Sell Like Crazy

All packages should have a set-up fee. This is for two reasons: 1) to offset
your customer acquisition costs, and 2) to create urgency using a Fast
Action Bonus (FAB).
Fast Action Bonus – Going back and forth costs you time, energy, and
money. Let them know you can drop the set-up fee if they make a decision
now.
As a backup you, can give them 24 hours if they truly need to speak with
their partner.

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‘Well, Mike, as I mentioned, there’s normally a $1,000 set-up fee.
However, I’ve found that people who are able to make decisions
quickly always turn out to be my best clients. This is because they’re
decisive and can take action. Also, going back and forth costs me
time, energy, and money. So for that reason, if we can get this all
sorted for you on the call today, I’ll waive the $1,000 set-up cost off
your investment, making it just the $___. How does this sound
Mike? Can we go ahead and get this set up for you?’
THEN, YOU DON’T SAY ANOTHER WORD.
There’s an old saying in sales: ‘The person who speaks first, loses.’ You’ve
stated your offer. Now you must show confidence by waiting for their
response.
You’re looking for confirmation on moving forward.
You wait for Mike to say,
‘How does that work?’
‘What are the next steps?’
‘Yes, let’s do it!’
‘Ok, how can we pay?’
‘What is the process to getting signed up?’ Then you say,
‘Ok, great! We take Visa, MasterCard or Amex. Which card would
you like to use today?’
Collect their payment details and boom! You’ve closed the deal and won a
client!
Now you might be thinking, ‘It can’t be that simple’. But it is.
This is the complete opposite approach to what most people use when
making sales. Typically, they follow the ‘guru-centric’ model where they’ve

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worked to put themselves up onto pedestals so they could be admired,
appreciated, and respected enough to be purchased from. Instead we use
this process to create massive relevance for your clients by being able to
solve their biggest and most burning problems.
Recap: When selling coaching, consulting, or professional services, it’s
important to weed out people quickly if they aren’t going to be a good fit.
You do this by using surveys and applications. That way, it frees up more
time for you to spend with people who are a good fit and that you can
actually help.
The survey and application pages allow you to pre-frame your prospects by
having them jump through hoops, qualifying themselves and confirming
they are a good fit. When the fate of your business is on the line – which it
always is because sales is the oxygen for any business – you need a proven
‘rinse and repeat’ process and script for converting leads into sales. You
don’t want to have it all in your head or ‘wing it’. You must have a script
that you refine and strengthen over time.
Then when you hire people, they can follow your proven script, leaving
little to chance.
But what happens to the people who go through our funnel and don’t take
the desired action we want them to? Which, I will add, will always be the
majority of people, because in marketing, we only ever count on a very
small percentage of people actually doing what we want them to do. Do we
just accept this and move on to simply just generating more traffic?
No!
We nurture these people over time. We provide value and build a
relationship by using email.
In the following pages I’ll go in-depth on the topic of email marketing and
how I’ve used it to generate tens of millions of dollars in sales.

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PHASE 8:
Automate And Multiply

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I
My Secret Weapon to Turning any Traffic Source into My Own Personal
Honeypot of Hyper-Profitable Endless Sales
f you had to strip me down naked, take everything I’ve got, and leave
me with nothing except for one marketing weapon of choice, what do
you think it would it be?
My contacts? JV partnerships? Google rankings? My ability to turn ice-cold
traffic on Facebook into profit?
Nope! I would choose email!
Why? Email outperforms every other marketing channel. Period. And one
of the biggest mistakes I see businesses make is not building an email list