Firstly, I want to let everyone know that entries to my private community are now closed (in fact we filled all 5 spaces in under an hour lol!)

And secondly, I want to talk to you guys today about sales calls.

Most people suck at sales calls.

The reason?

They focus on selling rather than HELPING.

Because if your sales call is basically you going “GIVE ME ALL YOUR MONEYYYYYY” then people are going to run a mile.

So I thought I’d use this email to break down my 8-step framework to build trust on calls and convert leads into clients.

Let’s dive in lads.

1) Get to know them

The last thing people want when they hop on a call is to immediately have an offer rammed down their throat.

So take 1-2 minutes to actually get to know them.

Talk to them about normal shit.

Sports. Their kids. The weather ffs.

Make them feel comfortable around you.

Basically, treat them like an actual fucking human being, not a wall for you to launch your offer at.

3) Ask questions

Next, you need to understand what this person is struggling with.

Because whatever you think their problems are, you’re almost certainly wrong.

Start by asking them 3 key questions:

• What they want to do with their brand

• What they’re struggling with at the moment

• What they’ve tried so far

If you immediately jump in and try to sell them then there’s a 99% chance you’ll be pitching them something they neither need nor care about.

Also, why TF would you even want to sell someone something they don’t need? These people work hard for their money, just like you. The least you can do is make sure you’re actually selling something that will genuinely benefit them.

Don’t be the guy that gives sales people a bad name.

4) Empathize

Picture this.

You hop on a call with someone.

You pour your heart out about all the problems you’re having, how much stress they’re causing you and how hard you’re trying to solve them.

And then all that other person does is go “well, I’ve got your solutions and they’re yours today for just $999.”

Piss off, lol.

People don’t want to be sold.

People want to feel HEARD.

They want to feel understood and that they've FINALLY found someone who gets it.

So focus on listening and empathizing.

If you’re in this for the right reasons, you should want to HELP people, not sell them.

It will be immediately obvious if all you care about is making a quick buck.

5) Dig deeper

You’ve got a surface level understanding of their problems.

Now your job is to get to the root cause.

How?

More questions.

For example, someone struggling to land clients isn’t the route cause - it’s a symptom of a deeper issue.

First, you could ask them “How many leads are you getting at the moment.”

Your next question would then be “Well, what’s the main way you’re getting leads now?”

Then you follow up with “Right, so once you’ve got this lead, what are you doing to convert them into clients”.

And somewhere along the way you’re going to spot something they’re doing wrong.

And that’s where you come in.

That’s your “Aha!” moment where you can leap in and start to save the day.

6) Explain why their methods aren’t working

Next, you need to help them understand why what they’re currently doing isn’t working.

Don’t just be like “yeah that’s a dumb way to do it”.

That’s just going to hurt their ego and turn them against you. I

nstead, make yourself relatable.

Explain how you used to struggle with this too and you understand how frustrating it can be!

Then switch the focus onto your alternative path.

The best way to do this is to explain what you would do if you were in their shoes.

Immediately, this is giving them free value and they’ll be more inclined to listen to and work with you.

7) Present your offer

Now you’ve shown the person you know what you’re doing.

(Again, I hope you actually do think you can help these people and aren’t trying to flog them something they don’t need).

So it’s time to show them your offer.

Explain that you’ve literally just solved this problem for yourself or someone else.

Just say this:

“Not gonna lie dude, solved the same problem for [myself/client] and they got [insert results + timeframe].”

Next, give them a clear picture of what working with you would look like:

• Weekly calls?

• What is the structure of those calls?

• How will they be able to reach / chat with you?

Finally, give them a clear roadmap of how you’re going to hold their hand and take them from A -> B.

All people want is the comfort that someone’s going to be stood by their side in the trenches helping them navigate machine gun fire.

8) State the price

This is the part you’re probably nervous about.

(I know I was the first time I did it!)

It will always be a bit uncomfortable, but here’s my one tip to you:

State the price and as soon as the currency leaves your lips, you stop talking.

If you carry on talking and try to justify it, you lose.

Let them speak first.

In some cases, they’ll be immediately happy to work with you and you’re golden.

Otherwise, you gotta handle their objections.

9) Handle objections

There’s only 2 reasons why someone wouldn’t want to work with you.

They either don’t trust you or they think it’s too expensive.

Because if someone trusts you and believes you can 5x their investment, who TF would not take you up on that.

They’ll probably say something like “I need more time to think about it” or “I don't know if this is the right time for me”.

All you gotta do at that point is say something like this:

“Completely get that dude, it’s a big decision. But I can tell you’re on the fence right now. Tell me a little bit more about why you want to say yes but are feeling nervous about it.”

Again, the key here is to LISTEN to them.

Don’t just start ramming logic and reason down their throat.

You’ll turn them off immediately.

It is scary AF to hand money to a stranger over the internet (these people are completely justified to feel nervous so don’t get pissy!)

That being said…

If they bring up anything to do with money, you know it’s a price objection.

If they bring up anything to do with other people, you know it’s a trust objection.

In either case, your job is to bring the focus back onto why they want to say yes and just find that little nudge to tip them over the edge.

(This email is already long AF so I can’t give you all the answers to this here haha!)

10) Close

Once you’ve successfully navigated their objections, you’re home and dry.

Set up your first meeting together while you're on the call and complete payment there and then if possible.

This helps stop people having second thoughts after they hop off the call.

And that’s literally it guys.

A common sense framework to turning leads into paying clients on sales calls.

Hope it was useful!

Talk soon,

Harry

PS. Serious about growing and monetizing your brand in 2024?

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2) Book a 1-on-1 Strategy Call with me (prices increase by $100 next week)

In 60 minutes we’ll do a complete deep dive into your brand and content strategy. I’ll give you a crystal clear roadmap to hitting $2.5k/month in under 60 days. Interested? Reply to this email with “Money” and I’ll be in touch ASAP.