Hey guys, welcome back to the podcast. I'm excited to talk about how to sell anything. It's inspired by a conversation I had with one of my private clients earlier this week. And I couldn't stop thinking about this framework that we kind of drew out. I've used it before for my own content, which I'm going to talk a little bit more, but I've never said it this way this clearly. And so I'm excited to share it. I actually wrote a whole Substack about it.
So if you prefer reading or like seeing frameworks typed out, I highly recommend you go read it. It's called how to sell anything on my Substack way of abundance. Today, I'll kind of share the same things and some stories or riff a little bit. So it will be probably more expansive than the Substack article, but I just wanted to include that in case you wanted the actual article that I wrote that includes prompts and questions and exercises that you can do this work too. Because here's the deal.
When I hear people like, oh, you can't sell anything. People aren't buying or yeah, the market has changed or like the industry has changed. I do think that that's true. And what I'm always looking for in business, and I've said this through the years is like, I want the true principle. I want the truths that are always true. And this framework, like an accordion works on any platform.
So there's five pieces to this framework and you could use it in an email to your list. You could use it on a reel. You could use it in a podcast episode. You could use it on a YouTube video. You could use it on an Instagram or Substack live. You could use it in a subset article or a blog post. Like it doesn't really matter what platform you are creating content on this framework works.
And I'm just going to share this, like it's tested and tried in my life, in my business and the clients that I've seen, even in conversations, even if it's not content, you can use this framework to sell anything. And so actually the thing I'll also share at the end is how to bridge anything. So there's how to sell anything and how to bridge anything. And I feel like these two skills alone have made me millions of dollars in sales since I started my business.
It's helped me maintain a full client roster, like all the things I don't love talking about myself and my business results. But the key is like, it works and it helps you create a profitable business. And so this is how I see it, right? I've said this for the years too. Business is a stack of learnable skills. Everything else is the inner work. So sales, I think we're going to talk about today, is just a skill that you can develop and train like anything.
I've sent thousands of emails, made thousands of posts, done hundreds and hundreds of podcast episodes. Like one of the reasons that I can do this so well is because I've done it so many times. And so if you are listening to this and you are new to business, get your reps in, practice the framework that I'm going to share and like sell a lot more than you are right now. Most of my clients under sell.
They don't talk about their offers enough and they don't talk about it in a compelling enough way. And so today this framework is my hope, my intention to help you sell a lot of stuff and to give you a framework so that you know what to say in this sales message. So you can like literally listen to this or read it on Substack, literally come up with a sales message and sell something today. That's my hope.
If that happens, will you please DM me on Instagram? I would love to hear how it works for you. So let's jump into the five-part framework. The first part of this framework is problem. And what I see most is especially my intuitive, loving, high vibe, enlightened, conscious clients, who most of you aren't. Talking about people's problems feels low sometimes. But what I'm going to share is that problems and talking about people's problems is how you demonstrate empathy.
You have to know and understand and articulate your client's problems so that they know you can help them. If you do like a little content audit and you went and looked at your Instagram posts or your most recent emails, are you talking about the problem that your clients are facing? Could be a marriage problem, a body problem, a fitness problem, a health problem, a mindset problem, a money problem, a business problem, a relationship problem, a parenting problem, a home problem, an organization problem.
It doesn't really matter. What are their problems? What are the things? If you were a fly on the wall of their house, what would you see them struggling with? And I know that this can sound manipulative. And honestly, I went through a period of time a few years ago where it did feel manipulative to me. And guess what?
I stopped making money and I stopped serving clients at the level and the capacity that I could for a brief time because I was like, I don't want to talk about problems. But the thing is, is that's the only way you can demonstrate empathy. That's the only way you can let people know how you can help. And so you have to talk about their problems and you don't have to do it in a manipulative or a mean way, but you have to create an awareness that you know what they're going through so they feel like they can trust you.
That's phase one. Phase two is share a true principle. And the reason that I like to share a true principle is because this sells them on their own transformation of doing something different or thinking something different without it being your offer. So I'll give you an example. In business, a true principle is like you have to have a platform, whether that's word of mouth, Substack, podcasting, Instagram, right?
