I had the pleasure of spending time with and interviewing Sam Ovens, who was actually my first real business coach and still is. We’re in the same industry, he is where I want to be, and he achieved all his success in under 5 years.
Enjoy the interview and make sure to leave your thoughts and questions for Sam in the comments below!
Sam’s Tip That Helped My Sales Process
The best way to get a verbal agreement and close the sale in the live strategy session is to offer an incentive. In the first call, the prospect stated that my prices were affordable, he saw the value, and needed SEO, yet there was no incentive for him to sign up right then and there. Even with a closing statement, it can open up objections as to why they can’t commit right then and there. They often will say “leave it with me and we’ll be in touch.”
What Sam suggested to me was to frame the call from the beginning as a sales call by letting the prospect know that they will have the opportunity at the end of the call to make a decision on whether they want to move forward with my services or not. Then, when it comes time to mention your prices and packages to the prospect, you list it out with your usual setup fees (do it anyways even if you don’t have one). Then offer the incentive by saying the following: “We found that our best clients were fast decision makers. We get them the best results and have the most fun together. Therefore as an incentive to you, the $1000 setup fee is waived if you make a decision on this call.”
I used that on my next call that day and landed one of my biggest clients in 20 minutes flat. It’s simple, to the point, and the people that say they don’t care about the setup fee are people that probably weren’t going to buy anyways. It takes time and money to followup with those people, and you can mention that to them if you want.
That’s about it! Go out and use that framing and incentive in your own strategy sessions!