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Dave Lukas, The Misfit Entrepreneur_Breakthrough Entrepreneurship

The weekly podcast with serial entrepreneur, Dave M. Lukas, devoted to giving you incredibly useful and unique insight from the world's top entrepreneurs with a focus on their non-traditional methods for achieving success, their Misfit side. Misfit was created to give YOU the breakthrough entrepreneurship strategies and actionable advice to accelerate your success! The show's open format and Misfit 3 concept, combined with Dave's intuitive and engaging interview style quickly uncover each guest's key tools, tactics, and tricks that listeners can start using in their lives right now. Learn more about the show at www.misfitentrepreneur.com and become a member of Misfit Nation by signing up for the Misfit Minute, the FREE weekly email with specific resources from the week's "Misfit 3," and actionable tips and items from the world of Misfit Entrepreneurs. It is delivered every Friday to your inbox!
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The weekly podcast with serial entrepreneur, Dave M. Lukas, devoted to giving you incredibly useful and unique insight from the world's top entrepreneurs with a focus on their non-traditional methods for achieving success, their Misfit side. Misfit was created to give YOU the best, actionable advice to accelerate your success!

The show's open format and Misfit 3 concept, combined with Dave's intuitive and engaging interview style quickly uncovers each guest's key tools, tactics, and tricks that listeners can start using in their lives right now.

Learn more about the show at www.misfitentrepreneur.com and become a member of Misfit Nation by signing up for the Misfit Minute, the FREE weekly email with specific resources from the week's "Misfit 3," and actionable tips and items from the world of Misfit Entrepreneurs. It is delivered every Friday to your inbox!

Feb 1, 2017

In this episode, Dave is excited to welcome Russell Nohelty. Russell is the founder of Wannabe Press and host of the Business of Art. Wannabe Press makes weird books and novels for weird people. The company helps people in making the most beautiful and beautifully printed books in the independent market. The Business of Art, helps creatives build better businesses by embracing their inner salesman without feeling negative about it.

It was the latter that intrigued Dave most about having Russell on the show, as one of the areas a lot of people struggle with is sales and selling – even though, discuss in the episode, it should be one of the easiest for people.

Russell is a true Misfit entrepreneur, owning several other business in addition to Wannabe and the Business of Art, and he regularly speaks throughout Los Angeles to groups like the LA Writer’s Society, Scripter’s Network, and at dozens of other conventions throughout the country like ComicCon in San Diego.

www.russellnohelty.com

www.thebusinessofart.com

www.wannabepress.com

russell@wannabepress.com

Russell fell into being an entrepreneur because he couldn’t stand the way the businesses he worked at were run. He went on to build his own companies, but by the time he was 29, he had 4 failed businesses. When he analyzed why he kept failing, he realized that it was because he was not able to sell. He thought he would “build it and they would come.”

So, at 30, he decided he needed to learn to sell and did all sorts of jobs from selling Aflac to advertising to cell phones/plans. Along the way it clicked and Russell learned a few things that worked. As he says, “If you believe in the product and you provide value, then you can sell things without feeling gross about it.” If 2015, he went back out on his own and started Wannabe Press. The Business of Art Podcast sprung from this.

At the 7 min mark, Russell talks about failure and how he learned to overcome it, even after failing 4 times.

At the 15 min mark, Russell discusses sales and why a lot have trouble embracing it…and what you can do about it. He discusses how to remove the fear of rejection and how selling truly is a numbers game – and if you can embrace that, then selling becomes very methodical and much easier.

Russell says 1 out 10 will buy because they love you or your product. There is not much you have to do to get them to buy. Another 1 out of 10 will never buy from you, no matter how good at selling you are. And the other 8 in the middle could buy, but need you to help them understand why they should.

Tips on gaining interest and engagement from 8 in the middle:

  • First, make sure you are talking to the right 10 people (you need to develop a persona of who you ideal client is). Focus is critical.
  • It’s your job to find our who’s a good fit
  • Next, develop a sales funnel of these ideal clients and continue to fill it

Tips on developing a funnel:

  • Have enough people at the top of your funnel that know, so that some of them like you, so that some of them trust you and ultimately some will buy from you.
  • You have to go out and find people and this is where the numbers game comes into play
    • For example – If it takes talking to 100 people to make a sale and you are only talking to 30 per month that means you will only make a sale every 3-4 month.
    • But, it you are talking to 300 per month, then you are making 3 sales per month.
    • It comes down to how much effort you are willing to put in and how bad you want to succeed.

How do you talk to more people?

  • First, have a value first mentality. Provide value before asking for the sale. Your first conversations cannot be “buy my product” as you have built no trust or relationship yet.
  • Best in person way to meet people – Meetup.com
  • Best online place to meet people - Facebook groups

Advice for approaching a Facebook group?

  • Go through and look at the post with the best engagement. Like them, comment, engage them.
  • You can then connect with others, but again, be the one delivering value and giving people that connect with you great content to use in their lives
  • Bring the enthusiasm

In person?

  • Treat every meeting like a cocktail party!
  • Show interest in others first and wait until they ask you about yourself
  • Don’t sell! – Connect!

At the 33 min mark, Russell talks about the importance of following up and the value of a coach and the resources readily available to you today to become a better sales and business person.

Resources to help in sales:

  • Book recommendation – Yes!
  • Other podcasts
  • Blogs

What are the triggers that someone should focus on to elicit more sales? (Top 6)

  1. Having authority (book, interviews, panels )
  2. Reciprocity (the more you give, you will get in return)
  3. Social Proof (others talking about you or a product or service, 3rd party testimonials)
  4. Commitment (when people subscribe to you, like your posts, download your content, etc.)
  5. Likeability (how likeable you are and sincere you come across)
  6. Scarcity (used when launching a product or offering – limiting or taking it away created demand and incites action)

 

Best Quote: “Many people think creativity is going to carry them into success and that is not true. Having a great product is the entry. If you can make something fantastic, then you can compete, but that doesn’t guarantee success. What does is the ability to take what you’ve made and to sell it one to one and one to many.”

 

Russell's Misfit 3:

  1. Make deposits into the “goodwill bank” before you do any withdrawals. You are either making deposits or withdrawals throughout life. You need to build up your deposits a lot before taking a withdrawal.
  2. Model Success. Everything you want to learn is out there to help you succeed - free from just about every top mentor that exists. Take the action to learn from them.
  3. Treat it like a business. If you treat something as “part-time” then you will get part time results. If you are going to do something, go all in and treat it seriously like the business it deserves to be.
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