9 Changes to Make Today to Close More Deals

9 Changes to Make Today to Close More Deals

The one constant we all share is time. You’ll never have enough hours in the day, and after spending far longer than I should have on one particular prospect, I discover today they’ve done (another) 180 on me. Again. In the last 3 months I’ve closed, unclosed, closed and unclosed this same prospect multiple times. Investing far more time than I normally would have with one client, because I was making a rookie mistake. I was listening, but I wasn’t
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When to walk away from a bad deal

Warning Signs a Sale is About to Turn Sour on You

Knowing when to walk away from a deal is a powerful thing. Determining the perfect moment is easy in hindsight, but as it’s all going down, actually making the call to “walk away” is a tough one. How do you really know you’re doing the right thing? I like to think I’ve seen it all when it comes to the tap-dancing clients like to do, and there’s a few things you should be looking out for when a deal is
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Put a modern spin on the sales letter with a VSL

Put a Modern Spin on the Sales Letter with a VSL

Back in the day, sales letters were all the rage. Marketing greats from David Ogilvy to Dan Kennedy, Gary Halbert to Jay Abraham have been using words on the page to create billions of dollars of ales. Deftly crafted words, arranged in a particular sequence enticed and excited readers to take quick action on whatever product was being promoted. It worked a treat, and formed was the bread and butter of an entire industry of copywriters, becoming what we know
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Is there a right time to get a client to say “no”?

Is there a right time to get a client to say “no”?

I still remember the first bit of sales advice I got as a fresh telemarketer. “Travis, the faster you get a “no” the better, so you can hang up and call the next one.” It struck me as a little odd, seeing as I’d been recruited to sell holiday packages and my whole job was to get a yes. But after grinding for months on the phone I started to realize why. We were targeting volume. Pitch after pitch designed
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Don’t undercut your true value with rubbish pricing

Don’t undercut your true value with rubbish pricing

Setting your prices too low is a rookie mistake. Especially once you start trying to succeed in a competitive marketplace. Unfortunately, where most freelancers (and even agencies) go wrong is their price. And when I start telling people running similar online businesses that my rates start at $200 USD an hour, when they’re struggling to get $20, they kind of freak out. How!?! Well it wasn’t always this way. The rates I charge today are more than 40x what I
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8 Critical Steps Once You’ve Sealed the Deal

8 Critical Steps Once You’ve Sealed the Deal

Yes. The three-letter word every sales rep is waiting to hear. Because the prospect you’ve been carefully cultivating is no longer a prospect, they’ve converted, and they’re now a paying client. A customer. But wait… What the hell are you supposed to do next? Unfortunately, this is where far too many sales systems fall apart. They’re so focused on the sales, So, focused on getting a customer to say “yes” they forget about the next steps. By all means, spring
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5 Easy Giveaways to Build Your Email List

5 Easy Giveaways to Build Your Email List

Email is the holy grail of marketing. Not only have you already overcome that first initial hurdle (a prospect has given you permission to reach out to them with marketing and promotional deals)… It’s basically free. Taking out the cost of writing an email, and the email marketing software you’re using to manage all of this, all you need to do is click send. There’s no ad spend. There’s no complexity. It’s just you, building and strengthening the relationship you
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10 best practices to run a better webinar

10 Best Practices to Run a Better Webinar

Done right, a webinar is a powerful tool that can rapidly move even the coldest of prospects through your sales funnel, and lock in a sale. But when it comes to running a successful webinar, it gets tricky. There are so many moving parts, you need to ensure you’re not the one sabotaging the process. Just a few weeks back I sat through one of the most horrendous excuses for a webinar I’ve ever watched, only staying to the very
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Use Tiered Pricing to Make More Online Sales

Use Tiered Pricing to Make More Online Sales

Setting the right price for your products is tough. Too high, and you’ll struggle getting people in the door. Too low, and you risk not only flooding yourself with too much work, but that the clients you do get don’t even value the work you’re doing or your expertise. That’s not ideal either… It’s a hard call, then, on the price to set. But its not be as hard as you might initially think. In fact, there’s an easy way
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Are you using webinars to sell your services

Are you using webinars to sell your services?

Unless you’ve been living under a rock, you’ve probably heard of webinars as a sales tool. Get a group of prospects together on a call, demonstrate your value and leave them with a pitch for your services. More and more agencies, coaches, consultants and even traditional businesses are using webinars to sell their services. And for good reason, webinars actually work, really damn well. Done right, a webinar has the potential to drive sale after sale after sale to your
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