People have to find out about you. There is no business if people don't find out about you. So my principle is lighthouse marketing. One of the principles that I teach. Lighthouse marketing is a mentality and tactics where you become findable for your people. That's a true principle of business. It doesn't matter what business you have. You have to have a place where people find you so that they can buy from you.
That's the principle. My offer is not lighthouse marketing. My offer might be like my business mentorship program, House of Abundance. It might be a book. It might be a sales program. I could do a lot of things, but it's the principle that I'm teaching that's housed inside of my offer. And we're gonna talk about that later. So the principle is the thing that's always true in marriage.
Like a principle could be like frequent, transparent communication creates thriving marriages. It could be if you're a fitness coach, like principles of macro accounting or like fueling your body with the proper nutrition based on your goals. In parenting, it could be a type of communication style or the type of relationship you're building. In finances, it's almost like calorie deficit for fitness.
For finance, it's like true principle is spend less than you earn. Well, you can up your earning or you can manage your spending. But either way, the principle remains the same. Another principle in finance world is like compound interest. So you can kind of stumble upon these principles that are true. And sharing that in a sales message helps your client understand kind of where they've been getting stuck and what is possible when they adopt a different way of thinking. Phase three is a story.
And this story is either your personal story of triumph, of overcoming, of creating a result, or client stories. And the two words that I really want to drive home are resonance and relevance. The story has to be relevant to your clients. It can't be random. It can't be what you want to talk about.
You have to connect the dots for your client on why it matters to them, either to demonstrate empathy, to let them know you've created what they wanted to create, or a client story where you're like, this is how I've helped people create what you want to create, whatever niche you're in. And so the story, I think, is what makes the human part of you come alive. I think if you just did the problem, principle, solution without story, it sounds like Chat GPT wrote it. And so you need to add a story to make it come alive.
At least this has been my experience. So when I'm talking to potential clients, I almost always sell a story. If I meet someone at a party or a networking event or on the plane or wherever, at a retreat that I'm speaking at, when I meet people, when they ask me what I do, I almost always answer it with a story. Let me tell you about my client, blank, right? And how she was, you know, making some money, but not great money.
And we tripled her revenue in a year. And now she's like literally living off of her business income. Let me tell you about my client, blank, where she actually left her career so that she could go full time in her business. Let me tell you about my client, blank, who took her family on a dream vacation and bought a car because she figured out her business, right? Like I tell stories.
And so you should have a collection of stories, both your own and client stories that you can infuse into sales messages to make the principle come alive. The thing that I think about this framework is like an accordion. This can be done in five short sentences. This could be done in an hour-long masterclass. This can be done in a book. This can be done in an article, in a single email, in a single text. But the idea is the same.
Like you still need to tell a story. That's number three. Number four is share the solution. And this is where we bring, like, how do you apply the principle? So if the principle is you need to fuel your nutrition based on your personalized body and fitness goals, the solution might be macro accounting. The solution might be a shake system. The solution might be accountability and calorie deficit. I don't know. That can be personal.
But can you see the principle is you need to customize your nutrition based on your goals. You can't just like do a cookie cutter program. You need to understand what your goals are and align your nutrition and workout plan with that actual goal because not everyone has the same goal.
And the solution is all the tools that make that possible. If you're a marriage coach and the principle is frequent and transparent communication, you might teach your clients the solution is like a Sunday sit down where every Sunday you're sitting down together communicating about the budget, the weekly events, kids activities, travel schedules, whatever.
Or it could be like a system where you teach them how to implement it for communication in marriage in many different ways. If you're a business coach like me, a principle might be like, hey, you have to market. And then the solution might be like, hey, let's figure out your ideal platform and how to show up on there like an Instagram audit or the solution might be like mastering Substack. The solution is still not your offer.
It's like what to do with the true principle. True principle, you have to market your business solution. Find a platform that you can publish on consistently, both short form and long form. That would be a solution. Then we get into the invitation, which is where you talk about your offer. So if the solution is find a platform that you can consistently publish on, the invitation would be join my program House of Abundance, where I'll help you do that for yourself.
The invitation is like what a lot of people might call the offer or the sales pitch or whatever. But these five things combined make a pretty compelling sales message. So let's recap. You start with the problem because that's empathy, because that's how you become relevant to them. You talk about a true principle or multiple principles. I actually did a whole email series once in a launch.
