How to Get Clients Without Being Salesy w/ Landon Porter | #068

Some people love flexing their sales muscle. Others — not so
much. If you’re a business owner who’s “never been good at
selling” or hyperventilates at the thought of pitching, that can
present a real challenge. Chances are, your products or services
don’t have legs and if they do, they won’t walk themselves
anywhere profitable. Luckily, there’s a way to market your offers
that does all the selling for you.


 


Landon Porter, the head gorilla at the Sales Gorilla, specializes
in teaching people how to get clients and customers without being
salesy. In this ‘awesomesauce’ episode, he unpacks what you need
to get your market showing up wallet-in-hand just by leveraging
your authentic personality.
Episode Discussions:

Why people fear asking for a sale

How sales got its bad reputation

Presell tactics that get people to show up, ready to buy

What’s self-awareness got to do with attracting ideal
clients?

Leveraging your personality traits to polarize your
marketplace

Identifying strengths and outsourcing weaknesses

What your audience really wants out of your content

When you should start building your audience

Putting your message in front of your marketplace

Using positive indifference to your benefit

Why some find it hard to polarize their market

The foundation of building an ideal audience

The ‘make you memorable’ method you’ve never heard of

How to identify important personality traits to align with
ideal clients

The real reason behind Facebook Live’s massive success

Steps Adam uses to maximize client results

Attracting and building trust with your market using content



 


3:21
The Lowdown on Landon

Colorado Native and certified chef


Spent 10 years in B2B Sales, 5 years in Real Estate


Ended up in sales and had a midlife crisis


Discovered self-awareness


Created parenting course with wife and bought Facebook Ads course


Built relationships and started helping people solve business
problems


Now coaches people on how to get clients without being salesy


 


5:57
We are in the relationship economy

Sales tactic of psychological persuasion manipulation:
Isn’t easy to learn Has been taken too far to one extreme by
people who aren't able to do it well.

Sales and selling have gotten a bad rep. Most people who are
naturally good at sales don't want to do it or are afraid to ask.


 


6:54
Give yourself permission to be yourself.

Be exactly who you are and own it. You'll naturally polarize all
the people who don't relate to you without having to try.


 


7:29


The sales block.


 


9:30


Positive indifference: The ability to not change how you are
based on what others think of you.


 


10:25
Leverage your personality in your business

Play to your strengths and outsource weaknesses.

Play up your natural traits and personality 10-20% to really
get the attention. Sales takeaway: Most people try to be
something they're not and it's hard to keep that up with clients.
Your authentic self isn’t hard to maintain around clients.



 


13:08
Identify your strengths and outsource weaknesses

Deciding what to outsource:

Tasks you procrastinate or find busy work to keep yourself
from doing

If you're not good at getting up in the morning and taking
care of that thing

What you have to force yourself to push through to get
finished



 
Leverage your personality traits to polarize your marketplace

Self-awareness is the foundation


Understand your real desires > know what you will and
won't tolerate > establish your values

Don't compromise

Naturally, you'll attract some and repel others.



 


15:59


The people who naturally gravitate toward you come pre-prepared
to buy. No need to sell them.


True polarization is leveraging really who you actually are.


"It doesn't matter what you're actually really like. There are
people that naturally want to connect with that."


17:36
Understand your personality to match with your perfect client


Define surface level irritations: Things that
disgruntle you. Pet peeves?

Opposites are your surface level wants, desires, and
interests.




Lower base want/need/desire: Something that
could offend you to the point of stopped conversation.


Core value: Something so offensive, you would
leave your home and go try and find them.



 


19:00
Why some find it difficult to polarize their market:

"You genuinely have to be OK with the fact that there are going
to be people that are vocally loud that you're wrong, and they
don't like you."


20:39


 "If you can find that audience that loves you and resonates
with you...it kind of makes it easier. It makes it all irrelevant
and you're like 'cool I'm not for you'."


22:55


When you stop trying to impress people, you're able to impact
people.


 


24:07
Get people to show up, ready to buy with know, like, and trust:

Expose yourself enough for people to know
whether or not they relate to you.

They need to see you up to 12 different times before they
feel like they know you.

If they feel like they know you and seem to relate, they
begin to like

Now you're building trust.



 


27:34
Attraction and exposure tips

Inform and entertain

Expose people to you

Pay to play

Leverage platforms for the way they're designed

Provide content that helps build know, like, and trust
factors and segments people who want it, can afford it, and trust
enough to buy.

Put your content in front of people



 


31:00
Attracting people with content:

People want to know how you finesse what you do to get the
result.

If your perfect client was sitting next to you at the bar,
what would you discuss with them?

What are the questions your market asks you?



 


32:33


You have to start somewhere. Create content today and start
dipping your toes into the water of pay-to-play media.


 


33:54
Building trust with content

Your personality is the differentiator and determining factor
provided you know your topic and the wants and needs of your
market.

Relatability builds trust.

Help them get the result they're looking for and they're
likely to come back.



 


37:14
Get your message in front of your marketplace.

“You can have the best message all day long. If you don't ever
put it out in front of people, guess what? No sales!"


38:57
The foundation of building your audience:


Stand out from the crowd: Build your own
personal language — that's easy metaphorically and analogy-wise
— to explain what it is you do

People pick up on nuanced, personalized characteristics.



“Know your topic, market, and be your weird a** self. That's the
key to it. And then step up on the soapbox and put your message
out there.”


 
Mentioned in this episode:

Getting Clients Without Being Salesy


Scott Wolford Facebook Group


 


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