CLOSE YOUR FIRST $10,000 Using This

Script:

Pre call preparation: 2

- the structure: 3
- The script: 4
1. Small chat while building proof: 4
2. Confirm Time: 4
3. Set the Agenda: 4
4. Find the motivator: 4
5. Understand their current situation: 4
6. Gather data and cause self inflicted pain: 5
7. Figure out what they want: 5
8. Gaining commitment & Wrapping in emotion: 5
9. Acknowledge the gap & permission to share. 5
10. State what you are expert at: 6
11. Stating the offer and how it works: 6
12. Figure out Budget: ( only used when a prospect looks scared and not ready to
move forward, otherwise skip it ) 6
13. Price drop: 6
- The pressure of silence at this crucial moment: 7
When they want to move forward: 7
 Pre call preparation:

5 minutes before the call make sure you do all of the following:

- make sure that you are in a quiet room with no interruptions.

- Use your headphones so that your hands are free for taking
notes and expressing.
- Make sure that you are recording the call.
- Have a pen and notepad in front of you.
- Release all attachments to the “YES” and put all attachment
onto “accurate diagnosis”
- Loose all the emotional baggage from the day or previous call, be
tranquil and focussed.
 - the structure:

- Silence: when you ask a question, shut up. Let people finish their
muddled sentences and never speak over them. Silence on your end
allows the prospect to think and they will speak giving you clues as to
where they’re going & this is what you use as your ammunition. Silence
also makes the prospect worry that their answers are not good enough
and that you might not take them on as a client and it flips the power to
them being the needy troubled ones.

- Let people sit with the weight of their pain.

- Whatever you do, DO NOT SOLVE, the prospects problems and pain.

- When your prospect states their current situation, problems and pains
do not jump in and start coaching or solving. just say “OK”.

- Your prospect has a problem and when you ask a question that levels
up emotion and pain attached to that problem do not solve it because
then they are no longer interested.

- Let them sit with the pain and the seriousness of their situation. “we are
not on the call to solve, we are on the call to diagnose”.
 - The script:

1. Small chat while building proof:

Hey John, how are you doing man?

- All great and good, just onboarding clients all day.

2. Confirm Time:

But yeah, I got you down for a quick 45 minute chat in my calendar to
brainstorm ideas and work out a plan. Have we got the time right?

3. Set the Agenda:

So how these calls usually go is that I’ll just keep it nice & chill, just ask you a
couple of questions to see if I can even help you in the first place.

and if I do think I can help you out I'll let you know what I have to offer, how it
works and everything.

You just have to give me a definitive yes or no at the end of the call, sounds
good?

4. Find the motivator:

Okay cool so that being said, my first question to you is what really drove you
to take the time of the day and hop on this call with me today?

5. Understand their current situation:

Tell me a little bit about your business ?

How is it structured?

Why do people buy your product or service?

What’s the sales process from taking a stranger to a client with you?
 6. Gather data and cause self inflicted pain:

How are you currently getting customers?

Do you know how much it’s costing you to get a new customer?

Do you have a proven process in place to get new customers at will?

Are you comfortable relying on this style of running your business?

How much money are you making per month with this business right
now?

7. Figure out what they want:

Okay John, where do you want to grow the business in the next 12 months?

What’s actually motivating you to get to that goal?

Would getting to this goal have an impact on other areas of your life? Tell me
about that…

8. Gaining commitment & Wrapping in emotion:

Ok, so you’re currently at X amount, why not just stay where you are?

Okay, and is this affecting any other areas of your life?

Ok, I know that you are wanting to fix this now but how committed are you to
making this happen?

9. Acknowledge the gap & permission to share.

- Ok Jhon, well we can definitely help you with that.

- I think you’re a good fit for what I do. Would you like me to tell you about
that?
 10. State what you are expert at:

Well, we offer email marketing to premium and luxury brands.

Typically we work with brands or companies looking to add another $60K up

to $500K in MRR.

( once you state this sentence powerfully and with conviction - shut up )

11. Stating the offer and how it works:

“ share screen and take explain the mind map flow”

explain it in less than 2 mins. Deliver your answer with full confidence and
authority.
Do not talk about the price. then SHUT UP.

they’ll start asking questions and you answer them - but don’t divert.

- then they’ll ask about the price.

12. Figure out Budget: ( only used when a prospect looks scared
and not ready to move forward, otherwise skip it )

For me to understand how to get you from point A to point B I really need to
to understand point A first.

So with that being said like how much funds do you have set aside or ready to
invest in growing your company and brand? if of course everything makes
sense?

13. Price drop:

“Well the everyday price for this is $9,800 but I have found that those who
make decisions quickly always turn out to be the best clients and we do
amazing work together. So for that reason, I have something called incentive
based pricing where if you make a decision on the call with me today, I knock
$4,000 off the investment and it’s just $5,800.” then shut up.
NO SERIOUSLY, ZIP IT. No word - even if it takes them 2 minutes and the
silence is awkward, shit is happening inside their brain right now after you
exposed their situation and got them to admit it.

NO they’re thinking everywhere and anywhere.

And they might say: Hey are you there?! just to break the silence.

Say: “yes, I am” and zip it.

Other notes to keep in mind:

- The pressure of silence at this crucial moment:

At this point they know they have a problem, they know what they want and
they have admitted that they can’t get there on their own.

They see us as the leader and the expert with the solution to get them where
they want to go. We covered our offer and let them extract every detail they
needed to know about it and now they have asked you about the investment.

State the price and shut up. their brain now is in serious overdrive running
mental movies of what happens if they buy or don’t buy. It’s thinking about
bills, cash flows and whether they pull the trigger on the investment. You must
let them sit in the pressure of silence to process this.

Don’t let them get off the hook.

When they want to move forward:

- Awesome! Well, we can get you started right now if you want.

prospect: ok, well how do we do that. Ok, how do we do the payment?

- We can do credit card over the phone if you want?

prospect: ok, cool. ok, let’s do it.

- So is that Visa or Mastercard? collect the details and BOOM!