Chapter Three Video Notes ANSWERS

● BUILDING A SALES PITCH

○ What is a sales pitch?
■ Description of what you are selling and how someone can buy it
○ What are the basic pitch elements?
■ Company name, description, why it’s worth it, how to purchase

● ELEMENTS OF A CONVINCING PITCH

○ What are four things you can incorporate in all of your communication as a business owner that
will make your pitch more compelling?
■ Principles of Persuasion, Storytelling, Brevity, Clear Call to Action
○ Name the Six Key Persuasive Elements and define each
■ Reciprocity: giving back
■ Scarcity: the more rare something is, the more people might want it
■ Authority: knowledge or expertise in a subject
■ Consistency: people tend to stick to the path they are on
■ Liking: do your customers have favorable opinions of you
■ Consensus/Social Proof: evidence from others that a product or service is valuable,
legitimate, or trustworthy
○ What is storytelling and how can you incorporate it into your pitch?
■ Communicating the “why” behind your business
■ Origin story- how did you come up with the business/name/logo, what are you trying to
create, what are you learning, what do you want your customers to feel, what is your
customer’s story
○ What is Brevity and how can you incorporate it into your pitch?
■ The art of being brief
■ Cut out the “fluff”-make every single word count
○ Why is it important to have a Clear Call to Action?
■ Allows customers to easily complete the action (ordering/purchasing)

● TEN COMMANDMENTS OF SOCIAL MEDIA

○ Write and describe next to each number…
○ ONE: Your goal should be to gain new customers or make repeat sales
○ TWO: You should only be on the platforms your customer base is on
○ THREE: You should know if social media is an efficient way to reach customers for your business
○ FOUR: Make content that your customer base likes
○ FIVE: You should like making that type of content
○ SIX: You should make content regularly and long-term
○ SEVEN: You should not be distracted by vanity metrics
○ EIGHT: You should define a way to turn viewers into customers
○ NINE: You should know the pros and cons of short vs. long form content
○ TEN: Find examples of your competitors having success with social media
● TEN COMMANDMENTS OF SOCIAL MEDIA continued
○ What are the steps to starting a social media account?
■ Make sure you have parent/guardian permission
■ Create an account on the platform you choose
■ Start posting on a regular cadence that you can sustain
■ Audit your channel every 30 days to see what is working and what is not, and adjust your
strategy as needed
■ Find other channels in your industry to study and model

● THE POWER OF SMALL WINS

○ What idea should an entrepreneur be comfortable with?
■ Business’ success largely depends on how many small wins you can generate over the
course of time
○ What is the reality of business?
■ A lot of hard work, slow progress, that accumulates over time into big wins
○ What should you chase?
■ Small wins
○ What are some examples of small wins?
■ Every additional customer that purchases from you
■ First review
■ Website up and live
■ One share on social media
○ What do small wins add up to?
■ Big wins

● SALES PROJECT OVERVIEW AND STEP 1: BUILDING A LEAD LIST

○ What are the three steps to make sales?
■ ONE: find prospects (leads)
■ TWO: turn prospects (leads) into customers
■ THREE: enticing customers to make repeat purchases
○ Who are prospects (leads) ?
■ People that have expressed interest in your business but haven’t purchased yet
○ What is marketing all about?
■ Finding an acquiring loyal customers
○ What are the three steps to find loyal customers?
■ ONE: reach out to people you know
■ TWO: widen the circle to reach more prospects (leads) with door flyers
■ THREE: create a cadence for follow up
○ What is Step #1 of this project?
■ Creating your first prospect (lead) list
○ Who should you include in your prospect (lead) list?
■ Everyone you know that might have interest in your product/service
○ Where is the best place to find customers?
■ People you know
○ What is Step #2 of this project?
■ Create a message
● SALES PROJECT OVERVIEW AND STEP 1: BUILDING A LEAD LIST continued
○ What is Step #3 of this project?
■ Send the message
○ What is the most important part of this project?
■ Keeping track of anyone who responds to your message

● SALES PROJECT STEP 2: CREATING A FLYER

○ What is the purpose of Step 2 of the sales project?
■ Broaden your sphere of influence by contacting hundreds of prospects (leads)
○ How will you complete Step 2?
■ Create a door flyer
○ What is the first step to create a flyer?
■ Design
○ What elements should your flyer include?
■ Your name, picture of yourself, your story, special offer (what is your product/service, why
is it awesome, how is it scarce), call to action
○ What websites can you use to design and print your flyer?
■ Canva, Power Point, Microsoft Word
○ How can you distribute your flyers?
■ Digital: post on social media, post on friends’ and family social media, post on Nextdoor
■ Physical: leave on front doors
○ What are some budget friendly printing ideas?
■ Print in black and white, two flyers on one page and cut in half
○ How can you use Google Maps to save time?
■ Print a satellite image of your neighborhood and mark off the houses you deliver to
○ What does Boss Club HIGHLY RECOMMEND when distributing physical copies of your flyer?
■ Take a parent or guardian with you
○ What is key with this project?
■ Volume is key! The more flyers you hand out the more sales you could make
○ What is the final part of Step 2?
■ Keep track of everything! Add to your “Prospects/Leads” tab in your “Financials, Sales,
and Customer Tracking Template”

● SALES PROJECT STEP 3: CREATING A PROCESS FOR FOLLOW UPS

○ What habit do you need to get into to get customers to pay attention to your business?
■ Follow up
○ Fill in the blanks for the order in which people become repeat customers.
■ Prospects -> Customers -> Repeat Customers
○ Why is it easier to sell to a repeat customer?
■ You don’t have to convince them to buy from your business
○ What are successful companies constantly trying to do?
■ Getting their customers to make another purchase
○ What things can you do to make more sales?
■ Put a reminder on your calendar to follow up with your prospects
■ On the opposite week put a reminder on your calendar to follow up with your customers
■ Follow up with people every week to make more sales
● SALES PROJECT STEP 3: CREATING A PROCESS FOR FOLLOW UPS continued
○ What are some different ways you can reach out to prospects?
■ Share a helpful article or information that supports your product or service
■ Share an interesting use for your product or service
■ Find seasonal uses for your product or service
■ Give special discounts, introduce special offers, and make announcements