TAS 383 (Hotel Cast) The BIG Lessons and Takeaways Learned from TAS LIVE North Carolina and Action Steps

If you didn’t get the chance to attend the recent TAS LIVE event in North Carolina, today is your lucky day! You get a little sneak peek into the behind scenes conversations and takeaways from that event. You’ll hear from Scott, Chris, Angel, and Joel as they talk about KEY lessons and takeaways that could help ecommerce sellers like you make a change in your business today. You don’t want to miss a minute – make sure you have pen and paper handy for this episode of The Amazing Seller!

Don’t Overcomplicate it!

Do you feel bogged down by all the things you COULD be doing? Don’t let that slow you down. Focus on one step at a time. For example, take the time to go to social media sites like Facebook, YouTube, and Instagram to find influencers that align with your product. Sit down and make a list, then contact these social media influencers. It can be that easy! Don’t let excuses get in the way. On this episode of The Amazing Seller, you’ll hear Scott and the TAS crew break down how you can get started TODAY – don’t miss it!

Experience Matters

Don’t overlook the POWER of a good customer experience! Do you have good customer service experiences that come to mind? What about negative ones? The negative ones usually stick out more but that shouldn't stop business leaders like you from doing everything you can to ensure that your customer has a positive experience with your product. On this episode of The Amazing Seller, you’ll hear from Scott as he describes a recent Uber experience he had with the TAS crew as they were visiting North Carolina. The example that Scott shares goes to drive home the point that customer experience matters! To hear Scott share the story, make sure to catch this episode!

Understanding Your Audience

Have you ever received a piece of advertising in the mail that didn’t make any sense for you? Everyone at some point has been on the receiving end of poor marketing. Don’t make that mistake as an ecommerce seller! There are steps you can take that will help you identify and get into the mindset of your target audience. On this episode of The Amazing Seller, Scott and the TAS crew walk through what it looks like to understand and then effectively communicate to your niche audience. Make sure you listen to this episode to get all the tips and insights on this subject!

THE ONE QUESTION

You’ve heard the TAS motto from Scott at the end of every episode you listen to, TAKE ACTION. Scott's rallying cry is SO good and really effective! To complement those two helpful words, consider taking it one step further with this simple question that will help you move forward and take action effectively.

“What skill, ability, or resource do you have right now that will move your business forward?”

This simple question, when answered with intention and detail can make all the difference as you move forward toward building your ecommerce business. If you’d like to hear more from the TAS crew on how you can move forward TODAY, make sure you listen to this episode of The Amazing Seller!

OUTLINE OF THIS EPISODE OF THE AMAZING SELLER

  • [0:03] Scott’s introduction to this episode of the podcast!
  • [1:50] Chris gives a recap of the recent TAS event.
  • [5:00] Angel talks about her role with TAS and observations from the event.
  • [8:30] Taking the next step. What should you do next?
  • [12:00] Joel talks about his role with TAS.
  • [16:00] Scott and the crew talk about their recent Uber experience.
  • [19:00] Creating a valuable experience for customers.
  • [22:30] Joel talks about understanding and marketing to your audience.
  • [28:30] Angel shares some of her takeaways.
  • [32:30] The ONE QUESTION you need to ask yourself.

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TRANSCRIPT TAS 383

TAS 383: (Hotel Cast) The BIG Lessons and Takeaways Learned from TAS LIVE North Carolina and Action Steps

[INTRODUCTION]

[00:00:03] Scott: Well hey, hey, what’s up everyone? Welcome back to another episode of The Amazing Seller Podcast. This is episode 383 and today we are doing the podcast on a couch…

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…and ottoman, in a hotel room with my good friends and part of the TAS team, Joel, Angel and Chris Shaffer. What is happening guys?

[DISCUSSION]

[00:00:26] Chris: What's going on dude?

[00:00:28] Joel: Going well, how are you doing?

[00:00:29] Scott: It’s kind of weird here. We're doing a podcast in a hotel room?

[00:00:32] Chris: I get to see you and talk to you at the same time which is not normally a thing that we do because when we do these on skype, I don't get to look at your pretty face.

[00:00:39] Scott:  That's right, that's right.

[00:00:41] Joel: I feel confused. I almost put box around so I can pretend that I’m on Skype right now.

