Firepole Marketing Blog: Juicemaster Jason Vale on Selling With Passion

Juicemaster Jason Vale on Selling With Passion

Posted: 21 Jun 2012 05:15 AM PDT

Have you stopped to consider that no one cares about your product, your service or you? I don’t say this to be brutal or cruel. I say this to help you find a way to make them stand up and pay attention to you and the benefits you can deliver them.

It’s not because you don’t have something worth buying. It’s not because you don’t have something that truly gives tangible value and benefits to your customer – well, I hope you do. It’s not because you don’t have something people want and desire. It’s because the world and the internet especially, is a very, noisy, place and you’re not standing out.

Here’s a few quick stats Pingdom reported recently, that you need to bear in mind. In 2011:

112 emails were sent and received on average per/person, per/day
250 million tweets were sent per/day

I don’t know about you, but to me, that’s a HUGE amount of traffic. So given all that noise, people naturally start to tune out; they’re going to do their level best to only see what they believe is worth focusing on. After all, people only have so much time in a day to spend and they want to get the most out of it.

Don’t you?

So How Do We Stand Out?

That’s a great question. What makes us different, what makes people responsive to our message, what makes them listen to us and not dismiss us?

Well, I’m not going in to the psychology of it all. Nope! Instead, I’m going to put you on the fast track to the finish line and show you someone who already does. I’m going to show you someone who’s so compelling, so engaging, so inspiring and so down-right exciting, that you can’t help but listen to him.

Who Am I Referring To?

I’m referring to none other than the UK’s Juice Master – Jason Vale. If you’re not familiar with Jason, he’s an inspiring person and he has a vision – To Juice The World.

Every day, in every way, Jason promotes the benefits of incorporating juicing in to our daily lives. From the vitality that we’ll feel physically, to the long-term health benefits we’ll see through the course of our lives – Jason will hold you spellbound.

How Does He Do This?

I think the UK’s Daily Mail newspaper sums him up best:

There’s a huge amount of persuasive power in what Jason says, helped considerably by the fact his delivery is an entertaining mix of the comic styles of Lee Evans, Norman Wisdom and Eddie Izzard.

Not only is he factually accurate, so you know he knows his stuff, but he hits you from all sides with an exuberant conviction in his message.

Whether it’s why juicing is so beneficial, whether it’s about the results people have created in their lives or the no nonsense advice he gives, that’s not sugar coated – Jason is unstoppable.

Too often, we’re too nervous of how other people will feel, what they’ll think, what they might say and how they might react. In the end, we deliver a watered-down, diluted, boring and unimaginative version of what could have been a pulitzer prize winner.

How Do You Do It?

So are you inspired? Do you want to have the ability to inspire and engage with your customers, the way Jason does with his? Do you want to be able to sell your product or your service to your customers with a roaring sizzle that has them wanting more? Yes? Great! Well here’s the 4 key steps to doing just that!

1. Have A Vision

Consider this quote:

Make no little plans, they have no magic to stir men’s blood and will not be realized. Make big plans; aim high in hope and work, remembering that a noble and logical plan never dies, but long after we are gone will be a living thing. – Lita Bane

This sums up the core step, the key ingredient. Jason doesn’t just want people to drink more juice, he’s on a mission to Juice The World. Think how much more passion and conviction that aim evokes. When you’re wondering why you’re doing what you’re doing, and you will, with a dynamic vision to drive you – you’ll drive your message home every time in a way that is more believable, more tangible, more dynamic than those around you.

2. Know Your Product

It’s not enough to have a passionate vision and you can’t just talk the talk. As Chris Guillebeau says in his book, The $100 Startup, if you’re all talk, you’re only a charlatan and people will see through that. You need more – you have to know your product.

One of my earliest mentors said that he learned early on that people want to deal with people who know their product (or service) inside out.

They don’t care how young or old you are or where you’re from; if you know what you’re doing and are a consumate professional, then they’ll want to deal with you and you alone and what’s more, they’ll pay.

Think about it for a second. Do you want to buy from someone who clearly has invested the effort to know what they’re doing inside out and can tell you every little thing about it? Or do you want to buy from the person who stumbles and fumbles, umm-ing and aaah-ing from start to finish?

So know your product, know your service.

3. Don’t Sugar Coat It

How often do you see politicians consulting polls or having speeches written by spin doctors? How little do we believe that the nightly news tells us the truth, the whole truth and nothing but the truth? How much do we hate the way that political correctness has infiltrated our society?

Stop!

Don’t do it – go in the other direction. Be Contrarian! I’m not saying you should engage as though you have tourette’s or say anything and everything that comes to your mind.

But be truthful and upfront with your customers. If something’s not working, say so and follow up. If you don’t know, say so. But then do you best to fix it and find out. They’ll remember you because you’re refreshing, different and you are honest with them.

4. Make It About Your Customer – NOT YOU!

Ever heard this saying: “You’ve got two ears and one mouth – and you should use them in equal measure”?

Well there’s a lot in that. Too often people aren’t communicating with us, they’re talking at us. Too often, they’re telling us what they want to hear, as though they were listening to themselves – in love with their own voice. Remember, it’s got precious little to do with you – but everything to do with your customer.

So make sure you make it about them, not you. By giving value to them, you get value for you. Them first – You Second! Listen first, talk later.

Now It’s Your Turn

There’s 4 essential ingredients to selling your product and service with great passion – passion that will make your customers love you and rave about you, just as I do about Jason. Remember to live your vision, love your product and reward your customer.

How can you apply these steps to your business? How can you use them to engage deeply with your customer about your service?

Matthew Setter is a writer, technical editor and proofreader and runs Very Web Written. His mission is to help businesses present their online message in an engaging and compelling way so people take action.