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- SOLVE THE PAIN (PAINT A RAINBOW)
- Must be a pain YOU ARE INTERESTED IN SOLVING
- It should be something you don’t feel is work
- It should be something you can become THE EXPERT
- BUILD THE RELATIONSHIP (Free to Paid)
- FIND THE AUDIENCE
- Be BROADER than the pain solution you offer… ie: talk about things that your solution might solve, but not specifically about your solution to start…this builds the trust and the relationship and your authority
- Do you KNOW THESE FOLKS YET?
- NO –
- GET THEIR EMAIL….so you can “own” the relationship (you can reach out to them to do more)
- QUESTION: Are they likely to every buy anything?
- QUESTION: How soon will they buy or at least give a credit card?
- This allows you to ADJUST YOUR SALES STRATEGY
- How much, what, when, who will do it….
- SETUP A PERSONAL ZOOM CALL WITH FATHOM
- YES- Presume you HAD their email already
- MAKE THE MONEY ON AVAILABILITY (UPSELL)
- Be patient, understand the goal is to build the relationship
- The UPSELLs are the things they will ask you for after they start with your basics or just the conversation
- STICKY LIKE A HEALTH CLUB MEMBERSHIP
- Don’t ever give them a reason to quit!!!
- NO HIGH PRESSURE SELLING
- ALWAYS BE RELEVANT
- THE CUSTOMER ALWAYS WINS
- Don’t fear the chargeback
- Don’t fear the loss of refund money
- Think “long game” about your relationship
- PLAY THE LONG GAME
- People on your list will ALWAYS CALL YOU FIRST (if you make this easy)
- People will come back and refer friends