[00:00:47] Scott: All right, the reason why I wanted to do this, I wanted to really recap and also get some takeaways. Because I think as people come out of an event of any kind, it's always nice to see what they got out of it but then also what we got out of it as far as like takeaways because we're always trying to figure out where are people stuck, where are people maybe needing additional help and I think after I do these anyway and you ask yourself that question, it also helps us move forward and bring content that can actually help everyone moving forward. I just want to go around the table here and get your thoughts. So Chris, maybe you can start it off because you've got just such a nice crisp loud voice and it might take that energy and really push it along the channel.

[00:01:37] Chris: Now we’re setting expectations.

[00:01:39] Joel: We are. We did that very well. This is the standard now Chris.

[00:01:45] Chris: Don’t be quiet or this is no good. I think before we do that we should probably recap what the event is about for the people.

[00:01:49] Scott: That would probably be a good idea. Yeah, let's do that.

[00:01:52] Chris: So if you weren't one of the 15 people I got to hang out with this weekend, what we did was we took what you guys may or may not have seen us do in the list building workshop and you can find that, if you haven't been through that, go through that at theamazingseller.com/buildlist and you guys can find all of the similar materials what we taught this weekend. But what we did, was we took all of the stuff that we covered there, we chunked it down into some sections and then we actually worked with the people who were here this weekend to implement that giveaway, that traffic driving or that launch strategy.

So we took everything that we teach in that workshop and we broke it down really into those three sections. How do you create a compelling offer for your audience so that you can start to drive traffic to that email list and build that email list and then once you have all of those emails, what do you actually do with them afterwards? That was a goal of this weekend and in seeing that there were a couple different places that we got to see that some people were stuck and it turns out that most of those people ended up being stuck either in the traffic driving or with what do we do after. Those are really the two things that make or break that entire effort to begin with so that was a little bit of an interesting experience for us.

[00:03:04] Scott: Yeah, it really was and again, as you get to sit in a room with people, you get to actually see what their sticking points are and also sometimes their sticking point is really not even the thing that they have to do, it's actually deciding what to do first and where to go first and it was funny because we had our implementation session where we were actually… Now we're looking over their shoulder, everybody is working, which was great by the way.

I remember actually I was riding over here in the car with with Jimmy the shark and we were going over the event and stuff and the last event in Phoenix everyone was saying like it was an awesome event but they wish they could have did some implementation. We didn't have enough time in that day so we built some time in the day here for implementation and implementation I actually thought was going to be a little different honestly. It was going to be more like, “Okay, click here, build this thing, slide this here.” But it was more about just letting them work on what they needed to work on and having us go over and see where they're stuck and then moving them through.

So Angel, I want you to talk about that because actually you were going through and asking, at least myself, like what was our take away from my session when we did a breakout session and stuff and maybe even I think I got to actually give Angel a real introduction here because yeah… But Angel is a huge part of the TAS team as far as like behind the scenes, doing a lot of the mechanics, a lot of the building of our systems to allow our content to get really pushed out at the right time and just really an important part. So Angel, thank you, number one and number two, maybe you can tell a little bit about what you do do just so you can do a better job than I just did. And I know we only have 30 minutes.

[00:04:53] Joel: She does good stuff, I don't know what it is, so something good.  

[00:04:58] Angel: I build the architecture behind the autoresponder and so I work a lot in click funnels. I spend almost all my time in Actionetics and both the funnel building section and making sure that the entire process serves both the people in TAS and the people who are consuming the material.

[00:05:26] Scott: Right, yeah, yeah. So you're really the one behind the scenes that's making it all come together and I also just want people to understand this is what we're doing for TAS. It's also stuff we're doing with our brand that we're working on externally, so all these things that we're doing are actually things that we do in our Amazon businesses and things as well. But okay, I know you and Joel are really good about breaking things down and distilling it. So, what would you say like from the event that you've seen that either people were coming away with or that people were maybe even getting stuck on?

[00:06:04] Angel: The biggest sticking point I saw quite honestly, was making it too complicating getting overwhelmed. So, a lot of people were afraid to take the first step to even do. You give them the processes. What they were missing is, they were getting overwhelmed by all the processes that they have to do and really the best option is not to think, “Oh my God, I got to get Facebook up going, I got to get this going, I gotta get that going, I got to get my… I've got to have a website, I got to have everything.”

I would ask yourself, “What's next?” You give them a process, you know what the big step is, the big process is, you give them like four or five steps, sometimes only three, sometimes even one. What's next? Do that next step and then ask yourself what's next again and it becomes very, very easy.

