, and I'm going to learn one new thing. Now, every time I do a promotion, every time I do a launch, every time I'm in a sales cycle, I'm learning one new thing. And that is what makes me a stronger business owner. And that, Don Delia, is going to be the thing that's going to push you through. Okay, let's get into Lacey Lane. She asked, what one thing would you focus on during this time? Okay, in a launch and promotional period, what is the one thing that I am highly focused on? Well, it's contingent. Okay, so if, if the launch is correctly planned and executed, then I am focused on the one thing, personalized engagement.

8:08But that is a big contingency if. So many times people will get excited to have a sale, Black Friday, Mother's Day. Maybe they're really excited to have a summer promotion. Maybe they launched a new product line. Maybe they have a new application as part of their SaaS. Maybe they've dropped a new feature and they're really excited to push forward with this. except for the fact that they didn't actually plan to get into it. If you have your launch planned, I am talking about all the content, all the mechanisms, all the sales. If that is ready, great. Then my main thing, where I am at the most, is personalized engagement.

8:42I am in my DMs. I am in the sales box. Yes, we have a sales team. And yes, I can get support with social media. But what I am looking at and focusing on is how many people can I touch so I can see what are the trends and what are the patterns? When people are buying a digital offer or product, they want to know that they're not being sold to by a bot. They want to know that the person on the other side of that credit card transaction cares about them. When I am responding to DMs, I will send a photo of myself or I'll send a voice message just to say like, hey, I see you. I appreciate you. Your question is really important.

9:14I'm going to answer it right about now. So one thing that I am focused on in a promotional period, personalized engagement. That pays dividends. Let's hop into the next question. This is from Kent House Collective. How many posts per day and emails per week do you send out for your launch? Okay, here again, I'm going to start off by saying that there's not a right answer. I can tell you, remember in question number one, how I said, we test before we have a theory. We don't have a theory and then try to make it work. We test, we test, we test, we test. So if you, and this is contingent, here's another contingent answer.

9:49if, if you have cultivated your list, if you have created ongoing value with your followers and your newsletter list, if you have consistently posted and if you have earned their opt-in, if they had said, yes, we wanna hear from you throughout this promotion, then once all those things are checked, then I post on social one to two times a day on my accounts and I send anywhere from one to four emails per day depending on the cycle of the promotion that we're in. Now, some people hear that and they're like, oh my God, that is so much. Correct. But remember, I would never post this much on social or send these many emails if people hadn't raised their hand and said, yes, I wanna be a part of that promotion.

10:32And I am constantly posting on social and I'm constantly sending newsletters, sharing value, value, value. So that one or two times a year when I'm in a promotion, people have said, I wanna be a part of this and I wanna hear from you in this capacity. That is how I have seen a big shift in how people are saying yes to an offer that I'm making. Okay, let's dive into a couple of questions. Now, these were similar, and I'm gonna give these two people a shout out. By underscore Jessica C and Wildhearted Motherhood. Jessica asked how to get over the cringe of being more present on social media during your promotion.

11:06And Wildhearted Motherhood said, how long would you prime your audience first if your social is dead and you haven't been posting lately? Well, first and foremost, let's do a little like mindset juke here. I don't want to give an answer without addressing what I think the main thing is. And I want to remind you that we choose every emotion. We don't choose the facts. Fact is, you haven't been posting on social media. The emotion you're choosing is, I feel cringe. I feel behind. I haven't been doing much. That's your choice. The fact is you haven't been on social media. I would choose the emotion.

11:49I'm going to have a plan and I'm going to show up and I'm going to serve well. Can you see how the fact didn't change, but the emotions that we apply to it did? When we change our emotions, the way that we show up and the way that we engage and the way that we promote changes everything dramatically. So how long should you warm your audience up? Well, the longer you can do it before you make an ask, the better it's going to be responded to. So if you are going into a promotion and you're like, man, I have two weeks, I'm going to try warming people up, that probably isn't enough time to have your audience rebuild trust with you.

12:25Here's why. On average, anywhere about 2 % of your followers are going to see a post that you put out on social, on any given social platform. So let's just use Instagram for example. If you have a thousand followers and you put out a post, 20 people of the thousand people are going to see that post. And let's just say that you post every day for two weeks. Well, that's like 20 people see it times 14 days. Great. A few hundred people of the thousand followers have seen your warmup post, but the majority of them have not. And what are you going to do? You're going to start with the sales post. You're going to start with the asks.

13:09And people will say, oh, this person hasn't been on social, and all of a sudden they just come on to sell. When people feel like they're only using social media to sell, they immediately trust you less, and that conversion becomes harder. The more time that you can cultivate and warm up those people, the more better that conversion is going to be. And so people who are saying, okay, I feel cringe, I want to remind you that cringe is an emotion that you choose, and being powerful is an emotion that you choose. I will sometimes feel that posting on social feels heavy or I feel like I'm doing too much.

