How to Make Your First Sale Online

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🎙️ Based on a podcast between William Renner and Mike Jasper

💰 Learn the proven sales system that helped Mike scale from minimum wage to millions

In the competitive world of online selling and digital business, Mike Jasper stands out as a refreshing voice. With nearly a billion dollars in lifetime sales and decades of experience, he's now focused on helping beginners make their critical first sales—a decision that might seem puzzling to some. During our conversation, Mike revealed the psychology behind effective online selling, the importance of authentic connection, and why your first sale could be the most life-changing moment in your entrepreneurial journey.

𝐖𝐡𝐲 𝐚 𝐒𝐚𝐥𝐞𝐬 𝐕𝐞𝐭𝐞𝐫𝐚𝐧 𝐂𝐡𝐨𝐨𝐬𝐞𝐬 𝐭𝐨 𝐇𝐞𝐥𝐩 𝐎𝐧𝐥𝐢𝐧𝐞 𝐁𝐞𝐠𝐢𝐧𝐧𝐞𝐫𝐬

When asked why someone with his track record would focus on helping newcomers to online sales, Mike's answer was refreshingly honest. "I'm really a connection junkie. I really get fulfilled by helping other people, and I always have," he explains. "I've been retired for 20 years, so I've owned everything I want to own, I've traveled everywhere I want to travel... nothing is as rewarding to me as either building a company or helping someone else build a company."

This philosophy stems from Mike's own transformative experience with his first sale. "When I first started my business, there was a critical moment, like a fork in the road," he recalls. After training as a machinist but seeing limited income potential working for others, Mike decided to launch his own company.

However, his first sales call nearly derailed his entrepreneurial dreams: "I got more and more nervous... I couldn't go in. I had to wait for like 10 minutes pacing back and forth." After struggling through an unsuccessful pitch, Mike questioned whether he was cut out for business at all.

The turning point came when he invested in sales training. "I learned so much in one month that I was able to go out and get my first customer," he shares. "When I got my first order... I thought, 'Oh maybe I can do this.' That led to me starting my own company, which I grew to almost a hundred million dollars a year."

This pivotal moment explains Mike's passion for helping newcomers overcome their initial online sales hurdles: "When I meet people now that are just doing their first sale and they call me back saying 'Wow, I got my first sale, I can't believe it!'... For me, it's like, yeah, I just changed someone's life."

𝐎𝐥𝐝 𝐒𝐜𝐡𝐨𝐨𝐥 𝐯𝐬. 𝐍𝐞𝐰 𝐒𝐜𝐡𝐨𝐨𝐥 𝐎𝐧𝐥𝐢𝐧𝐞 𝐒𝐞𝐥𝐥𝐢𝐧𝐠: 𝐀 𝐅𝐮𝐧𝐝𝐚𝐦𝐞𝐧𝐭𝐚𝐥 𝐒𝐡𝐢𝐟𝐭

The core of Mike's approach to making your first online sale revolves around a fundamental shift in how we understand selling. "The main thing is to know that selling isn't talking," he emphasizes. "That's what I thought it was... but selling is actually a science."

Mike illustrates this distinction with a simple but powerful ice cream analogy:

Old School Selling: "I know we just won this world championship ice cream contest, and we have the best chocolate ice cream in the world. So I go out to my customer and bring them chocolate ice cream... And they look at it and go, 'I'm allergic to chocolate ice cream.' That's old school—I've got something and I want to find a way for you to like it and buy it."

New School Selling: "Before I go on that meeting, I call you back and say, 'Hey, I'm on my way. We have a hundred different flavors of ice cream. I love chocolate, and we just won the best chocolate in the world. Do you want to taste it or is there something else you'd like?' 'Oh, I would love strawberry.' 'Oh yeah, we have great strawberry.' So now I show up and hand you strawberry ice cream. 100% you're going to love it because you got exactly what you wanted."

This simple shift transforms online selling from a high-pressure convincing game to a service-oriented approach: "Make a friend, ask friend what they want, then give them exactly what they want. Now I'm the hero. That's my whole day, every day—that's the system that I used to double my sales every month, four years in a row."