[00:07:02] Scott: It's really interesting though because I know Chris always says that asking the question is really a huge tool for yourself because you have to answer that question.

[00:07:12] Angel: That’s right.

[00:07:13] Scott: And that's what you’re saying, like do the one thing and then ask yourself what's next and I found it interesting because I was walking around the room doing the implementation and I had just gotten out of a breakout session with a group and the guy that I was working with, we went through what he needed to do next and then when he was at the implementation, he wasn't really doing what we said to do next. Really it's no fault of his. It's just he wanted to do something he felt he could get done and I said to him, I go, “Even though you don't think you can get it all done now, you can do a part of it now.”

Because that's really the next thing that you need to do. It's not necessarily that you have to complete it. It just means you have to start that process because eventually that part has to get done. And that part was, I mean I'll just say that for an example, like we went through how to find influencers on YouTube. So spend an hour going through YouTube and finding people that your market or that could be serving your market and then you're going to create that list and then eventually on the next part of that, you're going to then contact those people.

[00:08:20] Angel: Reward yourself, like give them, have them give congratulations to yourself for taking those steps. I mean you did it. It’s great. You did it for the first time. How awesome is that?

[00:08:36] Chris: It's one of those things and Scott you and I have talked about this a lot in the past and people who have been longtime TAS listeners have probably been beat over the head. But there's a lot of things that you can do and one of the things that we stress, we had somebody ask us this weekend like, “Where do I start listening to the podcast? What things do I do first?” And the answer is you start at the beginning and it reminds me of the concept that you and I have talked about a lot which is just-in-time learning.

We threw a lot of information at people and the reason we did the breakout sessions in the implementation was to say, “Where are you right now?” Group yourself based on that and then let us teach you what you need to know right now to get that first step done wherever you are. And as entrepreneurs and we're guilty of this I think all four of us in this room are guilty of this as well. We go, “Look at all the cool stuff that we can do. I'm going to do this and this and this and this and this.” And then we go, “But I don't want to do that one because that one’s hard.”

[00:09:34] Scott: Because that one is fun.

[00:09:36] Chris: And that pulls back and we had the conversation again this weekend with some people and Joel I think you were having the conversation, where we said like, where there's resistance is where there's going to be the most growth. I think the conversation you had with somebody was, “What are you afraid of?” The next step that you need to take. He had like five or 10 products that he was…

[00:09:55] Joel: He had 25 SKU’s.

[00:09:56] Chris: All right. On a list and he hadn't reached out to any suppliers yet and Joel said, “Why not?” And he said, “Well what if they don't answer me?” It was the response, correct me if I'm telling the story wrong, but it's like what do you have to lose by taking that action. But it becomes more real when you take that action and that's that first fear point for a lot of people. The next fear point and I know you have it, I still have it, is once you've talked to that supplier you've gotten your samples and you go to place that order.

There's a lot of resistance there because your body is saying this could kill you. From a biological standpoint that makes sense, from a real life standpoint, it doesn't and you have to acknowledge that and be able to move past that but the things that we don't want to do tend to be the things that lead to that biggest growth point or that AHA moment or the next step in our business.

[00:10:50] Joel: I think you nailed it. It's not always that next step that's really the fear, it's that they group it like they're saying they're looking so far down the line. They're thinking, I have to pull the trigger on the investment on the product right now. It was like, I'm like no, no, you got a lot of steps. You're going to enter into a new area where you've never done this is, you’re going to send an email to a sourcing agent and you're going to get information back about a product. It’s completely risk-free. You can get that scale for free. You could send that and then you got the… I walked that guy through.

These are the next two steps are coming really everybody should get to at least the real trigger point, the actual decision point and that is first reach out, get used to communicating with that person and then ask for some samples. How easy is that? You are going to get a product, you're going to check it out, you're going to show to your friends and family, that's it. I mean if everybody just did that instead of waiting, “Oh my God, I don't know if I can pull the trigger when it comes time to buying the product or how many emails am I supposed to get?” If you just get that far, everybody can do that. You honestly can do that a couple days and a couple weeks even to get the product in and be checking it out. So, if you're stuck there, go do it. Go make it happen. As Scott always says, “Take Action.”

[00:12:02] Scott: That’s, right. Okay, cool. So and actually, you know what Joel? Why don’t you and you were on the podcast but why don't you just talk a little bit about what you are doing behind the scenes with TAS.

