We have abnormally high close rates in our agency.
Meaning, when someone gets on a free strategy session with us, there’s a high likelihood that they will say yes and choose to work with us.
You might be surprised by this, considering that our lowest package we offer right now is $12,000/mo.
But in this letter, I’m going to show you exactly how we do it.
If you’re looking for a quick tip or “hack” to be successful with this overnight, you’re not gonna like this letter.
There’s a million other gurus out there that will teach you sales “tactics” that are supposed to make you more sales.
Some people might hate me for saying this, but I believe “sales tactics” are for people who don’t have a good offer and don’t know how to sell.
Do they get more people to buy? Yes.
Do they get more people to cancel later because they feel like they were coerced into buying something that didn’t turn out to be what they thought it would be? Also yes.
I’ve been down that road. It’s not pretty.
In this letter I’m going to share with you the truth about what actually makes people say yes.
If you follow the 5 tips I’m about to share with you, your sales conversations will be casual and easy, and you won’t ever feel like you’re pressuring anybody to buy something they don’t want.
Let’s go:
You would think this would be Business 101, but unfortunately so many people skip over this important step.
When you have an amazing product that people want to buy, you just don’t have to shove it down peoples’ throats.
So how do you create a really, really good offer?
Well, a few months ago, as a team, we did a 2 week sprint where we spent between 30–40 hours on phone with potential clients—not selling, but sharing what we do and getting their feedback.
We heard every single objection. They told us exactly what they would like to see. They even told us how much they would be willing to pay for it.
And funny enough… a bunch of them ended up signing up.
(It’s almost like if you listen to your customers, they’ll want to work with you… nah that’s impossible… right?)
We adjusted our offering to be exactly what our ideal clients were looking for, and whaddyaknow? It worked.
Here’s some questions we asked on our calls:
Instead of spending all your time and energy marketing and selling a product that you think is awesome, actually talk to your customers and see what they want.
People will buy at a much higher rate, plus they will be more likely to share with their friends, bringing you more warm prospects.
Ok fine, I’ll splurge… want the hack to getting higher close rates on the phone?
Don’t get on the phone with people you don’t think will buy.
At our agency, we know exactly what type of person is a good fit for our services. This type of person is very likely to sign up. And more importantly, they are very likely to get really good results from our services.
So why would we try to sell to anybody else?
Before anyone gets on a call with us, we make them fill out a long application form.
The application questions specifically target the attributes that we know make a good client for our services.
If they don’t match up, we don’t invite them to get on a call.
The problem with most marketers, is that they’ll try to sell anything with a heartbeat, and ultimately end up delivering a service to people that they know it won’t work for, because they were willing to pay, and then try to come up with reasons why it’s the client’s fault it didn’t work.
Get clear on who your ideal client is, and only sell to them.
Our entire agency is built on the promise that you can build your brand and authority online by creating high-quality video content consistently, over a long period of time.
That is the truth.
It’s not a deceptive marketing message created to lure people into our services.
It’s real, it’s honest, and it’s true.
And because our product is built on truth, the way we sell is built on truth too.
We don’t go into sales calls making all sorts of claims about how fast they’re going to gain followers, or how many leads they’ll get in their business.
In fact we just tell people up front: This is a long term play. It’s going to take a long time. Don’t sign up unless you’re committed to spending at least 6–12 months on this process.
That is the truth. And some people don’t like it. But those people aren’t going to be successful with it anyway.
When you do this, people will actually be more likely to want to work with you because they can trust you.
People are smart. They know instinctively when you’re just making something up to get them to buy vs. actually telling them the truth.
This is probably the most important ingredient of an effective sales conversation, but also probably the least talked about thing by all sales gurus in the world.
Sales is a transfer of energy. The energy that you show up on the call with will be transferred to your prospect whether you like it or not.
The way you speak, your tone of voice, your body language, the words you choose, your eye contact… these things all reflect your current energy.
If you believe strongly in the product you’re selling, and you know without a doubt that it will help the person on the other end of the line, and you want to give it to them, not to make a sale, but out of true service…
They will believe it too.
On the other hand, if you don’t really believe it, they won’t either.
Your conviction speaks volumes about what you’re selling.
So think about how you’re showing up.
High energy state = belief, conviction, confidence, service, gratitude
Low energy state = neediness, desperation, cunning, convincing
By the way, this gets a lot easier when you do the previous three steps first.
One of the biggest reasons why our agency works so well is because we hardly ever talk to cold leads.
Rather than spending a ton of money on Facebook ads to book calls with people who have never heard of us or don’t know what we do (I used to do a lot of this)…
Almost every prospect that comes into our world has either seen my content online, read my book, seen me speak at an event, or seen videos that we produced for somebody else.
As of today, I’ve been actively creating content daily for more than a year and a half. And I haven’t spent a dime on ads in the same time frame.
(Hey, imagine that… what we do works!)
I only ever get on calls with warm leads—either from referrals or from my content—and they show up on the call excited to talk with me and to learn more.
At some point, when you’ve gained a big presence in your industry, suddenly you don’t really have a cold market anymore.
The more you create consistent content and build a relationship with your audience, the easier it gets.
—
Like I mentioned at the beginning of this letter, these are not quick sales tricks that will increase your conversions overnight.
These are true principles, that when applied consistently over time, ultimately lead to much high close percentages and an easier time selling.
Which one was your favorite tip? Hit reply and let me know. Believe it or not, I actually read every response that I get (even if it takes me a little bit to get to them).
Thanks for being a reader 😊
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…and you’re ready to take your brand, your content, and your business to the next level, here’s a few ways I can help you:
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3. Book a free strategy session - I’m opening a few slots on my calendar to meet with serious entrepreneurs who want to grow their audience and their business. I’ll look at what you’ve got going on and help you develop a winning strategy.
