Scrappy Selling: 4 Steps to Get a Customer Fast
Hello and welcome to the Courage and Clarity Podcast! Steph Crowder here, and this week's episode is a little different. Last week, I hosted a brand-new training, called Scrappy Selling: 4 Steps to Get Customers Fast. So this episode is essentially the audio straight from the workshop.
This is a brand-new training, so this content has not been heard anywhere else, not even in my signature program Crickets to Customers (although it will be available in there now!)
You might be wondering why I'm talking about selling during the current, uncertain and unprecedented, time. I am referring, of course, to the global pandemic COVID-19 which has caused our lives to be turned upside down in at least one way.
So you may be thinking, should I really be trying to sell something right now? Are people even buying anything? Will I seem like a jerk if I try to pitch people?
The short answer is -- yes, you absolutely should be selling right now, even more than ever. And this episode will give you a repeatable framework for how to get scrappy to get your next customers.
Here's a sneak peek of what's inside:
The Scrappy Selling Benefit Balance [02:32]
Introducing Scrappy Selling [08:53]
The Low Hanging Fruit Idea [25:03]
Dipping Your Toes Method [42:27]
Co-Creation Conversations [53:23]
The Scrappy Selling Benefit Balance
Let's get back to the "elephant in the room" question you probably still have: should I really be selling stuff right now?
You are actually part of a win-win-win that happens between you, your customers, and our collective society as a whole. When you make money, obviously you have more money in your pocket which is great. But then you also invest that money in other small businesses and your community. You are not helping anyone if you don't get paid. And it actually lifts us all up when we continue on with business as usual, to the best of our ability.
From the customer's side, there are people out there right now who need what you offer now more than ever. A lot of us are stuck at home. People are looking for that creative outlet, for positivity, and for something to do other than scroll Facebook and watch the news. They are looking for new hobbies because they suddenly got 1-3 hours back in their day that they are not spending on commuting.
When they pay for your services and products, they are more likely to stick with them than if they were free, so you are providing them the accountability to actually finish something they've always wanted to do.
So not only is it a good idea that you continue selling, but it's imperative that you do. I would even say it's your societal obligation to get paid for something that helps others and helps you as well.
Introducing Scrappy Selling
What is scrappy selling?
It is the creation of a quick, no-frills offer utilizing the skills, audience, and connections you already have, in order to create a cash infusion into your business.
This is a lever you can pull anytime in your business.
It can help you get to the next level, and even out the peaks and valleys that are present in every business (no matter the size).
More importantly, knowing that you can always create a cash infusion will give you more financial and emotional security.
How do I know that scrappy selling (and the framework I'm about to teach you) works? In the summer of 2019, as I was just about ready to go on maternity leave for the birth of my son, I created $10,000 in revenue in a matter of days… all without any public promotion and only a private sales page.
This is the power of scrappy selling: it allows you to make money serving customers quickly.
"Not only is it a good idea to be selling, you guys, it's imperative that you continue to sell. I would say it's your societal obligation to get paid to do something that helps people and that helps you."
Benefits of scrappy selling
Getting scrappy allows you to combine your long term vision for products & services with the short-term need for cash & impact.
The scrappy selling method eliminates the need for pitches & finding the perfect words, because your customers are going to sell themselves.
Getting scrappy allows you to be nimble, dynamic, & profitable -- all while kicking panic to the curb, even during trying times.
The Scrappy Selling Workflow
1. Pick a "low hanging fruit" idea
Your low hanging fruit is the most readily available opportunity for you to earn revenue with your current skillset, experience, and network -- right now! The trick here is to pick something that is quick for you to complete, easy, and fun.
If you only have two of the three categories, you're going to struggle. If it's fun and easy, but not quick, you're going to be very slow in serving your customers. If it's fun and quick, but not easy, you're going to have a hard time delivering. If it's quick and easy, but not fun, you will face lots of resistance to the idea.
I'm betting you already have some great ideas about what your low hanging fruit ideas could be -- take a few moments to write down the FIRST things that come to mind.
2. Dip your toes into the market
The goal of this stage is to kick up warm leads to the top, and get your first "mini yes." What does this look like?
The first yes you're looking for is not "yes, I want to work with you." It's more of a "yes, this concept, solution, or idea sounds interesting."
Go to the places where you have built trust (Facebook communities you're a part of, your existing audience, or even your personal Facebook page). Tell them that you're thinking of creating your offer, and ask whether they would be interested in it.
If someone replies and is interested in your offer, this is the time to take it to a private conversation, which is the next step.
3. Have a co-creation conversation
This is where you will engage in real conversation to understand the "no brainer" elements of your offer and co-create it with your potential interested customers.
"When you want to give up, try like 10 other things. If you aren't tired of talking about it, you aren't talking enough."
When I was creating my scrappy offer last summer, I had 10 instant message windows open at the same time, while I was working on my sales page. I listened to the elements of the offer that were important to my interested customers, and made sure I included them in the sales page copy. It's a co-creation process, with them supplying the elements that they want included, and you contributing the end result/objective that they want.
Take action on this right now -- what is the end result or key outcome of your service or product?
4. Seek feedback
At this point, you will get one of three outcomes. Someone might be completely sold on your offer as-is, and that's fantastic! Some who will pass on your offer, not because of anything about your offer, but because it's just not for them. But then there will be some who would be interested, but a little hesitant. You'll start to hear their objections (like money concerns), and that's the time that you should continue to seek their feedback. Use that feedback to tweak your offer and present it to them again, until they either sell themselves or decide they will pass.
Most importantly, don't give up. Remember, that if you aren't tired of talking about your offer, you are probably not talking about it enough. Always be asking, what else? Where else? Who else? How else?
And remember to not try to go at it alone. Have a support system for troubleshooting, guidance, feedback, and morale boosting.
Links & Resources
Want to get the slides to this workshop? Get them here!