[00:12:12] Joel: Okay, I do a lot of connecting what we're building behind the scenes, the architecture that Angel is doing to actually into the audience and what's really assisting the business to grow to next level. A lot of the things I spend time on is really thinking about, how do we help more people, how do we get more people through this, how do we really help them move? Because one of the coolest thing that TAS has already done, is that consistently people are getting real results.

People who've never entered into this space, never knew what they were, that they could even do this are freeing like… They're free from their jobs, they're holding… I mean I talked to a number of people that said, “Man, a year ago, I never thought I'd be making money like this, I had no idea that I was capable of this. If you had told me that, I would told you or a liar.” And now they're doing it and we see that all the time and we want more of that. We want to see more people do that and that's a lot of my focus.

[00:12:58] Scott: Yeah, and I know and we talked privately with our own little discussions about, what is the mission? What is the mission for us? There's a lot of people in this community, a lot of so called gurus and stuff that are money grabbing really. I mean to put it bluntly, I mean like they're basically money-grabbing and I don't want to be associated with that. Are we leaving money on the table? Absolutely. And that's okay because like you said and we've all said, it's about the long term for us. I'm personally here for the long term. I love receiving those that you guys came to my house and you’ve seen my thank you wall in person. That's what lights me up. When I'm having a bad day, I'm going to go there and I just think it's important too.

I mean you guys are part of the TAS team and it's like when I get those thoughts you guys are there to remind me of the reason why. The reason why we're doing what we're doing. I mean this whole thing started because of a podcast that I wanted to start. Did it. Had no idea where it was going to lead and now look where we're going and now we just want to do more of that in a better way. So again, I just wanted to throw that out there to let people know but you guys can also take away from this little discussion about what we're saying is like, “What is it for you and what is it for your business?” Maybe right now you're in an open brand and you go well that doesn't really have a… I'm not really like helping people but you are because that widget that you're selling is probably something that… Even if it's like a hinge for a door. Someone needed that hinge.

[00:14:32] Chris: That’s a great analogy actually because that hinge is needed. They don’t necessarily need another shopkins thing or another stuffed animal. But, they might but you don’t know and that’s the thing behind your brain. And it doesn’t have to be a mission like you’re going to help people. So let’s go back to, I don’t know, what’s a good example?

[00:14:55 Joel: I have an example for this is I bought fingernail clippers off of Amazon and… It's a product like I need it but it's like not going to like do that exciting and I get there and there's a little like thank you note in the packaging and it says, “We love it that you’ve tried our thing… Change life. If you need any more…” they had a coupon on it and there had a little poem about like fingernail clippers. When I buy fingernail clippers in the future, who am I going to? Every time I’m going to go there because every other experience I've had with fingernail clippers was crap. And so they took a little extra time to take something that usually has no personnel and usually buy once and you never need to for years. But I mean, I'm like, “Okay, well they got a discount coupon, maybe I can get it for a family member.” And they really did such a great job of connecting that people element to it that even a product that normally wouldn't have it now has it and I will remember that brand.

[00:15:47] Scott: Well, I got another real life example here and this is really… Again works in anything. But okay, Uber drivers. So normally, you have an Uber driver, you punch him in your phone or her and you get an Uber ride and you say, “Okay.” They show up, the app takes care of it all, thank you, you might tip them.

[00:16:11] Chris: You have the three question conversation of, “How long have you been driving for Uber, are you from here originally and what are you doing after this?”

[00:16:20] Scott: Exactly. So, how would someone make that better or more enjoyable or exciting? Well, we actually found out. First hand it was… You guys didn't get to experience but we hopped in an Uber ride or from the coffee shop meet up on Friday night and our good friend Bill, ordered it for us. It was an Uber X, so it was the bigger ones. We could have more people and the first thing that happened, the first thing I've seen is it pulls up, it's got these blue lights running on the inside and I'm like this is going to be an interesting ride, immediately.

And it was kind of, I knew it was going to be cool. So we get into the car right in the back we see a pillow hanging on the back that says love with a little heart-shaped love and then I still thought this is going to be interesting. We all sit down, the guy turns around and he says, I forget what he said to Jimmy that was in the front seat?

[00:17:20] Chris:  Do you have $20.

[00:17:21] Scott: Yeah, “Do you have $20?” And then what was the first song?

[00:17:24] Chris: Thrift Shop.

[00:17:25] Scott: The Thrift Shop song.

