SELL TO SOPHISTICATED BUYERS SELL TO BETTER CLIENTS
So what’s the way out?
The new way is finding industries with deep pain points where you can offer your services at a high fee and solve their deepest problems.
How can I do this, you may ask?
Apply the Variables of Picking RIGHT Markets which means, the market should tick all these boxes:
- DEEP & URGENT PAINS - Your prospects must have a pain that they are desperately looking to solve
- HIGH PURCHASING POWER
- IS EASY TO TARGET
- IT’S GROWING
- LARGE MARKET SIZE (Large Total Addressable Market)
- Massive Pain: Your prospects must have a desperate need, not want, for your offer.
- Purchasing Power: Your prospects can easily afford or access the money needed to buy.
- Easy to Target: Your audience should be in easy-to-target markets.
- Growing: The market should be growing to make things move faster.
- T.A.M = The total addressable market in the US should be over 50,000 businesses.
Important Note: If you already have a niche that you are targeting or want to target then you need to find sophisticated buyers in that niche.
SOLVE PRODUCT MARKET FIT POSITION YOUR SERVICE AS THE BEST SOLUTION
The new way is having a service that is unique and superior to what others are offering to your niche. It should solve a major problem for your niche and take them from Point A to Point B in the least amount of time and with minimal effort.
In other words, You need to create a bridge between your prospect's undesired current situation and their desired situation and map out exactly how your service can help them achieve this.
How can I do this, you may ask?
Apply the Value Equation on your offer and see where it stands, then improve your service and offer, and increase your prices
100s of agencies have used the value equation to create an irresistible offer.
EXAMPLES OF UNIQUE OFFERS OF OUR CLIENTS:
- SEO For Addiction Treatment Centres doing $10M + Year to help them get more patients.
- For Wealth Management companies: 60 Pieces of Content in 60 minutes of your time per month to get inbound high profile leads.
- Local Lead Generation for Home Service Businesses without Paid Advertising or Knocking on Doors to get more calls.
- Custom AI-Trained Chat Support for B2B SAAS Companies to save 40% from your payroll.
- Financial Advisors: Add an extra 7 high net worth clients per year.
USE FOUNDATIONAL COPYWRITING THAT CONVERTS STRANGERS INTO BUYERS :
USE COPYWRITING TECHNIQUES THAT CONVERTS COLD STRANGERS INTO BUYERS :
The old way is copying what others are doing in the same space OR selling based on your passion rather rather than utility and efficiency.
It makes the prospects perceive your service as a commodity - because you’re just like one of the other hundreds trying to sell them stuff…
And you can't scale because there’s too much operational drag when you’re selling in a saturated market with 100s of others offering the same service as you.
Even when you manage to get some clients - they turn out to be low-quality ones - expecting unreasonable results for 1/10th the price leaving you slim profit margins.
And it is near impossible to raise your current rates with existing clients - since you’ve already bought them in at a certain price. Secondly - they’ll leave you and shop for a cheaper option because of the current U.S. economy.
To cut it short, you’ll be banging your head against the wall.
Its to - LINE UP QUALIFIED SALES MEETINGS IN YOUR CALENDAR USING OUTBOUND PROSPECTING AND A REMOTE SALES REP
Book Qualified Sales Meetings using Outbound Prospecting and a Remote Sales Team
What’s the way out?
Use a combination of hyper-targeted outbound prospecting and 1 Sales Rep to line up qualified sales meetings in your calendar.
The SDR (sales development representative) will mine contact data of your exact targeted prospects and reach out up to 26,300 prospects per month via SMS, cold emails and linkedin prospecting.
Put filters like the following on the lead generation platforms:
Owner, Founder, CEO, Co-Founder of SaaS Companies doing $1M per year + revenue with 5+ employees, location US only
Exclude Director of Sales/Marketing or any managerial position data and don’t include companies doing over $50M.
Traffic Channels for Outbound Prospecting:
Reach out to high-budget decision-makers via multiple channels in your niche by sending them personalized messages using the principles of Foundational Copywriting.
- SMS Outreach
- Cold Email Outreach
- LinkedIn Prospecting
- Cold Calling (Prospects are extremely receptive these days so we don't use it)
Using personalised messages and a dedicated sales rep to line up meetings in your calendar.
Then use a dedicated sales rep to line up meetings in your calendar.
Traffic Channels for Paid Ads:
- Facebook Ads (Facebook + Instagram)
- Youtube Ads
- Google search Ads
- LinkedIn Ads (Very high Costs so we don't waste our money here)
Conversion:
- Remote Sales Reps
- Automated Funnels (End to End Sales Funnel)
- Remote High Ticket Closers (Optional not needed if you have inside sales team)
CLOSE HIGH TICKET DEALS EASILY
There is only so much details I can provide in this one presentation, usually it takes weeks to train someone to be good at sales, but I’ll try my best to put it in this section.
The easiest thing you can do is to have a commission based closer who has closed high ticket deals, its always better to have someone who’s already good at sales rather than having someone with 0 experience or knowledge.
I’ve trained multiple remotes sales teams and managed entire sales departments for many agencies, so what you will hear/read is what actually works in the real world and not just data from some stupid sales book or psychology training.
Approaching your sales call with the mindset of actually helping the customer is extremely powerful. It sounds obvious, but sometimes this simple fact is forgotten by salespeople.
You have to go in as an expert surgeon who is there to diagnose a problem, and fully remove the outcome from your mind.
You have to understand one thing very clearly, even if your service is 100% guaranteed to solve their problem, if the prospect doesnt fully believe and understand it, they will never buy
I won’t sugar coat this one thing, it will take a few calls for you to get in the flow of selling more easily, so get slapped around a bit and focus on the inputs not the outputs.
But I can promise you that once you get over that few calls, you will get in a flow of closing deals easily, you will just see yourself repeating the same things again and you’ll understand certain switches that when triggered gets the prospect over the finish line.
Now what makes the prospect buy and pay you tens of thousands of dollar for an online service?
The prospect has to fully buy in to the sales argument before ever giving you their money.
- The prospect should fully trust the offer/service that it is the only option that can help them achieve their dream outcome.
- The prospect should like and trust your agency/business.
- The prospect should like and trust the sales rep/closer “YOU”
Let’s start with the basics, the first thing is building tons of trust and rapport before the call even happens.
You do it through long form sales letter, video sales letter, email nurturing sequences with your SL and VSL transposed in it, case studies, testimonials and you make sure the prospect watches atleast one or two of the videos before getting on phone with you or your sales team
Let’s dive into the actual sales call:
First thing you can do is go ahead and read the Sales Call Template and adjust it based on your agency.
Now the way you structure the sales call is extremely important, it should start with not just building RAPPORT but having STATUS DELTA.
Status delta simply means you take control of the conversation from the get go which makes the prospect go “Whoah, I am in the presence of a professional and I am here for a ride”
How do you get Status Delta?
It’s through Capital, Status, Physical Presentation, Clothing, Physical Shape, Grooming and Office/Workspace. This all might sound like vanity metrics, but that’s what works. Your tone also matters alot
Then once you have your status delta then 80% of the call will be spent on finding their deepest pain points and dream outcome and using your service as a bridge that will help them achieve their goal