𝐓𝐡𝐞 𝐒𝐜𝐢𝐞𝐧𝐜𝐞 𝐁𝐞𝐡𝐢𝐧𝐝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐎𝐧𝐥𝐢𝐧𝐞 𝐑𝐚𝐩𝐩𝐨𝐫𝐭

For those nervous about their first online sales calls, Mike emphasizes building authentic rapport as the foundation of his approach. "The first step is connecting. We call it building rapport. In my mind, I consider it making a friend," he explains.

Surprisingly, Mike dedicates a significant portion of his sales conversations to this connection: "If possible, 80% of my time will be on that piece." While this might seem excessive, Mike has found it crucial for developing long-term client relationships: "People buy from their friends."

How does he establish this connection online? "There's like six different ways to connect with someone deeply. A good example would be finding common ground," he shares. "If you can find anything in common with people... if there's some way that you can relate to that picture, you can research before you meet them... finding that common ground and building that friendship is the most important part of the whole thing."

The payoff comes at decision time: "At the end, it's all gonna come down to solving a problem and it's gonna be about money, and they're gonna buy from the person they like the most and trust the most."

𝐖𝐡𝐲 𝐋𝐞𝐬𝐬 𝐃𝐞𝐭𝐚𝐢𝐥 𝐌𝐞𝐚𝐧𝐬 𝐌𝐨𝐫𝐞 𝐒𝐚𝐥𝐞𝐬 𝐎𝐧𝐥𝐢𝐧𝐞

One counterintuitive lesson Mike shares about making your first online sale is the importance of focusing on results rather than overwhelming prospects with details. "What I learned is that the more detail I give someone, the less likely they're gonna buy," he reveals.

This insight applies especially to online selling, where it's easy to get caught in the trap of over-explaining. Instead of detailing every aspect of how you'll solve a problem, Mike recommends emphasizing the outcome: "I'll just say, 'Let's do this. How about we come up with a target? What is the goal that you want for this month? I will hit that target. If I can hit that target, this is what it's gonna cost.'"

This results-focused approach simplifies the decision for prospects and avoids giving them additional points to doubt or question, making your first online sale much more likely.

𝐅𝐢𝐧𝐝𝐢𝐧𝐠 𝐘𝐨𝐮𝐫 𝐎𝐧𝐥𝐢𝐧𝐞 𝐒𝐚𝐥𝐞𝐬 𝐑𝐡𝐲𝐭𝐡𝐦

For beginners looking to establish a sustainable online sales practice, Mike recommends focusing on activities rather than outcomes: "I never say I'm gonna make so much money this week or this month, because that doesn't help me at all. It just makes me feel bad if I don't hit my target."

Instead, he suggests creating a structured routine: "How many calls, how many outreach, how many people am I gonna connect with today? Is it five, is it 50? Whatever it is." By committing to specific time blocks dedicated solely to sales activities—whether that's early morning calls or afternoon follow-ups—you create consistency that ultimately leads to results.

Bringing Authentic Sales to Skool

Mike's journey has now brought him to Skool, the community-building platform created by Sam Ovens and popularized by Alex Hormozi. "I'm still a rookie on Skool, but I'm a fan because the community and the people that I'm meeting on there, it's just a better experience than other things I've done," he explains.

He sees particular value for beginners on the platform: "It seems really good for a person starting out because the community aspect of it is so helpful for someone starting out. And so even though I'm really good at what I do, I'm still new to building an online business."

Mike's goal with his Skool community is to help people reach that critical first milestone in their business journey: "My goal is getting people from zero to a hundred grand a year, that first year. And that's what the community's gonna be about... that first hundred thousand is where you prove out your business for yourself."

𝐅𝐢𝐧𝐚𝐥 𝐓𝐡𝐨𝐮𝐠𝐡𝐭𝐬

Throughout our conversation about making your first online sale, Mike Jasper consistently returns to themes of authenticity, genuine connection, and having a systematic approach to selling. In a digital landscape often dominated by high-pressure tactics and flashy marketing, his approach offers a refreshing alternative focused on serving rather than selling.

"Selling is supposed to be the most fun job in the world, or I wouldn't do it," he concludes. By following Mike's framework—making a friend, asking what they want, and delivering exactly that—beginners can transform the often intimidating process of making their first online sale into a rewarding experience that builds the foundation for lasting business success.

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