[00:17:26] Chris: I got $20 in my pocket.

[00:17:27] Scott: Yeah, $20 in my pocket and the music starts pumping. The strobe light starts happening but lights are flashing and actually I'm not sure if I'm going to do this but I may. You're going to probably want to go to the show notes for this episode because I may embed that part of the video in the show notes. What was the episode again, 383, theamazingseller.com/383 if you want to catch us snippet of that Uber ride. You might want to go check out the show notes.

[00:17:52] Joel: A lot of songs are censored, so you gotta be careful that.

[00:17:55] Scott: I might blip them out but there's a couple of curse words there. We'll make this a family show. But it was an awesome experience and when we got out, we thanked him, we gave him a tip and then he gave us his business card. He owns a limousine company.

[00:18:08] Joel:  Yeah, you’ll remember that always.

[00:18:10] Scott: I'm already going to hire him for my son and me to go out on the town some night. It’s going to be fun. It was amazing but again you got to understand like no matter what you're doing you can create an experience and you also, it doesn’t have to be a mission statement or anything but it just has to be, how did you… You did change our life for a second, that we were never going to forget that. That memory is stuck in our mind and it was a good memory.

[00:18:34] Chris: To tie that back in, what we were talking about was like the mission of TAS that creates the experience for what we're recording in terms of content. What we're doing inside private label classroom. What we do for workshops. What we do for breakthrough live and that experience was the reason that we added in the implementation section and those kinds of things but it works in your own brands too and that's where the Uber example comes in or the fingernail clipper example comes in. You guys can do those things. It doesn't have to be derived from a mission statement but it all does come back to creating a unique and valuable experience and that's really what you want in long term.

[00:19:07] Joel: Well, adding the people element to it. Really thinking they're knowing there's another person on the other side of that and if you can do something to change how they get to interact or make it an improvement on it, it can come from cultural stuff saying, “Hey this is the culture of this business we're trying to achieve.” It doesn’t have to. It just says, “I care.” Because how rare is that nowadays? It's sad but it is rare that the businesses we interact with come and say I care about you.

That's really how simple it is and even if the product doesn't warrant the most excitement for you as the person selling it but on the other side then add something to it. Add that note. I mean most of the training for Amazon right now is telling you add a card and try to offer them a coupon and get that repeat sale but what if we did it by adding so much personality and care to, “Hey, this is your experience let us know if there’s anything we can do. This is what we've seen other people use it for.” All kinds of cool stuff we can do to go, “I actually care about you.”

[00:19:58] Chris: There's two good examples of that and the two people were both here this weekend, our friend Bill his follow up sequence through his emails. He spent so much time going through and testing and tweaking and just adding personality and humor into his product which is not a funny product. It's not like a gag. It's not something that would generally have that associated with it so you're creating that experience. The other person who I want to give a shout out to is Danielle Fitz who I know in some of her follow-up emails does, “Oh hey, I saw you're from Ohio.”

She does a lot more manually than a lot other people. “I saw you're from Ohio. Sorry the Buckeyes lost this weekend.” That kind of stuff. That was just for your verification. Those kinds of little connection points are what will make all the difference and we got to talk a lot about that this weekend and that's where like after you guys have that email list, you can do a lot of those kinds of things and create that one-on-one experience with the people who are potentially going to be your customers when you launch that product or are going to be your long-term customers once you've built that email list which is what this weekend initially was all about.

[00:21:04] Scott: Yeah, okay. Let's just talk a little bit about maybe, I think the two areas that I seen that people needed some help was not so much the, I guess the offer. The offer. It seemed like people really had the offer down.

[00:21:23] Joel: Well I think they were confused by the audience. So how can you make a strong offer and so there was a hard for them to even realize they needed one yet and what that felt like.

[00:21:32] Scott: Right, because when we asked, we were going to do three different sessions and we had ended up… We did do three but we broke them up differently from the response from the live attendees but it was primarily like and I believe… What was yours again? You were follow up but you were more-

[00:21:50] Joel: No, I did audience and then I brought in under said offer because if I figure out audience, then they could say…

[00:21:56] Scott: So your session was more about the audience?

[00:21:59] Joel: We almost entirely covered audience.

[00:22:01] Scott: Okay and I know people were… They didn't want to break away really when we were ready to break because they were just so into what you were talking about. Can you give us like a little snapshot of what went…? I know it going to be hard for you. I know it's going to be hard for you.