13:43And I simply flip the switch and I say, I'm going to choose a different emotion. And I'm going to say that there is somebody who needs the thing that I am posting today. And then there are some people who are going to look at it and say, she's trying too hard. She's posting too much. This is cringe. That's fine. They were never going to be an audience that I was going to serve. And so if we choose the emotion of, I'm going to serve somebody well, I'm going to do this so long to prepare and warm up the audience so that when I make an offer, they're well inclined to make a decision that is best for them.

14:10That, friends, is a place of power when you're going into a sales during promotional period. Okay, let's get into another question to Teacher Roseanne. Should I launch a course during the holidays? My classes are beginning on January 14th. Well, my answer kind of, sort of depends. Again, there's not a right or wrong. It depends on if the holidays will lend itself to making a stronger promotion. If you are launching a summer holiday program for teachers who are going on summer break, then yes, you should absolutely be launching during that summer holiday promotion. If you are offering a crafting class to help people make their Christmas gifts instead of buying Christmas gifts, then yes, you should be promoting your classes and offers during the holidays.

15:00But generally speaking, if you're trying to have people take a course and it's not beneficial to do it through the holidays, then I would generally recommend staying away from it because holidays are distractions, happy distractions, but they're very much distractions for potential customers. So the answer depends on does your offer coincide and make the holidays better? If not, you're going to have a harder time trying to get people's attention during that time. We're going to get into Abby Kappa. they asked, is this a good time to launch a new offer or do we need to stick to what people know?

15:36So without knowing everything that you sell, my general response is, the big picture for any person launching digital offers is to have a product suite. What is a product suite? Well, a product suite is a series of things that people can buy from you at different stages of their journey. These are ways for people to go deeper and deeper with you. And the more that they spend, aka the more that the offer becomes, the closer proximity they get to you as the person who's teaching or disseminating that information. So in a perfect world, your Ascension model matches your customer journey. So let's just say somebody's just barely getting to know you.

16:17You might have a small offer, what people kind of call like a pocket offer, anything from like$37 to$97. This is a low ticket item that somebody says, I think I'm kind of interested in what this person's selling. And then along that pathway, you can have something for$197 or$297,$497,$997, $297,$497, all the way up. Now that is what you call an ascension model. The more money that they're spending with you, the more that they're learning, the more information, the more value that they're giving with you. That's the ascension model. And this is also called a product suite, a product that is going to align with how they grow within their business.

16:52Now, I want you to focus on new offers that empower their journey, not distract from it. So the question is, do I make a new offer or do I stick with what I know? Well, you can make a new offer, but I want to make sure that the offer is going along that ascension model. That is not, I'm making an offer for a customer who wants to be a business coach, and then I'm also going to make a different offer for somebody who wants to have better skincare. But you can make a different offer along that ascension model as long as that person is growing along with you in that business. Okay, Dr. Bev underscore Haven asked, do you need a big following to launch a course successfully?

17:30And the answer is no, absolutely not. I have seen people with very small followings launch a course with wild success. I have seen people follow our launch formula for an event with wild success. I have seen people follow our launch formula and launch a community with wild success. How do you know that you are going to get success from the thing that you're offering? We're going to focus on three things. Number one, the demand of the desire. Number two, the ease of the transformation. And number three, the duration of the transformation. So let's break these down. The demand of the desire. Do you have a lot of people asking you for this thing that you want to teach or sell or do?

18:23If you are somebody who is teaching somebody else how to lose weight, the demand for desire after the holidays, well, that might be really high. Okay, that's a good indication. Maybe you're a fitness professional. Demand is gonna be very high. If you then move on to the ease of transformation, how easy does your course, does your community, does your PDF, does your video trainings, how easy does it make that person fulfill the demand for desire? So in this example, somebody wants to lose weight. Well, after the holidays, that demand for desire is very high. The ease of transformation. If you say, okay, I provide a tummy tuck.

19:03Ease of transformation, that's quick, right? Ease of transformation is I'm going to go through an operation and at the end of it, I'm going to get a result. Now, if what you're offering is a nine month transformation program where they have to work out five days a week, how easy is that transformation? You have to say, the course will be more successful when the demand is very high and the ease of transformation is very high. How easy it is directly correlates with the demand. Ease of transformation, oh, now we're going to need even more of a successful offer. And then the duration of the transformation.

19:34How long is it going to be for that person to get a result from the thing that it is you're selling? If you have high demand for that desire, if the ease of transformation is very high, it's easy to do. And if the duration of the transformation is very short, ooh, that offer is going to fly off the shelves. You don't need a big audience. So as you're putting together the transformation that you're providing in a community, in a PDF, in video trainings, in a webinar, in a course. Okay. Those three things are things you want to take into consideration. But having said all of those things, maybe you had an offer and you don't feel like the ease of transformation is easy or the duration.

