Nick shares great advice on how to create the right demand for your product, services and processes

He explains why demand generation is about having something really attractive to offer and people coming towards you. When you achieve this selling and closing become easy because you are selling to someone who wants to buy from you instead of having to persuade them.

Demand generation is all about being effectively placed to share the benefits of your product, service or program and bringing people who want to buy towards you in a more natural way through a great experience and Nick explains how any business can achieve this.

 

KEY TAKEAWAYS

• People give away their time or product for free or under charge – this devalues what you have and when the perceived value is low there is no demand for it.
• However good you are you need to stand out in a crowded market place.
• The product, service or program are just the means there has to be an end result, a benefit.
• Your personal brand is crucial and you need to stand out. Having a strong personal brand means people will come to you.
• Promotional strategies are key – You need to have something different, that stands out and then focus on promoting it.
• Selling a package of products, services or programs that meets the client’s needs is much more effective.
• The sales process, 4 phases - serving, seeding, selling and closing
• Before you undertake any sales you have to be able to serve first.
• Seeding is about sharing the product and bringing people to you.
• Selling to someone who wants to buy is easy. Closing somebody who wants to buy is easy.
• The client experience is key, the more they feel they are part of a community the better the experience and the more likely they are to become a repeat customer.
• Making sure customers get a result is critical but shining a light on the successes creates the best marketing for you.

 

BEST MOMENTS

‘Personal brand is critical  if you want to create demand because it will create demand for access to you’

‘They are walking and talking examples of how great the product, service or program is’

‘No matter what you say all you are ever selling is a feeling’

 

VALUABLE RESOURCES

Empire Builders Podcast

 

ABOUT THE HOST

Nick James

Nick dropped out of university at the age of 21 and failed spectacularly with his first coaching business, which forced him to take a £16k/yr telesales job. 

Within 12 months he was the top performer and left to start his second business at 24. This time he discovered a winning formula and before long had a multi-six-figure company.

He then made a huge mistake which nearly put him out of business and cost him £50,000 in personal cash!

Fortunately, Nick kept it afloat, turned it around, and sold that business 2 years later in a seven-figure deal. 

He then co-founded a multi-million-pound marketing company, which he exited in 2015, and created Expert Empires.

Today, Expert Empires is known as the UK's number one business event for Experts, with world-renowned celebrity speakers like Gary Vaynerchuk, Grant Cardone, Chalene Johnson, David Goggins, and Lewis Howes gracing the stage.

Nick also specialises in helping Coaches, Consultants, Speakers, Trainers, and Authors take their businesses from zero to six figures and beyond through his Expert Empires Mastermind programme.