[00:22:13] Chris: This is a topic that we could talk about for… We could do an entire workshop just on that and not cover everything.

[00:22:18] Scott: We probably should do another episode though. Once we get back we all get settled we should probably come back on and do one on your breakout session because I think that that would be very helpful for people but just give us even just a few tips maybe.

[00:22:32] Joel: The first one and it's something I've seen in all of my consulting no matter what business we are talking about, no matter how big the company is and how long it’s been around or just starting or just a person working in their business and it's the, “Who’s my audience?” “Oh it's everyone.” “Everyone could buy this.” “Everyone could want this,” and it just doesn't happen. There's very few products and if they are for everyone, it's not very easy to get anything exciting happening around the product. So, even if the thing could be purchased by everyone, what group really needs this? What group really wants this? What group is excited when you talk to him about it? I don't want to mention this product, I was going to give an example but…

[00:23:11] Chris: The word for word example that came up was shampoo. Somebody said, “Oh, well everybody buy shampoo.”

[00:23:15] Joel: Oh yeah, that's true. Shampoo is a great one because, look how many shampoos are out there and if the shampoo says is for people with this hair color they were mentioning then that’s more enticing to someone with that hair color. But you could also create a better explanation, why is it for that hair color. What does it do? What is the different vitamins that are in it? You can make a completely different product that is instead of something that they might buy but they could easily switch out with anything else and suddenly like, “No, this is the only one for me.

This is the only one for my hair color. This is made for me. What are you talking about? Why would I get any other shampoo?” And we go, “Oh, but like how much the market am I giving up, what if they don't have that hair color?” But you don't understand that repeat sale. That consistent customer experience. That higher chance that they're going to buy on the first time. Your numbers will look better. I have never seen it where by spreading out and trying to cover more people they actually made more money.

They had bigger audience, they were more expensive to get out to and then they were making less in sales. It doesn't make any sense. So, if you're starting out, you can just get in your head, “Even if I could sell this to everyone who really, really wants it and who's that person to the point where I can explain it to them and really get them what they want,” because sometimes little feature changes will really matter and we can do that in a lot of the products we do just small change because knowing who they were.

[00:24:34] Scott: So almost what you're saying is you're almost custom tailoring the messaging to the market?

[00:24:40] Joel: Yeah, well it starts out just deciding that there's a market because-

[00:24:43] Scott: But I’m saying, once you learn that there's a shampoo for women that have blonde hair and has been colored and your shampoo does that, then that is you just niche, niched, niched down shampoo. You didn't do it. It's not men with gray hair that's a whole another shampoo. Silver fox.

[00:25:04] Joel: Silver fox shampoo.

[00:25:08] Chris: Razors are another great example of this and you see it in the store like what is it Schick, the Schick the razor. Bic is the pen company and Schick is the razor company. Schick has like, it’s the same exact razor. One is pink and one is black and the pink one has like a bigger white like rubber I don't know what it's called, but it's the thing like a neck guard or lubricant or something like that. Guess what, the handle is the same. The razor blades are the same.

Everything else is the same but it's marketed towards women. If it's the pink one it’s marketed towards men if it’s the black one. It's the same basic product but by doing that you can actually create a different perception of value and that's something you and I have talked about in the past. It's not necessarily that it's a better product or a different product, it's that this is the one for me and we like to say as consumers this is the thing for me. This is my coffee. My coffee Brand is X. I am a fan of death wish. I drink death wish. And it comes back like in cross sales and up sales and you and I have talked a little bit about this on the podcast.

When we make a purchase, we then reverse justify it and we go, “Well I didn't buy it because it was black and it said men's on it, I bought it because it's got this really fancy, it's got five blades whatever.” You look at a pink one and it's the exact same thing. But it was pink so I didn't buy it and so by creating that differentiating experience, you then let people self-select and say, “This is my product.” It creates a higher perceived value for them and they are able to make that justification that much faster.

[00:26:44] Joel: So interesting in that, I was like you take the list of features. What a razor does is the same, more or less things but for women the order of importance of that list, maybe they want all of it, maybe they do want, they don't want to nick but maybe it's more important that it’s silky smooth skin at the end. That it's actually a lotion that's adding to it.

A man's not going, “Oh, I hope it has a really nice aloe lotion.” Like in most cases they might say that in secret but if they want a quicker easier shave. So there's going to be a different focus on what the features are and if you can say that in the packaging and the listing because you spend some time thinking about it, you only have to change the actual product features. You just have to talk about it differently and so that connects what you're talking about Scott.

