…works whether you’ve got a team of closers…
…or still do calls yourself.
Here it is.
Pre-selling.
Pre-selling.
Pre-selling.
Most people don’t realize that everything that happens before your call…
…affects what happens on a call.
If you’ve ever done your own calls…
…you can feel this.
Some people are an icy 2 out of 10 on the idea of working together.
When they’re not pre-sold…
…you can practically feel their folded crossed arms.
On the flip side…
I’ve also had a lady say, “We saw you speak last week and we loved your talk. We don’t even know what you sell, but we’re here to buy it. How do we work together?”
In other words, a toasty warm 10 out of 10.
Anyone could close that call. Literally anyone.
So instead of focusing all the effort on getting better at calls themselves…
…get better at pre-selling.
Think upstream. Think about improving what happens before your offer.
Been at this almost 2 decades. Here are a few ways we’ve done it.
1. A “Thank You” page full of social proof
We’ve used this after a calendar booking but before the actual call. This is low-hanging fruit. Get your confirmation page to start selling.
2. Pre-sell your unique process in a webinar
We’ve added $10k-50k/month with a webinar that’s a preview of how we get things done. Show them your process and why it works. Give the ideas for free and charge for the implementation.
3. Up your expert status
Books. Podcasts. Speak on stage. Magazines. Expert interviews. Etc.
Go create these kinds of opportunities. They don’t happen by accident.
4. Repetition
If they’ve seen your ad once, that’s not the same if they’ve seen you dozens of times. I once saw a terrible 3-sentence Grant Cardone ad with no clear offer. It worked though. Why? Because you’ve been exposed to his brand a bazillion times already.
5. Omnipresence
Think “I want clients to see us everywhere”. We do this with simple retargeting. Once you get into our retargeting… well, let’s just you’re trapped.
We do this on every platform that will let us.
Costs like $1/day and never fails to NOT pre-sell your thing.
6. Content and nurturing
Done right, will make the sales call almost unnecessary. People make two key mistakes with content.
a) Don’t pre-sell their thing. This isn’t motivational quotes and recipes. Pre-sell you and what you do.
b) They give up too soon. They don’t realize it takes 6-12 months before content shows you how much it’s working.
What other ways can you think to pre-sell?
/rant over
Hope you find this useful. Go enroll folks into your goodness.
Random thoughts on a Tuesday in Mexico.
May the force be with you.
If you run a digital marketing agency…
…join our free Facebook group where…
…we’re signing $1k-10k/month marketing clients without a phone call using 5-minute Loom videos: http://bit.ly/3rdc6b5