The whole idea was like problem principle invitation kind of. And I did multiple emails. You can have many principles, many stories depending on your launch. Like I said, this is like an accordion, right? This can be drawn out over multiple emails. This can be a single email. This could be one post on your Instagram, or this could be a series that you do on your Instagram. This could be a podcast episode.
This could be like a subseq article. Like I said, it doesn't really matter. This could be a conversation with a potential client. It's like an accordion. You can change the length of it to fit the time that you have and to fit the platform that you're using. So problem, principle, story, either yours or your clients, presenting the solution, which is the principle in action, and then the invitation that houses the solution. So instead of saying the solution is coaching with you, the solution might be more awareness.
I help my clients get higher levels of awareness so that they can create the marriage that they want, taking radical responsibility, having hard conversations. All of that happens inside one-on-one coaching. Now I'm presenting the offer, but the solution lives inside my invitation, inside my offer. They're two different things. That is worth studying. What I just said has made me so much money because then the client sells themselves on the invitation.
They understand that the solution is what they need, and they get the solution by joining your thing, by buying your thing. And like I said, that understanding has made me a lot of money because I'm not trying to convince them to buy one-on-one coaching. I'm trying to help them see that the solution is marketing or talking regularly with my husband or whatever, macro accounting, whatever it is for you, whatever niche you have.
And so obviously there's only so much I can do in an episode without knowing your unique business. This is what I help my clients do. Inside House of Abundance, this is what we're going to be doing. It's like how to sell anything because like I said, I can only give this framework and then you can run with it, but if you want my personalized help, come join us in House of Abundance. The second framework that I wanted to share was the bridge anything. And this is super simple.
And it's something that I've become good at. It's something that the people that I like to buy from are really good at. Sometimes you like don't know what to say in your content, and I always tell myself like I can bridge anything. So I might think about something that happened in my personal life.
I might think about an activity that I did or a book that I read or somewhere that I went, and I can bridge that into a sales conversation. So I just went up the canyon with my kids. We had a beautiful time. It was gorgeous. I have no service. I'm fully in the moment. I'm watching them play, like loving life. How do I bridge that to selling House of Abundance? I can't, right? Because I can bridge anything.
Whether you just visited family, whether you took time off of work, whether you bought a new car, or you were sick, or you saw your family members, or you read something in an article, or you saw something on the news, or you wanted to walk outside, or you just petted your dog, you can literally bridge anything. And so I always have something to say because I'm living my life, and so are you.
You have relationships, you have activities, you have things that you're learning about. When I say bridge anything, it's just the practice of like how do you bridge that to a sales message? This is why I don't run out of content, because as I'm living life, as I'm looking at the mountains, or taking a walk in the sun, visiting family, there's wildfires where I'm at. Like, I could bridge it right now for fun. How could I bridge a wildfire?
Okay, so I'm sitting on my deck looking at the smoke, which is crazy. The sun is red, and things are terrible. Like in Utah, where I live, like there's a lot of wildfires, and it's devastating. And I had this moment where the sun was like literally red, and I was like, that's beautiful. It's eerie, but it's beautiful. And I realized it's all about perception. Like, you can find beauty even in things falling apart.
It's also a good example of putting your blinders on. Not that I don't care about the fires I do. My heart goes out to the people who are affected, people who are affected from the smoke. It doesn't happen to affect me or my family that way, even though there's a lot of smoke, and ash was literally falling onto my house. We were like playing outside, and there's like literally ash like landing on our clothes and stuff. It was wild.
And yet, I'm okay. I could relate that to business for sure, right? Like the economy's always doing its thing. There's always wars and political stuff, and there's always devastation in the world. And I could let that throw me, and I could let that really send me on a detour. But perception, focus, and imagination are the skills that business owners need to develop to create unshakable results.
Because I can create my business even in an intense insane world where things are falling apart. And that's what I learned sitting on my deck looking at the wildfire. Like the smoke. And when I think about that, that can change everything for you and for me. And like that's a good example of how to bridge anything. I just made that up on the fly. Sitting on my deck looking at a wildflower, bridging it to business.
And this is how you can create endless content. You literally just look at your life, you notice what you've been noticing, and tie it to something related to helping your clients. And then you can think about making an invitation too. If you're curious about how to manage your perception and your ideas and your imagination and apply it to business, talk to me about one-on-one coaching. Like I could have done that.