[00:27:28] Scott: Okay, cool. I'm going to go to Angel now. As Angel, she was like paying attention to everything quietly and then and because you can see Angel here, she's just looking back and forth. You're talking and Chris is talking and I'm talking but Angel does pay attention. So, I want to hear a little bit about like you went to I think you were roaming a little bit as far going into different sessions?

[00:27:54] Angel: Yes.

[00:27:55] Scott: Okay, what was your feel? What was your take away from what people were talking about or what they were gaining? I'm just trying to see it through your eyes I guess as far as what people were either stuck on or what they were saying, “Oh that makes sense.” Or a light bulb. Maybe just something that could bring attention to it that we can highlight so if someone's listening they can be like, “Oh that makes sense.” You know what I mean? From that take away. Does anything come to mind? You put me on the spot. So I'm going to put you on the spot because as soon as I got out of my breakout session, she’s like, “So give me the takeaways.” And I'm like, “Well I got to think about this now.”

[00:28:39] Joel: Maybe Scott can remind you of his takeaways that’ll inspire you.

[00:26:41] Angel: Right, right. I would say there were a range of different businesses and that was the big thing that I noticed is that there was some step that each of them were on. One of the bigger ones actually as I noticed a lot of people were actually selling and very successful but hadn't created their list and followed up with their list and that really is very important and it takes you back to the audience. You get to cultivate these people and they will buy more of your stuff and if you learn who they are as a person they appreciate being treated as a person. It is weird. Think how excited when you call a phone number to any company and somebody, a person answers, it’s not a computer.

[00:29:45] Joel: You’re better they have personality you like.

[00:29:48] Angel: Right and that was one big thing.

[00:29:51] Scott: That was one big thing, okay. Yeah because I think it was funny because we were the night before the event on the Friday meetup, I was talking to a guy and I won't mention his name right now but he'll know if he's listening but he's got a really successful business right now like a seven-figure business but he started a little private label thing on the side and he’s starting from scratch in a sense. But we talked to them like, “Well, why aren't you using the list of customers from your business?” And I asked him, “How many customers do you have?” He’s like, “Over 100,000.” And I'm like, “Okay, well maybe we should…” So again, my thing was, there's some people, some at this event, some that are listening that might already have current businesses that they could tap into their customers to launch a product.

[00:30:44] Joel: And probably improve both.

[00:30:46] Scott: And probably improve both. So, that was a big light bulb. He's like, “All right, I can go home now, I already got my nugget.” So it's like sometimes you can't see, is it the forest through the trees? That's the saying. Did I say that right? So it's so true because you're in it and when you have someone else that comes in like literally I’ve seen that in two seconds because he was like, “Yeah, I have this company and this is what we're doing and it’s running great. I've got some employees to run in the business and they actually do all my listings and stuff, so they're able to do this for me.”

I'm thinking, “But why aren't we tapping into that?” Is it just because you want to get away from that market? Is it because you have a partner, you don't want to partner with this new biz? Like what is the reason? He's like, “No, just because I thought this was more interesting?”

[00:31:30] Chris: I didn't think about?

[00:31:41] Scott: I didn’t think about it, that kind of thing and I'm like, “Okay.” So anyone listening, like sometimes it's right in front of you or maybe you know someone that has a brick and mortar that hasn't yet launched on Amazon and you can tap into that. I mean like our friends over at, what is it, pajamagram or the teddy bear? Which he's going to be on, Jason's going to be on. A huge company they weren't taking advantage of the Amazon channel. Now they are and they added a few million extra?

[00:32:00] Chris: A boat load.

[00:32:01] Scott: Yeah, a boatload of money to their business. So yeah, I noticed that too. We had  a few people here that were really, really brand new and we had some people that were really, really established but they all still needed something and just because you're successful on one end, it doesn't mean that you're successful on the other hand or you are as far as you would think. You would think someone that has a seven-figure business has an email list.

[00:32:23] Joel: Well, go back to what you said before that ask the question. One of the things we get caught in. we just don't ask the right question and if you said like if everybody out there no matter where you're at said, “What skill, ability or resource do I have right now that would move my business forward?” Maybe you don't have an answer the first time. Keep asking. Something will click and if you do things like that, you’ll start shaking up and you don't always have to have someone from the outside.

