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The Press Release Template
The next action is to accelerate their results and pump them up on steroids
by giving them a press release template. This allows them to go out and
really blow things up and thread in any of those credibility points from the
blogs they’ve been mentioned in, which is going to increase the likelihood
of this press release really catching wildfire and getting traction. So again,
we’ve moved them one step closer to their desired outcome.
They’re really, really close to getting the desired outcome they really want,
and throughout this whole exercise their scepticism has pretty much
evaporated and their levels of trust are sky-high.
They trust in our strategies and in us as the authority expert; the scepticism
has been removed, thus the friction between you and making a sale has
eroded.
Let’s not forget, your goal through this is to not only create goodwill and
trust, but to also generate leads and make sales. If you’re in the business of
selling a service for a fee, the end goal is to get people on the phone.
Because we know in order to get paying clients, we’re going to have to
jump onto the phone and speak to people, and we want to make sure that by
that point, their scepticism is as low as it can possibly be. And we want to
make sure that their trust and desire to work with us is as high as it can
possibly be, so we don’t jump on calls and need to whip out high-pressure
sales tactics and be really sleazy and do what everybody else is doing.
If we do all this, then we’ve done all the grunt work and heavy lifting.
When you jump on that call, you don’t need to be a killer salesperson with
hard-core closing techniques because you’ve already answered the biggest
questions on that person’s mind, which are, ‘Can I trust you? Does this stuff
actually work? Will it work for my business?’ And you’ve already crossed
those hurdles, because by providing value and results in advance, you’ve
proven you’re a reliable partner.
You’ve picked up your magic lantern and taken them down the path, and at
the end of that path is their desired outcome, the one they’ve been searching
for. You’ve illuminated the way throughout that process and proved to them
that you can help.
I can’t stress it enough; this is the most powerful approach to generating
itchy-to-buy leads that create an avalanche of sales for your business. It’s
like nothing you’ve seen before, and it will almost instantly position you as
a trusted authority in your marketplace.
If you’ve ever wondered how to generate more piping hot leads than you
could ever imagine – this is it! You’ll be jumping on these calls and there
will already be a relationship. They’ll feel like they know you because
they’ve watched all these videos and accepted your free information.
It’s a proven and predictable way to get your prospects calling you at the
moment they’re ready, willing, and able to give you their cash!
They feel like they’ve got a connection with you, and all the resistance
that’s typical on a sales call has been removed because you’ve already
answered many of their key questions.
Action Points
Look at the King Kong funnel example that uses video and email
sequences and create your own. We’ve supplied you with the
roadmap, now go build it out.
PHASE 7:
Sales Conversion
N
ow that you’ve generated a list of leads by getting prospects to
raise their hands and say they’re interested in what you’re selling
(we know this because they’ve downloaded your HVCO), and
motivated them with your Godfather Offer to ask for help in an ethical way
(a way that genuinely helps them instead of being based on hype and
pressure), the last step is the sales mechanism.
The job of the sales mechanism is to make a sale. Whether you’re
delivering your sales pitch over the phone, face-to-face, at a seminar, or
through a webinar, everything leading up to this point has brought you here,
and now it’s time to close the deal.
If you’re selling a service, the best way to close the sale is to have a free 30,
45, or 60 minute zero-pressure, very helpful sales conversation. This
conversation can close 80% or better, depending on your own individual
results.
Sell Like A Doctor
Throughout my sales career I have read over a thousand books and made
over one million sales calls - so I’ve learned a lot from my work in the
trenches.
But the biggest breakthrough I had about selling came from the most
unsuspecting place of all… Doctors! That’s right, it was only after I learned
to ‘sell like a doctor’ that my sales truly exploded beyond all belief!
What do I mean by ‘sell like a doctor’?
I’ve found that 90% of salespeople get it wrong. They basically vomit every
feature and benefit of their service during their sales presentation in the
hope that something hits a nerve that will make the prospect buy.
This is the equivalent of having an appointment with a doctor where they
poke all your body parts while asking, ‘Does that hurt?’ and ‘How about
here?’
Instead, a good doctor begins by asking, ‘Where is the pain?’
Remember that in the medical profession…
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