And so these two frameworks are really powerful for selling anything at any time, every day, on every platform. You can take this and literally apply it. Like get on your Instagram stories, tell yourself, bridge anything. Think about a trip you took. Think about a memory. Think about a story. Think about an experience you had. Think about something that you saw or witnessed or talked about recently or a long time ago.
Bridge anything. How can you tie it to your niche, to your client? Tell the story. The other thing that we talked about was like the problem, principle, story, solution, invitation. That framework I think is more formal. And maybe you need to think about it in more detail. But like both of those can make you so much money if you do it, if you apply it. And so my invitation to you is to like actually run with this.
Go write an email talking about their problem, talking about a principle, telling a story about you or a client, presenting the solution, and then making an invitation. If you haven't done that in a while, if you haven't presented an invitation this way, try it. Just see what happens. If you haven't experienced that bridge anything in content, try it.
I think it will free you because content, especially these days, like I don't create super professional content and I have a very successful business because it's about relationships and it's about meeting people and it's about connection, not perfection. I'm not saying I'll never create more formal content, but you don't have to have like the prettiest office or the most insane camera or the most dynamic videos. That can come.
But for many of you listening, like you just need to get reps in. You just need to practice your sales pitch. You need to practice sharing your ideas and bridging it to a sales conversation over and over and over again. And making invitations is non-negotiable. I would say that's like a true principle of business. If you want to make sales, you have to be making invitations.
And this is one way to present it in a way that I think is very compelling. So like I said, if you want the written version, go find it on my Substack, way of abundance on Substack, which I have a whole host of stuff. If you haven't followed me on Substack, go do that because I write there. I have a lot of articles published there.
I actually just introduced the paid tier, the embarrassment vortex, which is just where I'm going to be hosting masterclasses and trainings, exclusive, like maybe more in-depth, more tactical lives with me and stuff. And so you can check out both of those. Finding me on Substack, Amber Smith, way of abundance. And let's see, anything else that I wanted to keep you updated on? Yeah, I guess here's my invitation.
If you're not in House of Abundance, I would love to have you in there. You can enroll anytime. I actually got this question the other day. So House of Abundance is a 12 month program, but it's not like you have to join in January. You can join whenever. It's 12 months from the time that you start. So if you joined in July, it'd be July to 2026 to July, 2027. Never better time than now.
We're going to be doing this work in the next workshop that I'm hosting, like how to sell anything. And I'm going to help people kind of come up with their version of this so they can be making money. Because despite what headlines say, despite what the collective beliefs are, people are buying stuff. People do have money to spend on things that they care about. The industry is not dead. Like, promise, promise. I'm signing clients.
My clients are sending clients like things are working. That doesn't mean that you don't have to finagle things and tweak things and update things and go through seasons where you're figuring things out, right? Contrast creates clarity. But what I am saying is you can do this. And if you want my help, if House of Abundance makes sense, you can join anytime. It's ambersmith.com/house.
And you can get my full vault of all my business trainings, mindset trainings, energetics trainings, consciousness trainings. We do wealth consciousness and business consciousness, business tactics, sales, marketing, all of that. And because, you know, it's me, it's like it's coming from the energetics perspective, the more spiritual perspective, the how reality works perspective. So I'd love to see you in there.
And I think that's all I have for today. So practice making invitations in a conscious, loving way. This is the other thing that I'll say. I think I actually wrote this in my Substack. Your content, if you do this, this five part framework, especially people might not buy right away, but even structuring your content with this type of compelling message can give people a transformation.
My life has absolutely been changed by people who are selling something that I didn't buy from because of the way that they structured the content to help me sell myself on a transformation. And so it's not just to make money. I mean, that is part of it, but this is valuable. Structuring your content this way changes the way people think, right? If you can break someone's belief that isn't serving them, you are an asset in their life and you are a resource in their life.
And this is one of those ways that you can become a better resource is using frameworks like this to create compelling messages that inspire them and move them into action to create what they want, you know, in whatever domain that you support in. So try it, try it, try it, try it. DM me if you have some wins. I would love to celebrate with you and I hope you're having a happy summer. Talk to you soon. Bye
