Eric Lofholm’s sales scripting for videos

Eric Lofholm is a sales coach extraordinaire who has changed the way I think about sales and marketing!

Having learned his “staged selling” system, I now apply it to my video marketing.  Staged selling is about taking a potential prospect through each stage of the process and making sure that your communication is appropriate for whatever stage you find yourself in the process with a specific client or prospect.

Think of it in terms of dating:  If you met someone at a party who you really liked, you would probably introduce yourself and strike up a conversation.  But you probably wouldn’t ask the person to marry you, right?

Yet people do the sales equivalent of that all the time at networking events — sometimes even at social events like parties!  Have you ever been at a party and asked someone what they do only to have them launch into a pitch about their MLM products?  Yuck!

Learning about staged selling has helped me to understand how to talk about what I do in my business and to know when is the appropriate time to say what.  Eric Lofholm’s teaching and coaching have also helped me to change my attitude about sales.  Like many people, I had the belief that sales was pushy and a bit sleezy and I didn’t really want to be “sales-y.”  I’ve changed my mindset with what I’ve learned from Eric.

Now I see sales as a way to serve others by offering them valuable information that could change their business and their life — if it is the right fit for them and if they are interested.  If it’s not right for someone, that’s fine — I just move on to the next opportunity to be of service by providing great information and leading people into action that is for their benefit.

When I create an information video to share on YouTube and on other social media sites, I’m not trying to sell my services in each and every video.  Instead videos are part of my content marketing strategy.

I am trying to build a relationship with potential prospects who watch my video content and I usually invite them to enter the relationship by liking and commenting on a video or by subscribing to my YouTube channel or by downloading some free content offered at the end of a video or connecting with me on Facebook or Twitter.

To me, that’s the equivalent of asking someone to go out for coffee.  It’s a nice, easy way to begin getting to know someone — in this case, it lets my viewers begin to know me.

Once the relationship has evolved and the person has opted to join my email list, then I will send them an occasional sales offer, sometimes in the form of a video.

In the short video below, I’ve included some of my favorite quotes from Eric Lofholm’s book, The System:  The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales.

Eric Lofholm is offering a free Sales Mastery Webinar on July 26 from 9am to Noon Pacific time.  Click here to register.

(Note: This is an affiliate link.  This webinar is totally free.  However, if you register through my link, any future training or coaching you purchase from Eric Lofholm will result in my receiving a commission.)

6 Responses to “Eric Lofholm’s sales scripting for videos”

  1. The dating analogy is such a good one.

    • I agree, Carol. That’s one I’ve heard Eric Lofholm talk about many times — as well as the restaurant analogy. He says if you go eat at Olive Garden, when the waiter first comes over they don’t tell you about the desserts! There is a proper sequence at the restaurant, just like is with dating and with sales.

  2. Thanks for sharing. I have had to learn how to embrace sales as well in what I do. That is a tricky process. Eric Lofholm’s information sounds like it is very helpful.

  3. Yikes! I am totally guilty of this, but with my blog.. I will often tell people to “come and like my blog” instead of introducing them to it, and showing them what it is all about (to get them hooked!) and then having them like it on their own.

    • Courtney, thanks for your comment. Probably most entrepreneurs can improve on our sales & marketing conversations. But I also think there is a big difference between asking people to do something for free compared to asking them to invest time and/or money.