Still helps, that’s why so many people that are really successful still have coaches and so I keep bringing that in but this can help you to start getting that movement, that traction so you're asking better questions when you actually need it. Like the third party is coming in and seeing a whole new industry you don’t know about and helping you to grow.

[00:33:01] Scott: That's a huge point I want to highlight that one more time but I think one action step that people can do right now, is ask the question.

[00:33:09] Joel: Yeah, what skill, ability or resource do I have right now that could move my business forward?

[00:33:12] Scott: Say that again slow.

[00:33:13] Joel: What skill, ability or resource do I have right now that could move my business forward?

[00:33:19] Scott: I love that. It's crazy because you ask yourself a question, you have to give yourself an answer. I mean you have to. It's like you're just wired that way. So if you ask the right questions, you're going to have to create the right solutions or at least you're going to attempt to. And what happens when you attempt to? You get a result. We don't know what that result is. It could be good, it could be bad but it's a result and then we can measure that and then we can say, “Oh wait a minute, let's ask another question. Why didn't that work?”

[00:33:47] Joel: If the questions aren’t working, feel free to ask other ones.

[00:33:52] Scott: All right, so we're going to get ready to wrap up here. I did want to do this, just this little roundtable because I know it was fresh and I know sometimes after you leave, things… And I know I've been taking notes and writing things down but Chris, let's wrap up and why don't you give me maybe one bit of advice that you could give people listening that you gained from this weekend.

[00:34:13] Chris: I think the biggest thing and it's something that you say all the time and I'm actually wearing the t-shirt right now is, “Take Action.” And that comes back to something we were talking about about 15 minutes ago, where it was I'm stuck on this step, this is you have that resistance, you have that thing. Just try it and that's… We talked about it a lot this weekend in the context of email of like, what do I send my list and I joking, quarter jokingly say, literally anything. Like anything related to what your thing is, just send an email and then see what happens.

It's the same thing wherever the step you are in your business, reach out to a supplier and see what happens. Start doing product research and see what happens. You have to take that first step in wherever it is that you're stuck and if you don't do that, you're never going to push to that next section and one of the the objections that we hear around that is, “I don't have the time or I don't have the money to do that right now.” And that comes back to something that Joel talks about a lot which is the resources versus the resourcefulness.

If you think this is the one thing that will move my business forward when you ask the question that Joel just brought up, this is the thing that I need to do. Then figure out how to do it. That’s your next action chunk to take advantage of. It's not necessarily a solution of throwing money at the wall. You don't have to do that in 99% of cases. You don't need to throw a ton of money at the wall to build an email list.

You don't need a ton of money or a ton of time. And time I guess would be the big one in email. Once you have that email list you don't need a ton of time to keep that list warm and to engage with that list. It takes a couple minutes a week to do that and we showed everybody how to do that this weekend. So don't let that like time money paradox slow you down. Figure out how to take that big action step and go from there.

[00:36:01] Scott: Cool, all right. I think we are going to wrap this up. We are going to do this this group style here where we're going to do a little finish of this episode. Everybody’s looking at me, everybody's looking at me like, “Really? Is this going to happen?”

[00:36:14] Chris: Shatter a window in the hotel.

[00:36:16] Scott: Yeah, we're going to shatter a window with a take action ending. All right, guys I just want to say though we did have a great time here. I think a lot of people, everybody here really honestly everyone I talked to said they got a ton of value. They walked away with things they're going to do and that to me is everything and we will be following up with them and making sure and also I'm sure getting some updates and some feedback.

But, for you guys listening, if you have not started to build your list, that’s like something you need to do and from there you're able to take that list and leverage it and then do the follow-up and all that fun stuff that we talk about. So, that workshop is free workshop. You guys can head over to theamazingseller.com/buildlist and I'll leave that in the show notes. The show notes also can be found where you can find the transcripts, the links, the notes, all that stuff can be found at theamazingseller.com/383 and yeah that's it.

That's going to wrap it up. I want to thank you guys for hanging out with me, our last day together for a while. So everybody will be going back to their homes and getting back to business and life and yeah. I had a lot of fun. I want to thank you guys and I want to thank everyone listening and we're going to wrap this up together today. So guys remember I'm here for you, I believe in you and I'm rooting for you, but you have to, you have to… Come on say it with me, say it loud, say it proud, on the count of three today, we're going to do this one, two, three, “Talk Action.” Have an awesome amazing day guys and I'll see you right back here on the next episode you.

[END]

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