20:16You're like, Jasmine, but in order for somebody to get a transformation, it's going to take three months, six months, nine months. Okay. No problem. I want you to remember one thing that success compounds over time. The more that you launch your community, the more that you launch your course, the more that you're pushing those PDFs or those video tutorials, the more that you're pushing your online store, please understand that the success, the lessons that you're learning, they compound over time. The one lesson that you learned from your first launch is more powerful in launch three, four, eight, 20.

20:48You're no longer repeating the same mistakes. You're smarter, you're sharper, you're wiser, your copy gets better, Your sales gets better. Your funnel gets better. That is what I mean by success compounds over time. I don't want you launching just one thing once and saying, okay, I'm gonna be done with it. It didn't turn out the way that I wanted. Oh no, honey. I don't want you to have an opinion about your launch until you've launched that thing at least 10 times. Yes, that is the game of digital offers is understanding that success compounds over time because of the lessons that you are learning.

21:14Can I get an amen? All right, Cindy Harvey Online. We're gonna end here with a little bit of a heart, soul, mind, gut check. She asks, how do you keep the faith to run through the finish line when it looks like it's not working? I'm gonna remind you and anybody else who's feeling it of my truth, that it ain't over until it's over. You might feel, I can't tell you how many times that I have been in a launch and it's simple math. You have a conversion rate and you have leads The more leads that you have you can run that through the conversion rate and get an estimate of how that promotion is going to end I have been in promotions where I look at our lead count and i'm like Oh, this is one third of the amount of leads That we had anticipated and if we convert at the rate we normally convert That we're going to miss our goal by two thirds you can sit there and feel like how can I push through I know how this thing is going to end and we're not going to hit our goals then I remind myself it's not over until it's over that I will either have this really incredible way to increase the amount of conversions that I'm going to do something during the sales cycle that's going to blow my mind that I'm going to learn a lesson along the way that's going to transform the way that I make this offer in the future that I make an offer or I add a bonus or I add something in there that is going to change the minds of those consumers so that I change my current lead list and I blow my dang mind with those results.

22:49But I have to believe that it's not over until it's over. So whatever you decide, you are correct. If you decide that the launch, I'm not going to hit my goals. You're right. If you decide, I am not going to quit until the finish line. I am not going to quit until that cart closes. I'm not going to quit until 5.01 p.m. when I said that these doors close at 5 p.m. I want you to make that decision, and then I want you to go because you are correct. I want you to leave no crumbs. No crumbs. I want you to add on Q &A sessions. I want you to add on sales calls if you've never done them. I want you to send DMs until your little fingers fall off.

23:27I want you to bring in an affiliate. Even if you think it's too late, ask an affiliate. You never know who's going to come along. I want you to do a joint webinar. I want you to do a joint training. I want you to make videos. I want you to make bonuses for other people on the contingency that they're going to make a bonus for you so that you show up. I want you to leave nothing. I had a coach. I played basketball in high school. I know people look at me. You play basketball? Yes, I played basketball. I might be short. I'm tiny, but I'm mighty. I played as a point guard. And my coach always said, leave it on the court.

23:51Leave the whole game of the court. He would not be pissed off at us if he said you left everything on the court. And if we didn't leave everything on the court, we were running lines all week at practice. He's like, you leave everything out there. Then you hold your head tie. Win or lose. Win or lose. Secondly, I want to document all the lessons that you're learning. And you do this by having a launch debrief. Remember how I said that success compounds because of the lessons that you learn? You have to document the lessons. After every single launch, the entire team goes to a doc and we say, okay, what really sucked?

24:23How do we get better? And what are we going to change? And all of us in our entirety of a group, we go through and we say, okay, this didn't work. This is what we're changing. This worked really well. We're going to do more of this. So after every single launch, we've said, now we have a roadmap of all the things that worked and then all the things that we need to fix for the next one. Success compounds over time. Lastly, I want you to remember as you are launching that gratitude makes everything enough. And it's hard. It's so hard to be grateful when in the middle of it, you feel worried, you feel scared, you feel stupid, you feel vulnerable, you feel susceptible, you feel like everybody's looking at you.

24:59And let me tell you time and time again, the only person who is looking at you in the middle of your launch is you looking at yourself in the mirror. Wake up every single day, even though it feels that you've got your teeth knocked in, even if it feels like you got punched in the stomach, I want you to say that it's not over until it's over. That I am going to not just finish this launch, even in the middle of it, when I feel like it's the worst thing happening, I'm going to do it again. And the next time that I do it, I'm going to take the lessons that I've learned and I'm going to have compounding success.